Prospecting

090108 How Quickly We Forget

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 »

082508 Main Gates

In which we consider approach prospects from side entrances rather than the main gates. My daughter and twenty three of her well behaved teenaged friends accompanied by two normal-looking middle-aged, female adult chaperones approached the main entrance of a well known, high end department store. Read more »

081808 Now It’s Garbage

In which we urge quality over volume in prospecting approaches. In the 1968 movie, "The Odd Couple," Walter Mathau plays Oscar, a slovenly sportswriter, and Jack Lemmon plays Felix, his neurotic, obsessive compulsive friend who moves in with Oscar after Felix’s divorce. The two don’t fit well together, Read more »

Attraction

I’m standing in the low ceilinged, dimly lit, stuffy-aired classroom of a driving school — a company owned by brave souls who make a living teaching 16year olds to drive dangerous objects. My daughter is taking her road test with a State Police officer, her last step before qualifying for her license. I’m waiting, idly … Read more »

Ten Seconds

The phone rang. I was in the middle of a conversation. I hesitated. I picked it up. “Hello,” I said. “Nick Miller.” Read more »

Pulling The Trigger

I first met the woman who is now my wife on the red leather back seat of a white Cadillac Eldorado at Logan Airport in Boston. Blind date. Read more »

One – Two Punch

Many business owners and senior executives have short attention spans. When we receive unsolicited telephone calls from sales people, we listen for about 7 – 10 seconds, decide whether we want to keep listening, and move on. We will listen if we think there’s a message that will help us. Read more »

We Haven’t Been Introduced

Summer is coming here in New England and, with it, memories of early adolescent ocean-side cold calling and prospecting efforts. I can still recall clearly a particular drop-by cold call I made on a vivaciously attractive young lady, sitting on her beach towel on the …um… beach. Read more »

Headlines

If the right fish ain’t  bitin’ the  bait you’re flickin’, change the bait ‘till the right biters bite. Read more »

Just Whistle

I walked with a friend as she walked her dogs a few nights ago. Her “hounds” are big, affectionate, and full of energy.   She had them off-leash, so they explored and  investigated at a half-urgent leisurely trot at a distance of 20 – 40 yards or so. At one point, my friend whistled a pattern … Read more »