It was a cold, overcast Monday morning, but despite the gloomy weather and even gloomier business climate, Lamar Johnson had a smile on his face and extra spring in his step.
The building business had grown rapidly over a number of bountiful years, and money, opportunities, and financing had been plentiful. To Lamar, it had seemed that everyone was driving expensive cars, looking at second homes, vacationing in exotic world locations. And then it abruptly came, if not to a stop, then to a drizzle. Something or someone had shut off the spigot of cash, and now there was a glut of residential properties. Lamar’s business had been slow since the fall, but today he was on his way to an appointment with a potential client for a high-end custom home. Lamar’s company, his subs, and his suppliers needed the work. And an opportunity that appeared to be heaven-sent had presented itself on the previous day.
At the conclusion of Sunday church services, Lamar’s teenage son asked to stay for the coffee-and-donuts social. He apparently hoped to see a young lady he’d recently befriended at school. “Come on, Dad, we never get to stay for the minister’s buffet,” he pleaded. With his wife glancing back her look of approval, Lamar agreed to stay instead of heading off for their traditional Sunday brunch at a local hotel.
Fred and Molly Detweiler, along with their three children, had recently moved to Lamar’s town as the result of a corporate relocation. This Sunday just happened to be the first time they attended services at their new congregation. Lamar had just brought some tea and pastries to his wife, who was patiently waiting at a table in the church hall. “I’ll be right back, honey, as soon as I get some coffee,” he said as he set her food down.
As he was standing in the coffee line, he noticed that the gentleman in front of him needed an extra hand. Apparently he also was playing waiter for his family. “Here, let me give you a hand,” Lamar offered. “Hey, that’d be great! Can you follow me over to that far table?” “Sure.”
Once the paper plate feast was placed on the table, the man introduced himself. “Hey, I really do appreciate your help. My name is Fred Detweiler, and we’re not only new to town, but also to the church.” “I’m Lamar Johnson.” The conversation took off from there.
Mrs. Johnson was enjoying her tea and catching up with women she had known for years. “We’re gonna have to stay after church more often” she thought. Glancing over at Lamar, she wondered, “Who the heck is he talking to?” They were laughing back and forth, and she could tell, even from afar, that Lamar was having a grand ole’ time. “Can that be one of his old school mates?” she wondered.
As the Johnsons were getting into their car to leave, Sally could no longer contain her curiosity. “Who was that man? And what in the world were you talking about?” “Oh, honey, he’s new in town with Global Electronics, some sort of manager. He and his wife just bought a new lot and want to talk to—guess who?—about building a custom home,” he said, pointing both thumbs at himself while barely containing a broad smile. “Oh Lamar, that’s wonderful. When can you start? Do they have plans? What’s their timetable?” “I’ll find out soon enough. I’ve got a meeting with him tomorrow morning.”
Selection Process. The LJ Custom office opens at 7:00 a.m., and Lamar is usually there or out on one of his jobsites by then. However, this Monday was special. Lamar wanted this project. He needed this project. As he was shaving that morning, he thought to himself, “Ya know, I‘ve been in business so long that I thought I knew everything. Well, almost everything! But because I got dragged to that sales and communications seminar by my superintendent, I now realize that this is the field test. I can apply some of the methods and techniques that I heard at the program. After all, nothing ventured, nothing gained!”
His meeting was scheduled for 11:15 a.m. at Global Electronics. Lamar had gotten to the office at 5:00 a.m. and put everything else aside in order to work on a marketing plan to sell himself and his company for this project. “I’ve got to have my plan rehearsed and ready to go by 10:30 so I can get to the appointment on time,” he vowed. “I don’t want to sour a good start by being late.” Lamar outlined his plan and then presented the “sales call” to his employees to get their feedback. His plan was simple but smart and tailored to the potential client. Lamar shaped the content, pace, and information based on his interaction with Fred Detweiler the day before.
