Communicate: Communication is a two-way process; always seek to understand BEFORE you try to be understood. You should use many forms of communication: calls, email, and face-to-face, always assuming there will be an external audience.
Focus on Delivering Value: Everything you do for a client should provide a return on their investment. Just because you CAN do something, does not mean that you SHOULD.
This month’s Employee of the Month nomination comes from one of Juston’s peers and reads as follows:
I would like to nominate Juston for EOM this month. He came back from OKSHRM with some great contacts and in-depth notes that made it easy to follow up with a personalized note to the client. Out of his 9 contacts, I have converted 4 to opportunities. I also received responses from 3 others – 1 to say they are not in the market right now, 1 that asked me to give her some time to talk with her Executive Director to confirm timing and then she’d set up an appointment and another that confirmed there was a need and directed me to the right person to get in touch with. (I’m still trying to connect with her). That is an incredible return on a tradeshow. Generally, most people will ignore tradeshow follow up emails and calls, so he clearly made an impression on them enough that they are willing to talk with us further. I’m not sure what pillar this ties to – Be Authentic or Show up ready to work or Exhibit Professionalism, but I think he deserves to be recognized for his efforts.
Thank you, Juston, for Communicating your results with Jessica so she was able to connect, and for Focusing on Delivering Value. The follow up with the prospects by Jessica allows the prospect to see a return on the investment in time they made in discussing their issues with you.