Alan Weiss’s Monday Morning Memo® – 02/12/2024

Saint Valentine lived in the Third Century and has been associated with courtly love. (He is also the patron saint of beekeepers and epilepsy, and is said to have cured people of the latter.) He was martyred by the Romans around 270. There is a story that he was killed on February 14, but had fallen in love with his jailer’s daughter, and left her a love note “from your Valentine.”

When I was in grammar school we would give Valentine’s cards to all our classmates and to the teacher. (I regret not having bought Hallmark stock in my youth.) We took the time to distribute them in class and read them. One classmate stole the cards I had given to my first girlfriend, Maryann Maher, and shared them with others, which was quite embarrassing. Such distribution wouldn’t be allowed today because someone, somewhere would be offended and threaten to sue.

When Maria and I were dating we gave each other extravagant cards of deep love. And while that sentiment hasn’t changed, we give each other funny cards today. (We also give each other cards from the dogs, which are especially good.)

I’ve always believed that it’s hard to love someone if you don’t love yourself. That’s neither narcissistic nor peculiar. If you don’t feel worthy of your own love, how can you expect someone else to feel that way about you?

Some religions embrace the day, others shun it. But I don’t think it’s about religion beyond the universal admonition, “Do unto others….” Love comes in varying forms and depths, varying intensities. But it’s most effective when it’s actually expressed. Even dogs know how to do that. But many of us seem to suffer from aphasia around the word, as if it’s an overcommitment and dangerous.

So, to all of you who follow my work and whose support I treasure, please accept my love not just on Wednesday, but ongoing. This is my card to you.

Just Created: Using Contemporary Events to Generate Uniqueness and Extreme Value to Buyers  

One day I was forced by my buyer at a St. Louis hospital to attend a board reception before my speech. I simply could not get out of it, so I began to “mingle.” I met a man who owned the largest trucking firm in Missouri and the eighth largest in the nation. I said to him, “How does the bankruptcy of Consolidate Freight affect you?” (I had read that in the Wall Street Journal on the plane.) He spoke for 15 minutes and asked if we could talk again later. He became a client.

Are you aware that supply chains are being “shrunk” in order to be less dependent on foreign sources and intervention? Do you appreciate the fact that use of telehealth has increased by a factor of 38 since the pandemic and is expected to grow almost 25% annually from its current $100 billion in revenues? There are 32 million small businesses in the US, small businesses comprise 99.9% of all global businesses, and 50% of all of them fail in the first five years due to clearly preventable factors.

Two bad service experiences prompt about half of your customers to quit the brand.

This session will run on March 4 at 10:30 US eastern time, on Zoom, and will be recorded for distribution later. My birthday is the prior day, Sunday, March 3, and so your gift to me is $900.  Includes recording  Bring your own coffee. https://alanweiss.com/growth-experiences/using-contemporary-events/

NEW on Tuesday, you can still make it:  Alan’s five keys to guaranteed consulting success for the next two years  It’s not easy being green, but it IS easy pulling down the green if you know where to look

There are huge opportunities created by the turmoil of our times, the No Normal®. I call these the “New Realities.” But how do you know which are best for you? Is your expertise sufficient? Should you develop additional expertise? Are you in the right market? Do you possess the correct resources? We are moving toward a society and business culture where competence will trump credentials and results will rule. Sample key: Key #1: Transitioning is vital to survival. 

Join me on February 13, 10:30 US Eastern  $450 https://alanweiss.com/store/quick-pay/

In the Buyer’s Office

I’ve been asked to elaborate on the extremely popular “In the Buyer’s Office” videos on a regular basis. So I’m going to stop whining about doing it, and do it. I’m offering a 1.5-day, live session in Rhode Island during which everyone will get the chance to sell to the buyer and to be the buyer. You may record this if you like. You’ll learn how to, and apply how to:

• Open the meeting gracefully and move quickly to your objective.
• Handle distractions.
• Overcome objections.
• Reframe and pivot the conversation.
• Create trust, find key issues, create conceptual agreement, and “pour cement.”
• Create a resultant proposal with over an 80% probability of acceptance of options 2 or 3.

For those of you who can’t travel or are afraid of TSA, I’m offering the same experience (as much as possible) virtually over the course of three mornings. All of this will be recorded for distribution. https://alanweiss.com/growth-experiences/in-the-buyers-office/

Million Dollar Consulting® for the World: I’ve provided 14 modules with videos from me, from your colleagues globally, slides, and text. They include everything from launch to self-esteem, proposals to fees, closing business to creating a brand. No upsells! It’s only $115. What do you think about a 10,000:1 ROI? We have over 500 people from 47 countries. https://milliondollarconsultingcourse.com

Million Dollar Consulting® for the World ADVANCED: The new program contains over 60 videos and has 15 modules focusing on what to do in the buyer’s office, overcoming crises, financial planning, and much, much more. https://alanweiss.com/growth-experiences/advanced-global-learning-program/

Sentient Strategy Certification: My new book on the topic (above) has been released, so this is an ideal time to market Sentient Strategy. Write me to apply, join over 70 people certified in six countries. One-time fee of $12,000, includes 90 days of my support, free admission to all future certifications, and admission to a private web board with other Sentient facilitators.  alan@summitconsulting.com In a recent program a participant sold a $100,000 strategy program within 48 hours. Write me at [email protected]