Page 150 - Paulisms: Gold Nuggets for Small Business

the want of the person you are presenting to as well as the offering. The return could be short-, medium-, or long-term, but you have got to get out there and see people. Salespeople are often reluctant to go out and see people. The secret here is to just get out there and see people in volume (targeted prospects, obviously). Home Shows are a good example of this in the residential market.
Many years ago, I visited a guy called Scott MacIndoe. Scott is quite an eccentric guy who owned a company called Wilson and MacIndoe. In the first meeting, he hopped onto the table and pretended he was throwing boomerangs out, and he said, ‘One day, these boomerangs will come back to you.’ Interestingly enough, five years after Scott jumped on that table, I ended up selling Wilson and MacIndoe some products. Five years later! I’ll always remember Scott MacIndoe throwing those boomerangs out.