spite & pity orders

Some of you may not like this. Some of you might find it funny. Some of you will recognize the behavior as being like an order (or two, or a few) you’ve received over the years.

Spite Order
I had an opportunity from a prospect who I knew was happy with their regular supplier, so I asked why and he responded:
> it might be beneficial to buy some stuff that we would typically buy direct from XYZ

Which sounded a little odd so I asked WHY again and then it got interesting:
1. account team that takes things for granted & gets lazy
2. budget crunch this year

So I told him I’d take a spite order or two… he said “I hate to call them that, but….”

Pity Order
I lost a significant deal, it was a political decision (and if I’m honest with myself, the right one for the prospect at the time).

With projects that are significant to the customer, I follow up even when I lose to make sure things are moving along the way they need them to.

They weren’t… exactly.

There were a few little things that had been forgotten, scraps really in the scope of the project.

Because I’d followed up, because I’d done a good job on the proposal, because I’d lost gracefully – I received an order for the forgotten items.

A pity order really.

Why does this matter? Funny thing about spite & pity orders – they give you the opportunity to start a little fire, show your stuff, do your thing.

If the customer likes how they are treated and what they receive on the little, seemingly insignificant orders, chances are good you’ll see larger opportunities come your way in the future!

Then that little fire can become your bonfire account.