Monday, December 19, 2011


It is so exhilarating to get results! After many rejections, a compelling pitch got a "YES" from NBC5 for a client.

And, when it's a major hit like NBC, all of the hard work and anguish and frustration make it worthwhile.

Monday, December 12, 2011

So, you didn't get the account

Always be gracious when you don't get the account. I've gone from second place to first place on many occasions. Why? Oftentimes the "winner" over promises and the client discovers very quickly that the number one can't deliver.

Whether they call on you hinges on how you handled the rejection initially.

I always send a "Thank you for the opportunity" note and indicate that if something doesn't work out that you'll be glad to work with them.

That type of graciousness is the door opener for when the first choice flames out. And, it's the type of response that has helped MELODY'service get the account. So, you can go from a bridesmaid to a bride with the correct and measured way of handling the initial "Sorry."

Whoo Hoo!

Monday, December 5, 2011

Sorry. I don't do "free."

Recently, I sat down with a prospect who had a great vision. I was referred by someone I know and that is why I attended the meeting. He talked a loooooooong time about his strengths and of the promise of the project. He hoped to use this project to launch his business.

Then, it occurred to me that he didn't have the money to fund it and that he wanted me to be a partner in starting his business. And, he "hoped" to get seed money for this.

At that point, I tuned out. After over 30 years in business, I just don't do free. And, unless your last name is McDowell, there is no compelling reason for me to give free counsel and free time.

So, that was a "pass."

Sorry. I don't do "free."