Look at the Big Picture, First

In which we are reminded to LOOK AROUND at the broad picture of our prospects or clients (or our communities or relationships) before we narrow focus to pursue a particular goal or target opportunity.

Just after Christmas, I was on my way to lunch with a friend at a restaurant near my home in Cambridge, Massachusetts. The trip to the restaurant was uneventful. I pulled out of the driveway, navigated the streets, and, as I approached the restaurant, I slowed down to scan the street for parking – in Cambridge, usually not easy to find where you most need it. Since I was running a little late for the lunch appointment, I was delighted to see that all of the parking spaces across the street from the restaurant were vacant. The local residents had either driven to work or were away for the holidays and not needing the parking spaces. What great good fortune… I would be on time for lunch.

So, I parked across the street from the restaurant. I went in, met my friend, and had a wonderful lunch. When I came out of the restaurant, I looked both ways to ensure I could cross safely, then walked toward my car. I happened to look up, over the roof of the car, toward the houses across from the restaurant.

Just above car roof level: Big sign. Large red letters. “No parking. Street cleaning. Offenders towed.” Effective date: that day.

No kidding! For someone standing or walking, the sign was at eye level maybe just a little higher. I’d parked right under it and yet I hadn’t seen it until I had the longer perspective of approaching the car from the opposite side of the street.

First response – express relief: “Your lucky day, friend. You weren’t towed.”

Second response – blame others: “What idiot posted the sign so high so that drivers parking under it wouldn’t see it? Why not at ‘eye level’ for drivers vs. pedestrians?”

Third response – the procedure: “Yep, remember? You’re supposed to look around you in all directions to make sure you’re in a safe place, blah, blah blah.” I had been so focused on street markings and, once parked, my goal – getting into the restaurant at the appointed time – that I had not remembered to follow … the procedure.

I recall that a music critic once referred to a then-in-vogue pop singer as a “heat seeking missile.” One challenge with behaving like a heat-seeking missile is that, once we lock onto a goal or target, we pursue it single-mindedly without pausing to wonder whether we’re missing something (like a BIG WARNING SIGN…) or whether we should change strategies or include others. [And, then, there’s the other part – when we reach the target, we explode… Maybe we can handle that some other week!]

Nick Miller and Clarity train banks and bankers to attract and develop deeper relationships with small businesses. Many more Sales Thoughts like this and a host of other articles and resources at https://clarityadvantage.com/knowledge-center/ .