Dad

On Saturday morning while in Corning, I had a meeting with a radio industry supplier. I’ve known this person for many years, but have never actually sat in a quiet situation and talked about our histories in the industry, as we were able to do at breakfast that morning.

While we both briefly reviewed our resumes before discussing business, he sort of threw me a curve. Dick asked me how my dad was. I guess I looked at him sort of strangely. He proceeded to tell me that he had only met him once at an NAB convention in Orlando quite a few years ago, but that he was impressed with him and had remembered him since then.

The reason I looked at him strangely, is that Dad passed away almost 8 years ago. The NAB in Orlando that he had remembered was the only one Dad had ever attended. In fact, I brought him there specifically so he’d have a chance to reconnect with some of the broadcasters he had known in the 40 plus years he worked in radio as a salesman, sales manager and finally as a general manager of a station in the Miami market.

Instead of making Dick feel bad about asking about my dad, who had been gone for so long, I actually thanked him for remembering him. In fact, the more I thought about it, the more I kept remembering all of the people Dad had worked with, who still talk about him with positive comments and fond memories. Some of these people were competitors, some worked with him, some were clients and some just happened to meet him at a convention somewhere, and had an opportunity to have a conversation with him.

You see, Dad was someone who I always believed was the consummate salesman. I don’t imagine that many people who interacted with him forgot him. The reason I bring this up is to stress the importance of making a positive impression. That regardless of whom you work for and what you do for them, you are someone who is remembered.

If you relate this to sales, which Dad was so good at and from whom I learned so much, you need to be the person who your clients and potential clients always remember when they are ready to buy, or at least consider, when they decide who they want to do business with next.

Thank you, Dick, for remembering the person who I believe was the best salesman I ever knew. I just hope that I can live up to that same standard and can pass some of his insight along to all of you…