Last week, I received a call from a prospect I hadn’t thought about for years. He had an issue, he said, and within a 45-minute conversation we had an agreement for a consulting engagement to help him with the issue.
Years ago, I would have thought to myself, “Wow, that one just dropped out of thin air.” Today, I know better.
We’ve all had (or I hope that we have all had) similar occurrences. Something good, in this case a new client, suddenly and without warning appears in our life. It looks like it just appeared with no cause-effect from anything you did.
As a veteran sales consultant, I’ve worked with over 500 sales organizations for over 30 years. I’ve learned some things. One is this — nothing drops out of thin air. Research every one of these, and you’ll discover that they invariably come from two sources.
The first is you!
Every client, every customer, every “big deal” that suddenly appeared was the result of seeds you planted months or years ago. It works something like this: The client who called, seemingly out of the blue, was responding to a thought he had and a problem he realized. He/she remembered you because of a sales call when he was with another company five years ago. A contact you made, months or years ago, stimulated this engagement. Your efforts paid off in this phone call, on the customer’s schedule not yours.
Or someone calls to do business with you. You don’t know him, but he knows a former client from years ago. The two talked, and you were recommended. What seemed like it came out of the blue was really a result of good work you did years ago and the word of mouth recommendation that generated.
These scenarios are so common that it is my expected explanation for why these good things seemingly appear out of nowhere.
There is a moral to this story. Have faith that your efforts will pay off. They don’t always come to fruition in the time that you want. And you can’t predict which of your efforts will bring results down the road, or who will respond positively. But you can be sure that you are sowing seeds of new business, and that somewhere down the road, they will pay off in ways that you don’t expect.
So, one source of business that drops on us unexpectedly is the seed you planted sometime in the past.
The other is God.
Allow me to illustrate a personal story. I’ve been a home winemaker for decades. A few years ago, one of my sons bought a home in Virginia, in the heart of wine country. He had some extra land, and we decided to plant a small vineyard. While it was tiny by commercial vineyard standards, it was huge for us – yielding far more grapes than what I had ever processed. Clearly, we needed some serious equipment to deal with it.
Then, out of the blue, my son found a person who had a commercial-sized crusher/de-stemmer and a 50-liter bladder press available for about 10% of their value — essential equipment for the size of our harvest. It was a coup to acquire such perfect equipment at fire-sale prices, at just the time we needed it. We congratulated one another on our good fortune.
I was telling this story to an acquaintance and he smiled and said, “We have a name for that. You’ve been given a kiss from God.“
It wasn’t luck, it wasn’t coincidence, it wasn’t the result of anything I had done. It was a “kiss from God.”
Our father loves us and has promised to give us good gifts. This was one.
If you, then, though you are evil, know how to give good gifts to your children, how much more will your Father in heaven give good gifts to those who ask him! Matthew 7:11(NIV)
Sometimes, when something good suddenly appears in your life, attribute it to a kiss from God.
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