The story resumes in the same office. Another eager and motivated expo salesperson named Toni has witnessed Michelle’s success. As this person was prospecting for Mid-America Remodeling & Design Expo (www.101expos.com/marde), she came across a retail store whose website  stated, “New Web Store Coming Soon.”

Curious, this salesperson called the store and asked, “How long has your Web store been under construction?” She learned that no one had actually worked on it for quite a while. She filed that information in the back of her mind, and ultimately began talking with the store’s owner about the expo. She sent him follow-up information. But each time she called, he’d tell her he had been too busy to look at it.

When, during her 4^th follow-up call, the owner again tried to tell her that he was too busy, she stopped him in his tracks. “Look,” she said. “Let’s put the expo aside. Given today’s business environment, I think your Website is where you need the most help. I suggest you stop in and spend some time with us to get a better feel for what we do, and how we can help you.”

The man grew silent, then conceded that he would be nearby in the next week making deliveries. Toni set up a meeting with her co-workers at Checkerboard Strategic Web Development (www.checkerboard.com) for the following Tuesday.