So What? (Issue 419)
“Thanks for the discussion. I’ll send you a follow up note summarizing our conversation and next steps.” Sounds like a reasonable way to end a call, yes? “So what?” Read more »
Positioning Value
Who Cares? (Issue 418)
In which we learn the value of asking questions about value. “Why are you doing that?” A daughter’s question to her father while watching him struggle with household task. Read more »
The Partner’s Question (Issue 417)
In which we see our value through the counsel we provide. “So, you’ve been working for a bank…. What the h*ll do you know?” Read more »
Are You Talking to Me? (Issue 415)
In which we’re reminded to ask about our clients’ listening before we begin speaking. “Dad, why does an apple turn brown?” Read more »
Leadership (Issue 413)
In which we discuss a difference between “consultants” and “needs satisfiers.” I was sharing stories with another business owner this week, discussing succession planning. At one point he said, “I hired a guy, thinking he would develop into someone who could eventually lead the firm.” Read more »
More Directly to the Point
In which we are urged to get right to the point in written correspondence. A letter received this week. From an investment company. Playing the “fear” card boldly. Read more »
Their Story
In which we learn the value of “putting people in their story” when selling. She was crisp, smart, blonde, and she left with a check. A V E R Y big check. After she left, my wife looked at me and said, “I wasn’t planning to buy this morning, were you?” Read more »
Three Minutes
In which we’re reminded to give a BRIEF introduction to ourselves and our companies when starting a conversation. You would never do this. It was probably my fault. Maybe I just set him up the wrong way. Read more »
It’s All About Them
In which we are reminded, when prospecting, on whom to focus. My daughter the high school junior receives ten to twelve letters a week from colleges seeking her attention and our money. The colleges are the sellers. My daughter is their prospect. Read more »
121508 What Do You Do?
In which we are reminded: Focus on results or impact when we introduce ourselves to prospects. A long time ago, in a part of my life I can barely remember, I attended a party in Los Angeles. After a bit, I collided with a woman of about my own age and stature. “Hi,” I explained. … Read more »
We Are Seriously Social.