Two good things happen in a formal presentation. The salesman learns what is wanted, and the prospect learns what is available. Especially with services, we can provide more of what the prospect wants, if only we knew what they wanted. The trick is to not get too attached to our model of what we areRead… Read more »
Good stories are a basic unit of communication. Gets to the point in a minute or less. Good stories go beyond words to form a lasting mental picture in the listeners’ mind. In Talk Your Business – How to make more and better sales right away! everyone gets to develop a story that interests them,Read… Read more »
Had another request to “ghostblog” for a CEO. It usually goes like, “Well you started us on social media, you know what we do, why don’t you write it for me?” I’m starting to think that if someone has the ability to do the CEO blog, maybe they have the ability to be the CEO.Read… Read more »
“Ten years ago, there was no Google, fifteen years ago, there was no search,” begins John Heileman’s 45 minute 3 YouTube videos about the history of search. (Discovery Science) How we got to where we are, the foundation of social media. I found this through Watch This Documentary: The History of Internet Search and GoogleRead… Read more »
We are providing a new offering, a ten minute “Rainmaker” idea before the monthly Capital Technology Management Hub meetings in Tysons Corner. This Tuesday, November 9th is the next free CTMH meeting. For details and to sign up go to http://profits.eventbrite.com. Here is the handout for Rainmaker #1. Joining a conversation, whether a formal introductionRead… Read more »
Guy Kawasaki has a post reviewing Gerry McGovern’s The Stranger’s Long Neck: How to Deliver What Your Customers Really Want Online. Three useful ideas from Guy’s post: There is always a key task users come to the site to do. That is especially good for me this week, as last weekend I realized most visitorsRead… Read more »
Dov Gorman, of the Capital Technology Management Hub, has asked for an ongoing series of ten minute “Rainmaker” presentations before the monthly CTMH meetings. We enjoy the CTMH meetings, as presenters and participants, and this is part of their continuing effort to increase the value of their meetings. CTMH was started by graduates of theRead… Read more »
We are developing a new sales process. My client has a desire to attract a potent source of referrals. The more we talked, the more I realized that aiming for referrals would probably make the campaign maybe one tenth as effective, friction while going from Point A to Point B to Point C. We hadn’tRead… Read more »
Recommendations are increasingly important with written social media. LinkedIn is my primary driver, but those recommendations are so good they deserve a wider audience beyond my LinkedIn connections. I think my recommendations are better than any brochure or resume I could write. Customers describe us differently, and their perspective may be more valuable to prospects.Read… Read more »
I go to meetings because that’s often where people go to learn something new. When I connect, I want to make an impression. Neither one of us has time for an extended discussion as the value is in meeting the people in the room, and following the discussion. Rather than trying to make sales, IRead… Read more »