And people used to come to her shop to buy… that was the culture I grew up in, and later, it’s the one we’ve instilled in our team at Closa.
We don’t do pitches… and the 5 or 6 times we’ve had to, we’ve felt a sense of ridicule because our approach was different from what was expected. Our responses were: “Wait to sell or buy for a while for this reason, perhaps this formula will suit you better, we don’t bother our partners and acquaintances if the contract isn’t signed because we seek efficiency,” etc.
However, all our clients repeat and refer us. Only 10% of our advice comes from other sources (casual encounters, written articles, website, etc).
In the case of a serious surgical operation, how does a person who can afford it choose their surgeon?
First, they turn to preferably trustworthy references from others with the same problem to solve, and then, with the confidence that is generated throughout the process.
Let a positive relationship arise… let there be chemistry: understanding each other’s concerns, fostering a spirit of cooperation, knowing how to resolve the different points of view that arise, and knowing how to contradict in a positive way at the right moment.
Let them appear truly expert… because others already trust them, they score goals and anticipate, as well as solve the problems that arise.
And above all, let them be consistent: lead by example and fulfill commitments.
My mother also had the “rebotica,” where doctors, priests, businessmen, lawyers, architects, politicians, etc., used to come for coffee and debate on various health and science topics… at Closa, friends and acquaintances often call us to ask for our opinion on certain matters, if we know a particular person or company, and what they are like… and it’s a very pleasant feeling of complicity.
Closa is one of the leading Mergers and Acquisitions advisors in the Spanish market. Since 1987, Closa has successfully concluded over 750 operations thanks to its extensive sector experience and deep international network that provides access to any place in the world through local representation in more than 50 countries.
Josep M Romances, Chairman and Founder of Closa Capital
