By Jerry More Nyazungu The Chartered Vendor
In 2015, I was knee-deep in the grind registering companies, printing forms, and dodging power cuts like a seasoned hustler. My office wasn’t exactly Silicon Valley, but it worked. Clients came and went.
Then one afternoon, a man walked in.
Oil-stained work suit. Dusty takkies. Smelled like diesel and dreams.
Before he even sat down, my mental calculator told me: “This guy can’t afford a bus ticket, let alone a company registration.”
So I snapped into “chase-him-away” mode: “It’s $200. Cash. No payment plan. No Ecocash.”
He didn’t flinch. No “crying,” no negotiation.
Just calmly reached into his old, dirty satchel…
…and pulled out two crisp US$100 notes. Clean. Fresh. Still warm from the Reserve Bank, I swear.
I was shook.
That Bag Had More Cash Than My Business Account
My attitude shifted instantly.
I asked, “So… what do you do, boss?”
He told me, “I own 10 buses already. I’m formalising the business. Want to apply for government tenders.”
Just like that, my jaw dropped and my ego took unpaid leave.
The Lesson? Stop Selling With Your Eyes.
I nearly lost a premium client because I judged his shoes instead of his story.
Since that day, I’ve followed a personal rule I call POGO:
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Person – Who are they really? Titles lie. Stories don’t.
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Organisation – What business or industry are they part of?
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Goals – What are they trying to achieve? What’s the dream?
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Obstacles – What’s holding them back? How can I help?
Had I applied POGO, I’d have realised he wasn’t just another walk-in he was a walking opportunity.
Some People Dress Down on Purpose
You know that rich uncle who still wears Safari suits from 1998? That’s strategy.
Some clients dress like they’re broke to test how you treat them. Others are just humble and busy fixing cars instead of flexing watches. Either way their appearance doesn’t determine their bank balance.
Real money doesn’t shout. Sometimes, it smells like oil, sweat, and 30 years of discipline.
True Story:
One of my biggest clients today was once mistaken for a kombi tout by my receptionist. But today, his company supplies half of Harare with industrial chemicals.
Don’t let overalls trick you. Don’t let an accent deceive you. Don’t let appearances cost you money.
Because the man you judge today could be the one to change your business tomorrow.
We are in the value economy, not the Versace economy.
Ask questions. Understand their pain. Qualify with respect not with your nose.
Have you ever judged a client by their appearance… and regretted it later? Or has someone misjudged you?
Let’s talk in the comments.
#SalesWisdom #POGOFormula #RespectEveryClient #HustleSmart #AfricanEntrepreneurs #TheCharteredVendor #JerryMoreNyazungu #BusinessLessons #MindsetShift #LinkedInAfrica #MillionaireInOveralls #Don’tJudgeTheJacket
