Creating A Difference Without Knowing it

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Creating A Difference Without Knowing it

Amy and I moved to the job in the rubber extrusion factory in one trip with a rented trailer. We were young, had one child and not a lot of belongings or furniture. We both hated the one room "apartment" with a passion and resolved to get out of it as soon as possible. It was a twelve-mile drive: I left early enough to arrive promptly at the beginning of the day shift, on Monday morning.

I first went to the small building that housed the General Manager, his secretary, the receptionist/switchboard operator, the Comptroller and resident salesman. The general manager had not arrived, so I introduced myself to everyone. The GM's secretary, Miss Black, took me to my office space in the next building, introduced me to the accountant, his staff, the purchasing agent and the one person personnel department. Then I was on my own. After chatting for a short time with each person I headed for the factory.

It looked the same as it had on the day I met the General Manager. I had been silent then, but now it was noisy and seemed dirtier because the carbon black and pulverized clay being added to the rubber, in the mixing room, floated everywhere. I found and introduced myself to each supervisor and listened as they described the processes they were in charge of. Everyone was helpful, but wary of the new man with "the responsibility of setting piece rates and improving methods so everything will be more efficient." That phrase was on a small notice, posted on the one bulletin board in the plant.

The GM found me on the factory floor.

"Have you met everyone?"

"Yes, all have been helpful in explaining what is happening."

"I will be available to talk whenever you wish. Miss Black knows everything and indicates she is impressed by you."

"Thanks, I will be doing a lot of watching, listening and asking questions, for a while."

"Good luck."

I did not see him again that day. I walked the plant at different times that day, set up my desk, got acquainted with everyone that shared the room, and after watching the shift change in the factory, drove to be with Amy and Bill.

"How did it go?"

"Really quite well, nothing important happened, I met a lot of people and tried to memorize their names. I think I may have slowed production cause everybody kept looking at me where ever I went."

"How many people were dressed like you in white shirt and tie?"

"Come to think about it, no one, not even the GM. He was in the same kind of washed out, short sleeve, sport shirt as when we met him. The folks in the plant are dressed for work in a hot, dirty, sweaty place. So were the supervisors."

"You don't look much better now, Hon; tomorrow, take a extra white shirt with you and change at noon, so you look good all day. Your shirt has a distinct dirty gray look now, from all the carbon black and stuff. I'll wash and iron in the morning."

"Miss Black, the GM's secretary was dressed professionally. I could see from the way she carries herself that she always dresses professionally. My dress must be the reason she told the GM she was impressed with me."

I did not dress differently that day to make an impression; I was comfortable in a long sleeve, white shirt and bow tie. I now realize that how I dress communicates a great deal about me, I was not aware of this, at that time. I did not know I had created a powerful perception of a difference.

Wes Zimmerman

PS: My Book is now listed in the Open Directory Project under:

http://www.dmoz.org/Shopping/Publications/Books/Business/Salesmanship/

The Perception of a Difference - Guide to improving buying, marketing, selling, and customer care.