Positioning Value

To The Highest Standards (Issue 797)

In which we consider that companies generate more client loyalty and more sales if they’ve developed and managed their sales teams to specific client experience standards. Read more »

Consistent Client Experiences Boost Brand and Sales (Issue 796)

In which we are encouraged to develop thoughtful day-to-day consistency in the experiences we create for clients. Read more »

Trusted Advisor (Issue 795)

In which we are reminded that advising, earning trust, and  generating value beyond our products involves looking beyond the needs our products address. Read more »

Signature Dishes (Issue 790)

In which we are encouraged to develop a clear distinction, no matter how small, to differentiate ourselves from others and attract referrals. “When you go there, you MUST at least TRY the Burnt Sugar ice cream.” We were referring another friend to Christina’s Ice Cream in Inman Square, Cambridge, MA. Christina’s makes and sells the … Read more »

Remember When We… (Issue 788)

In which we are encouraged to remind our clients, from time to time, all that we’ve done for them. Read more »

Niche or Get Smoked (Issue 780)

In which we are reminded: Find a niche and specialize… or get smoked. Read more »

Hot Rods (Issue 779)

In which we are reminded that buyers have so many choices that, no matter how much work we invest in differentiating the details of our products, they remember only one or two IF they distinctly stand out. Read more »

The Best Parts First (Issue 777)

In which we are reminded to tell the best parts of our story (i.e. our results, our value) first in three (or fewer) simple sentences. Read more »

Stories Our Clients Tell About Us (Issue 776)

In which we are reminded to ask our clients and prospects to comment on their positive experiences of us on LinkedIn. Read more »

Varietal Focus (Issue 771)

In which we are reminded that tight focus and strong expertise brings customers to us. On the road, looking for wine to take to a friend. Two wine stores within 100 yards of each other. I picked the closest one. After introducing myself to the store’s owner, Jeanne Robert, I asked him, “What’s the difference … Read more »