Positioning Value

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 »

(Maintaining A) Wide View (Issue 762)

In which we are reminded that, if we want our clients to embrace us as advisors, it helps to maintain a wide view of what’s happening the in the business world. Read more »

Layers of Flavor (Issue 760)

In which we are challenged to communicate the experiential aspects of our products to distinguish them and stimulate client hunger for them. Read more »

Burnt Sugar (Issue 759)

In which we are encouraged to develop a clear distinction, no matter how small, to differentiate ourselves from others and attract referrals. Read more »

Not Thirsty (Issue 752)

In which we are reminded that, even if we provide water, horses won’t drink if they’re not already thirsty or if we can’t convince them that drinking now would be a really good idea. Read more »

Don’t Give A Hoot (Issue 749)

In which we are reminded that dollarizing our value, is an INCREASINGLY essential sales discipline. “Nobody gives a hoot about your products, Nick.” He may have substituted another word or two there, and his intent was clear. I was talking to another business owner about how our respective businesses are faring. “They don’t…really. They’re fine … Read more »

A Cholesterol Problem (Issue 743)

In which we are reminded to develop our brands and our reputations around something memorable or the one thing we do best. Read more »

Catch Phrases (Issue 740)

In which we are reminded to interpret the data we present to clients and prospects in a headline or memorable catch-phrase so that they can remember our selling points. A sunny early evening, out for a walk to wind down after a desk day. I hadn’t been out long when my mobile phone rang. Forgot … Read more »

It’s About What You’d Expect (Issue 727)

In which we are reminded that bold is better. Read more »