Positioning Value

Burnt Sugar (Issue 1014)

In which we are reminded to develop at least one clear differentiator that attracts potential clients to us. Read more »

Again, Please… Slower (Issue 983)

In which we are reminded to speak slower, breathe, and pause so clients can follow us. Read more »

Lists (Issue 979)

In which we are reminded that clients are most delighted when we think ahead and bring them useful  ideas.   Read more »

Perfect Is The Enemy of the Good (Issue 973)

In which we are reminded to fit for purpose rather than perfect. Read more »

Joy Sells (Issue 971)

In which we are reminded that purpose, intention, energy, and joy make a difference. Read more »

Concordance (Issue 970)

In which we are encouraged to look at the facts behind our clients’ first thoughts  about their problems before jumping to recommendations. Read more »

Heirloom Tomatoes (Issue 962)

In which we are reminded about the importance and power of education in differentiation and client engagement. Read more »

Tell Me How You Do It (Give Me Comfort I’ll Get The Promised Result) Issue 958

In which we are reminded that, for high stakes purchases, revealing our methods may be more important than emphasizing our product or service benefits. Read more »

Mrs. Erhardt’s Admonition (Issue 956)

In which we are reminded to help our clients memorize and repeat our offer. Read more »

Veggie Burgers (Issue 954)

In which we are reminded to reduce glaring weaknesses that detract from our expertise. Read more »

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