Who remembers 2nd place?
That may not be a good question if you are asking a sports enthusiast like my husband, he remembers every NASCAR race, college football game and please don’t get him started on my son’s cross country races!!
Second place has been called the first loser, and often we discuss that no one remembers who the “runner up” was. I feel very differently about second place. In my opinion it is a perfect place to be. Let me share a typical second place scenario with you…
I place a call on a prospect, get the appointment, discuss the value we add to each other with a relationship – but I am told any one of the following reasons that a business relationship will not work out:
“My mom, sister, brother, uncle, dad… is in the same business.”
“I am really happy with my current relationship and do not want to upset my current relationship.”
“The company we use now does business with us and that means a lot to me.”
“I get really good service and I don’t want to risk changing that.”
“It is just too much trouble to make a change.”
To every one of those responses I say:
“I completely understand. Would you mind if I hang out in second place? We could build a relationship and then if anything changes, we won’t be strangers. And, if you ever want a second opinion on something, I am right here.”
Second place has served me pretty well. Life changes all the time. Second place becomes first place very quickly. One or two poor customer service problems, a family member changes jobs, companies change policies… anything can happen to move you into first place.
Let me caution you- if you ask someone for their business and they like you, and they trust you, but they don’t pick you… they will watch you very closely. You are automatically in second place in their mind. So, be very careful with that position. Nurture every prospect beyond the “ask.” It is a little bit like the “never give up” attitude.
This week I was honored to be in second place, I was probably in third place but who’s keeping track, right???
Recently, our Columbia Mo. Chamber of Commerce’s Women’s Network honored an outstanding female leader and mentor in my community (Athena International Award). I was one of three finalists; the other two women were pillars in our community and I was deeply honored to even stand with them. Nope, I did not win, but being a runner up was pretty good. Athena was the Greek virgin goddess of reason, intelligent activity, arts and literature. She was a goddess of wisdom and courage. Well, I may not have all of those traits (my sisters are falling out of their seats right now!), but maybe I have one or two – and that is pretty darn cool!
Photo: Jan Grossman, Vicki Russell, Me! (Athena International Award ceremony, Vicki Russell was named 2017 Athena)