Memories (Issue 1164)
In which we are encouraged to practice and memorize essential elements of our conversations. Read more »
Prospecting
Save Room for Dessert
In which we are reminded, again, to conserve capacity for the plum accounts that have the biggest impact on our production. (NOTE: This is the annual Thanksgiving Issue, one of the author’s favorites, largely unchanged from its first publication in 2002. While Gramma long ago passed on to the great Thanksgiving feast in the sky, … Read more »
Mashed Bananas (Issue 1144)
In which we are urged to choose and cultivate a distinctive brand trigger that connects clients to us. Read more »
Boom Box (Issue 1139)
In which are reminded that, first, we have to attract prospects’ attention. Read more »
Transmitters (Issue 1135)
In which we are reminded to increase our reach through “transmitters” in our networks. Read more »
Just Do Something (Issue 1133)
In which we are reminded that doing “one” of something important is better than doing “none”. Read more »
Make It Personal (Issue 1125)
In which we are reminded that introductions and referrals involve personal, not paper, connections. Read more »
Snout Bumps (Issue 1095)
In which we are reminded that many prospects prefer to be introduced to potential new vendors by trusted third parties. Read more »
Tasty Diversions (Issue 1094)
In which we are cautioned to look closely before we invest serious time in juicy-looking prospects. Read more »
When Ants Go Marching… (Issue 1089)
In which we are reminded that, if prospects don’t bite on the first bait we offer to get their attention, we could switch bait rather than dishing up more of the same. Read more »
We Are Seriously Social.