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Women are often intimidated by another person and feel they must justify their presence. That is why Ken will not work with one of our other female consultants. She didn’t understand this strategic maneuver. You see Ken always bragged loudly to us, his colleagues, but never to a client, because he never felt he had to. Ken, as with most men, think this way. If client called you and you are in their office, then you have client. You don’t have to justify being there.
Women feel need to “secure their position” with client even though have job. Here’s how Julie handled a job with Ken. They setup an appointment, but Julie arrived earlier. Remember Ken is one who set up meeting. Now who is Julie to this client - no one. Why is she here? Because she is there without Ken, she put herself in situation of having to “justify her presence.” She should have waited in car until Ken arrived. She makes it worse as game proceeds.
Ken arrives on time, but now appears late because Julie is already there. He’s not happy about that. Again, only his collected nature is shown to client. He follows his same steps, hands them a brochure, and business card. The client briefly reads brochure, asked Ken a few questions and just when client relationship is about to blossom. Julie interrupts by digging in her purse. Oh how men hate that. She pulls a tattered brochure out and hands it to client. He’s confused - who is she again? Ken tries to handle this situation and introduces her as his assistance. He wouldn’t dare call her his colleague after that outrageous display of behavior. Julie now realizes she isn’t getting same recognition. She continues to spit out her experience. Guess what, client doesn’t care and she looks like an insecure schoolgirl.
Oh, you say, but Julie deserves to let client know her skills too. Yes she does, but her timing was wrong. It was Ken’s approach she should have honored. You see Ken is good at getting clients, but he’s not good at keeping them. Every job that I went out with Ken, I now have his client. Ken’s approach works with men, but when it came to nurturing concept of training, women don’t like him. Therefore, repeat business was given to me not Ken. I waited and showed off my skills on job.
Gina Novelle writes computer How-To Manuals, is a graphic artist, and program designer for Exclusive Markets in Las Vegas Nevada. Her company sponsors the web site www.thirdpocket.com, a support site for the self-employed. She has currently finished the book, “Business Secrets Men Don’t Tell Women” revealing how women and men view self-employment differently! This book is seeking a publisher. email@example.com