Worcester Business Journal

26 Worcester Business Journal | January 9, 2017 | wbjournal.com Don't leave them wondering I t's the third time they've called this week. I'm just too busy to deal with it. Hopefully they'll eventually give up. Sound familiar? Too frequently we're in a business situation where one party is waiting on the other party to do something, decide something or take some action. I can't tell you the number of times I've wondered what's going on merely because I've heard nothing. And, I've usually imagined the worst- case scenarios: They definitely are not going to do business with me. This sale is lost, and I needed it to make my numbers this month. Why won't he return my call? It's like waking up at 3:30 a.m. and not being able to get back to sleep. All of the really bad stuff pops into your head. If you are the one responsible for the next step, don't leave them won- dering. And don't let indecision or no deci- sion add to your stress. If you are responsible for the next step, take action. You can do one of three things. Say yes and move the project forward; say no and end the project; or say maybe or not now, and put the project on hold. Making a decision is respectful of the relationship. It recognizes the time and invest- ment each person has put into a situa- tion. The decision, even if it is an "on hold decision at this time" facilitates the connection and trust you have built into the relationship. A decision is also liberating, both for you and for the other person. You know where that project now stands. No longer is it on your to-do list; it is now on the done list, or – at worst – the pending list. The other party is not left wonder- ing. Instead of imagining all of the worst scenarios, they now know the disposi- tion of the situation. They know if the project is moving forward, not moving forward or put on hold. Also (and I can't emphasize this enough) making a decision, even an on-hold decision, is just plain polite. The basics are simple. Be honest in your response. You have either made a decision and you present that. Or, you have not made a decision and you state that. You say you want more time, more infor- mation, more help with the situation, whatever is need- ed. The exception to all of this is the cold caller. A cold call is just an interruption. It is someone who has no relationship with you, insert- ing themselves into your daily routine without invitation. A cold caller does not require a return call or response. They've done nothing to deserve the moments of your time required to respond. In today's world of connectivity and information, there is no reason to make a cold call. Rather, research the person with whom you want to con- nect. Find a way to get a warm intro- duction. Then, be patient. The warm introduction process has to go through the same level of decision making described earlier. The Bottom Line: Everyone appre- ciates how busy everyone else is, because they are busy themselves. In the midst of this hectic environment, ease the burdens and respect the rela- tionships. Make decisions. Don't leave someone wondering. Ken Cook is the co-founder of How to Who, an organization focused on helping people effectively build relationships and building business through those relationships. Learn more at www.howtowho.com. The Rainmaker BY KEN COOK You can do one of three things. Say yes and move the project forward; say no and end the project; or say maybe or not now, and put the project on hold. W A forum of what lies ahead for our region in 2017. Please join the Worcester Business Journal and the Worcester Regional Chamber of Commerce for our annual Economic Forecast Breakfast event. To register or for further agenda updates visit: www.wbjournal.com/economicforecast THURSDAY, FEBRUARY 16, 2017 Beechwood Hotel, Worcester 7:30 am - 10:30 am $45 per person (after February 4th, $55) Pre-registration required. SAVE THE DATE! Presenting Sponsors: Corporate Sponsor: Supporting Sponsors: BOLLUS LYNCH CERTIFIED PUBLIC ACCOUNTANTS & CONSULTANTS In partnership with FORECAST F O R U M 2 0 1 7 KEYNOTE ECONOMIST Karin Kimbrough Head of Investment Strategy for the chief investment office within Global Wealth & Investment Management (GWIM), a division of Bank of America.

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