What do we dread most in our business and personal lives today? No, it’s not losing. When that happens, we simply pick ourselves up and go after it again. And it’s not being overwhelmed by our workload. We solve this with a few adjustments to time management and delegating to other team members. Our biggest “dread” is insidious and frustrating beyond belief. Here’s an example of what happens. We’re attempting to do business with someone. We’re past the cold calling stage and actually have been interacting with other party. We send an e-mail and wait a day or two. Then we call and leave a voicemail. Perhaps we even send a text. A week goes by with radio silence. We’re officially in the Zone of Doom.
The Zone of Doom is the black hole of non-responsiveness. Unfortunately, it’s become an epidemic. With caller ID many people simply ignore calls from those of us with whom they do not wish to speak. Blowing off e-mails is even easier. I know I sound like an old geezer, but when I was growing up in the business world, I quickly learned that protocol dictated the return of every phone call the same day or next morning. We didn’t have e-mail back then, so letters and memos were the standard for written communications. The expectation was that the response be immediate. There never was any thought of not responding at all. In fact, when someone slipped and failed to provide a timely response, the word usually got back to corporate leadership and there was hell to pay.
The biggest challenge relayed to me by members of our team is that their interactions with so many people outside the company are one-way. Simply trying to reach people is so much harder than ever before. Long ago, I resolved not to fall into this category. I think I’m about 95% true to this resolution. I do return my phone calls in a timely fashion – though I will admit that there may be a cold call here or there from a salesperson that I miss. I believe most people will attest to the fact that I usually return all my e-mails the same day if not the same hour.
So how are we supposed to deal with the Zone of Doom? How are we supposed to do business when people are so unresponsive? There’s no question that failure to respond is not acceptable. But we must ask ourselves what might be the root cause for our receiving the silent treatment? This goes beyond the fact that people are busy. It all boils down to priorities. Think about how we develop our own set of priorities. What goes at the top of the list and what goes at the bottom? I find that the things that are most important are those which are most impactful to my business and my life. It’s a pretty good bet that others set their priorities in the same manner. When I’m trying to reach someone else, I try to bear in mind whether communicating with me will make that much difference to the other person. There’s the word . . . difference.
We must be able to differentiate ourselves when competing with someone else’s priorities. Is what we are attempting to communicate really that important to them? If not, then what can we do to push it up toward the top of the ladder. This is where relationship building becomes so important. I’ve written many times that relationships are all about service. I’ve found that the harder I work to establish and serve a relationship the more likely someone will reciprocate my attempt to communicate. You may be thinking, “How can I possibly build and serve relationships with everyone with whom I come into contact?” No one said it would be easy. Relationships take time to build and there’s no time to waste. Any and every little thing that can be done to help someone else builds that relationship. Many businesspeople seek to establish relationships to benefit themselves. If we do it differently and make every attempt to help others, our efforts will be recognized as genuine and authentic.
We can avoid the Zone of Doom by building relationships for the purpose of serving others. And through our relationships, we move up the priority list of those we are serving.
This blog is being written in tandem with my book, “An Entrepreneur’s Words to Live By,” available on Amazon.com in paperback and Kindle (My Book), as well as being available in all of the other major eBook formats.