Positioning Value

Something to be Said for Experience (Issue 931)

Product Pushing? (Issue 930)

In which we are reminded that pushing product or restricting client choices aren’t, by definition, bad practices. Read more »

How Would I Know? (Issue 922)

In which we are reminded it’s useful to know how our clients usually handle situations AND their buying criteria before making a recommendation. Read more »

Ceraldi (Backstories) Issue 918

In which we are reminded that, to a great extent, it’s our backstories that make us special. Read more »

Eggplant Parm (Issue 913)

In which we are reminded to develop one point, at least, that makes us easily memorable. Read more »

Bear Defense (Issue 912)

In which we are reminded to help our clients anticipate and prepare for yet-unseen future challenges. Read more »

The “Short” Personal Story (Issue 911)

In which we are reminded to craft short versions of our personal stories that prompt conversation. Read more »

Compère Lapin (Issue 908)

In which we are reminded that personalized  attention to  small details can make us memorable. Read more »

Cheering Section (Issue 904)

In which we are reminded that our  post-purchase encouragement to our clients can make a big difference in their implementation experience and their commitment to future purchases. Read more »

Engaging New Friends (Issue 896)

In which we are reminded that people “out there” are reading what we write on line…. Really! Read more »

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