We don’t have the customers we do by accident. What do all of these current managed DNS customers like Zappos, Revision3, SimpleGeo, Pandora, Netflix, Uservoice, Mashable, Rubicon Project and Hubspot have in common? They were self-generated leads that turned into qualified sales opportunities that turned into loyal clients.
We put a bulls-eye on their backs, made them a target and went hard after them to first earn their trust, then their respect and ultimately their business. We didn’t sign these customers by pure luck or some stroke of good luck. They didn’t fall into our laps. We opened a door through whatever means was necessary and followed through on the promises we made.
So what do people that work for the brands above like Kris Ongbongan, Rob Demilo, Joe Stump, Steve Ginsberg, Dave Temkin, Scott Rutherford, Frederick Townes, Martin Suehowicz and Jim O’Neil have in common? They are customers, but they also seem to honestly like us. We’ve built real human relationships and become friends. We’ve made them look smart by honoring the faith they put in us by making us their managed DNS provider of choice.
People like to do business with people they actually like. We’re all just real people striving for personal growth, to support our families and make a small difference in the world. Much of what we do is rooted in that simple concept. If a prospect chooses to go another direction, work with a competitor or make no move, we hope that it’s a tough decision to let us down and send the bad news our way.
The hope is that they’ll still refer us to friends or someday join the client roster. If they don’t feel a little guilty about not going with Dyn, we haven’t done our job. If we don’t work together at that point, we surely will try again to make it happen at an other point. I can promise you that we’ll follow through and honor that as well.
Like I said, we don’t have the customers we have by accident.
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Kyle York is the Chief Revenue Officer for Dyn, the IaaS (Internet Infrastructure-as-a-Service) leader in Managed DNS and Email Delivery services. Follow on Twitter: kyork20 and DynInc.