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 »
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 »
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 »
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 »
The phone rang. I was in the middle of a conversation. I hesitated. I picked it up. “Hello,” I said. “Nick Miller.” Read more »
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 »
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 »
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 »
If the right fish ain’t bitin’ the bait you’re flickin’, change the bait ‘till the right biters bite. Read more »
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 »
We Are Seriously Social.