“One day I was in the office, and this brand-new customer, who had signed a $1,000,000 deal with us, happened to be there. They were going out for lunch -- I said ‘Hey, do you mind if I come along?’”
Herjavec noticed in his CRM that the sales team had called the client about 26 times before closing. As they went out to lunch, the client mentioned how he thought that Herjavec’s team was great and that he was looking forward to working together.
“I said -- ‘We called you 26 times, why didn’t you buy from us the other times?” said Herjavec. “He looked at me confused and he said, ‘I didn’t need anything the other 25 times.’” The client told Herjavec, plainly, that they just did not need his services those 25 times.
“So, what I realized is,” Herjavec continued, “If I can get in front of a customer when they need something, I’ll get more business.” However, as he noted, it is “Obviously easier said than done, ‘cause you must do it on a continuous basis. There is no magic.”
Similarly, Direct iT President and CEO David Javaheri, in his presentation to the audience explained how important persistence is in sales, technology, and security.
According to the Cybersecurity & Infrastructure Security Agency, “Cyber incidents have surged among small businesses that often do not have the resources to defend against devastating attacks like ransomware.”
“Small businesses could have been okay with just one layer of security 10-to-15 years ago, when classic Anti-Virus was popular,” said Javaheri. “Now, in 2022, the number of threats has grown exponentially. Anti-Virus doesn’t cut it.” Javaheri believes Anti-Virus as we know it is dead.