Elephants Don’t Bite

Posted on by in Mike's Morning Missives

Today I want to talk to you about the value and the importance of little things.

Allow me to focus on the women reading this article for a moment. If you and I were going out for a cup of coffee, and I came around to the passenger-side of my car and opened my car door for you, the question I have is, “Would you notice that courtesy?”

I happen to believe that 99.99% of women who have their car door opened for them would notice that courtesy. You would also notice the courtesy of flowers for no particular reason. Women notice little things. All people notice little things.

I remember a story from my early selling years. I was 22 years old and I was selling electronic components. The prospect I was visiting was called Hewlett-Packard. I was on the 12th floor finishing our meeting when the purchasing agent said to me, “Mike, you can find your way to the elevator, can’t you?” I said, “Sure I can.” It was the same device I came up on a couple of minutes ago. Of course I could “find” it.

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At the time I did not focus on the hidden meaning that was buried within the question “Mike, you can find your way to the elevator, can’t you?”

How could this sample of “coolness” been warmed a bit? What if the buyer walked me to the elevator? Would that gesture have transmitted a different message? It certainly would have. What if he had actually ridden the elevator down to the lobby with me? Would that have been a sign that a relationship was in the making? I think it would have been. What if this very same gentleman walked me out the front door and said goodbye to me outside of the building? Would that have made me feel better?

Is a proper farewell a big thing? No, it is a little thing? Is opening a car door a big thing? No, it is a little thing. Sending flowers? Little thing. Answering phone calls? Little thing. Looking people in the eye? Little thing. Remembering somebody’s name? Big thing … but also a little thing.

Don’t underestimate the power of the little tiny details when establishing meaningful relationships with people. They will notice it all and they will like you for it. The exact saying is “Elephants don’t bite … mosquitoes do.” Translation: Pay attention to the little things.

We are half-way through our series of ten articles. Send me an email and ask about my 2015 training cruise and my fall Danube River Fam Trip on AmaWaterways’ newest ship, the AmaSonata.


Mike MarchevMike presents a business-building webinar on the third Thursday of every month sponsored by AmaWaterways. To receive a complimentary invitation send Mike an email with the phrase “AmaWaterways” in the Subject Box. You will also receive a link to the recorded version.

For information on Mike’s 6-Week Online Selling Course, email Mike at mike@mikemarchev.com with the words “sales course” in the subject box.

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