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 »
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 »
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 »
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 »
In which we learn to open communications with prospects using something THEY are interested in. So, my first child is at college now. First year. Good news and bad news. I haven’t heard from him much. He doesn’t return my phone calls. Doesn’t reply to my text messages. Doesn’t write back when I email him. … Read more »
In which we are reminded to mind our prospects and clients why they wanted to talk to us in the first place. Remember the line, "When you’re up to your a** in alligators, it’s easy to forget the objective was to drain the swamp"? Early one morning last week, I began reading a proposal we … Read more »
The walking time measured in dog years from Gate H17 to G14 at O’Hare Airport last Tuesday was relatively short. Maybe two hours. Feeling hungry, traversing my tenth airport in four weeks, carrying 45 pounds of stuff, the time and distance seemed longer. I dawdled and peered at each concourse snack stand, seeking inspiration, reasons … Read more »
On Saturday night, I watched the movie, “This is Spinal Tap,” a 25-year old “mockumentary” about a fictional, dreadful heavy metal band named, as you might guess, Spinal Tap. Read more »
It was a brilliant, blue-sky-with-yellow-leaves September Saturday afternoon. With other parents, I was standing on a soccer field sideline, watching the town’s high school soccer team scrimmage another team. The talk was loose and easy – how was your summer, do you think the Red Sox will beat the Yankees, what classes is your son … Read more »
About six weeks ago, we wrote: Whether you’re selling office equipment, mulch, or payment solutions, you are selling your expertise, not your products. Read more »
