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 »
Positioning Value
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 »
It Should Be All About Them
In which we are reminded to focus on business issues rather than “products at a price” if we want to develop value-based relationships with our clients and prospects. Unexpected voice mail from an employee we know at one of the banks we use: “Hi, Nick, this is Susan Smith, I just wanted to … Read more »
111708 Going In With A Script
In which we learn to be brilliant and be brief when we’re pitching an idea. What could we learn from the challenges of pitching movie script ideas to production companies? Read more »
100608 Forget About The Specials
In which we are reminded to fit special promotional offers to our clients, not the reverse. It came as a little bit of a shock. I was wrapping up a telephone conversation with Edith, a customer service representative at a clothing company from whom I buy winter outdoor clothing on line. My dad and I … Read more »
We Are Seriously Social.