Seeking an appointment and reaching to the decision makers of the organization was never a problem for me as I always relied on exceptional content and great homework before calling up the person or generating a lead, but the moment I visits someone they always say that I am too young to handle the project or they need someone who is experienced or matured and some even offered a piece of advice to me by enriching me with a gyan (knowledge) of completing my education.
Before starting the conversation, the director told me that your personality (physical personality) is in contrast to what you appear on phone or through mail and I told him to whom you want to work with "my personality on the phone or my current personality" and then I continued "If you want to work with person on phone he can deliver what you are expecting but if you work with the person sitting in front of you then he will deliver more than your expectations.
The director, who was a book lover and a movie buff, started discussing with me on various topics and during the whole course of discussion I seconded, countered or articulated his thoughts and each time I gave reasons from the health care terminology and managed to convinced the person whose experience was twice my age.
During the whole course of discussion, I never diverted the topic nor I presented myself as salesmen instead I demonstrated the qualities what he is looking for and was doing so for last couple of years.
Demonstration of Industry Knowledge: After loosing some initial customers, I learned the basic psychology of customers early and always tried to be updated about the latest trends being happening in the industry. For every trend or the innovation being happening in the industry and I always presented solution through my service offerings.
Leading the tribe: From the very day, realizing my mistake, I updated the communication material with a contact number of mine and also directed business inquiries calls to my personal number as I want to have a personal connection with my clients. I was also the first person to reach the office and sometimes I even took up the work of my sub ordinates, when they were unable to perform and when they succeed, I praised the person in complete gathering.
Forming the invisible mentoring board: I may be presenting myself as a fool, if I would have said that I took all my decisions based on my skills or capabilities and during the initial years of doing business, I formed an invisible mentoring board which consists of my father (retired professor), my close friend (ex-investment banker, now COO of my current company), my friends from various industries, my professors and many other persons whom I met during industry interactions, meetups or networking events.
Displaying the conviction: I would have been a fail entrepreneur, if I failed to display the conviction for decision making in my organization or while talking with clients. I always seek information and advice but when it comes to decision making, I always rely on my inner self and was always at the forefront for accepting the defeat if I was wrong in taking the decision.
Working on the physical appearance: I mastered the quality of physical appearance very late, though I was always well dressed in formals but my facial appearance and looks was communicating otherwise. I took up running classes and started playing racquet games besides growing up my neat and trimmed beard to look mature.
But above all I always communicate myself in authoritative and influential manner and presented myself as either a thought leader or knowledge seeker while participating in communication.