Yes, this woman showed up for her job interview holding and sipping a bourbon drink at roughly 10am! After she was quickly dismissed, the poker room manager and I just looked at each other in disbelief. The poker room manager then tells me, “That’s what’s available in the workforce these days.” Only if you are standing by and waiting.

Jump across the country with me to Myrtle Beach, South Carolina. You are sitting in an upscale restaurant and your wait staff is marginal at best. Then you notice the waiter three tables over delivering drinks, offering incredible service, incredible task efficiency and being very personable without being overbearing. Here is someone who understands serving people. Do you admire from afar, or do you take action?

Constantly scout for talent

The responsibility of keeping a file of great prospects is the key to rapidly filling open jobs. Corporate executives need to be talent scouts at all times. Whenever you find yourself being served with great people skills, take note of the name and location of this person. If your business is in the service industry, you need to be looking for people people. Task related skills can be easily taught through effective training programs, but teaching someone to change their ways in their interaction with people can be a laborious and monumental task.

Anticipate job openings

In the early days of my career the company I worked with had what we called “spare help.” A few extra people on the payroll filled in for open positions, and allowed the organization to cross-train their better workers in anticipation of future needs. The down-sizing craze in the late 80′s eliminated these positions permanently. It’s time to rethink that. Even in today’s economy.

One important aspect of a job the younger generations of workers are looking for is a constant learning opportunity. To keep them you need to constantly teach them thereby strengthening your staff in the process. If your staff is better trained to handle multiple functions, you are prepared for potential job openings and your staff and customers never see a blip. Having a couple of “spare help” allows you to develop your workforce, keep them longer, and create more consistency through times of illness and vacations. Your bottom line will benefit as well as your customers.

I commented on the memorabilia and he mentioned to me everyone who comes to his office wants to add to his collection, and the way he said it, I got the feeling his interest became more the passion of others with their gifts.

As I was leaving after my presentation I noticed one thing framed that had nothing to do with John Wayne. It was a certificate from Star Fleet Command. He was a closet Trekkie! When I asked about that particular framed certificate his eyes lit up and he told me all about his week at Star Trek camp! You never know do you?

In the thank you note to him for giving me his time I included two inexpensive items I found on ebay. One was a Star Trek communicator the actors would hit on their chest to communicate with others on board. The second was a red enamel Klingon war pin.

In the note I told him he could use these as indicators when he walked into meetings. If the communicator pin was on it was open communication. If he was wearing the Klingon war pin – the warrior was loose.

Not only did I get an excited call back telling me he was shocked at what I had found for him and was in awe I took notice of the one thing everyone else over looked, but I spoke at a number of programs with that organization until he retired. Yes, retired; were you thinking this was some young kid?

I have also used this approach to open doors. It is amazing what information the Internet can provide. I researched another prospect and found an interview where he discussed the university he went to and his passion for the Pittsburgh Steelers, also my favorite team. Back to ebay. A collection of Super Bowl pins, a note and a college connection and once again I got a note back thanking me and that all important first meeting booked.

If you want to create connection and a relationship with your buyers, you want to identify that one thing that will positively shock them and place you in a position of awe. Do the research and find that piece of information that will truly get their attention. I find most executives and important people we want to know are very approachable once you establish that connection that sets you apart from the rest of the herd.

I have since repeated my “Shock and Awe” approach with great results and so have those I’ve advised to do as well. It wasn’t the cost of the items; it was the thoughtfulness of the spot-on gesture that was specific to that individual.

Know your prospects and give them a “Shock and Awe” that will make you positively unforgettable.