• No products in the cart.
  • No products in the cart.
Back To Top
Image Alt

Alan Weiss’s Monday Morning Memo® – 2/20/2023

Alan Weiss's Monday Morning Memo

Alan Weiss’s Monday Morning Memo® – 2/20/2023

In professional services marketing I believe there are three overall areas that determine the conversation with the economic buyer. (Economic buyer: That person who can unilaterally approve payment for your value. If you’re not dealing with that person then solely focus on identifying and reaching that person.)

The areas are:

What is it that is to be accomplished? These must be business outcomes, not “HR niceties.” You can “improve team communications” or “align understanding” until the cows come home and still be losing money.

Why are these outcomes important? Do they produce increased revenue, increased profit, less attrition, lower costs, greater market share, more referrals? These results are easily monetized and position your fees as producing an outstanding ROI.

How are the objectives and consequent value to be reached? This involves methodology, from backstage advising to front stage interventions. But it is the least important at the time of sale, yet many professional services providers focus on their methodology, which makes them merely a commodity and, therefore, price-sensitive. As you know, people don’t buy drills unless they need holes.

It’s really as simple as that, it isn’t stochastic, and if you don’t think it’s valuable or effective, well, I’ve made my fortune with it over three decades! Many people who provide services for you, of course—lawyers, accountants, designers, landscapers, bookkeepers, snow plowers, and so on—are charging you by the hour for their labor.

That’s fine, just don’t give them any of my books as a gift.


Sales are contingent upon the attitude of the salesperson—not the attitude of the prospect. —W. Clement Stone (This is the guy who fired me in 1985!)

You don’t need a big close, as many sales reps believe. You risk losing your customer when you save all the good stuff for the end. Keep the customer actively involved throughout your presentation, and watch your results improve. —Harvey Mackay

Stop thinking you’re trying to “take” money from someone and understand you’re actually “giving” value. Then you’ll never worry about interacting with a prospect. —Alan Weiss

NEW! Alan’s Avisory Suite: Nine options for groups or individuals to receive “real time” coaching to build their practices and lives on a continuing basis. I’m offering 10% off all the options for readers of Monday Morning Memo® until Wednesday, February 22 at 5 pm US eastern time. Just include “MMM” in remarks. https://alanweiss.com/advisory-suite/

Alan Weiss’s Coaching Confidential Newsletter™: Sign up to receive my unique, monthly, highly targeted newsletter which contains inventive coaching methodology, case studies, and strange experiences in the coaching trade! I’ve coached thousands of business executives and entrepreneurs globally: https://alanweiss.com/growth-experiences/coaching-confidential/

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

NEW: Million Dollar Consulting® for the World ADVANCED: The new program is available in March, you can order now, and it 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/

NEW: MASTER MASTER CLASS: On March 21-23 (2.5 days) I’m offering a unique session into my own success and techniques, and how I see things that others don’t, enabling rapid agreements and high-fee, low-labor projects. Can you identify patterns and contradictions in others’ behavior? Can you respond “in the moment” with a pithy example or quote? Can you produce social proof immediately for your ideas and approaches? Can you readily identify the most likely influence on a prospect? I can, and I’ll show you how in this intense session that’s going to be one-time only. You can attend this in person or virtually! $5,000, includes most meals (but not virtually!). https://alanweiss.com/growth-experiences/master-master-class/ Sold out in person, remote only is available.

SENTIENT STRATEGY, my new book, will be released in March. It’s a revolutionary approach being facilitated by over 70 people in five countries. Here’s how you can reserve advanced copies of the book and gain bonuses for doing so: https://alanweiss.com/sentient-strategy-book/

NEW: Building Self-Worth: My overwhelming experience is that people over deliver and under charge because they don’t feel they deserve any better. They cede power and fear confrontion and constantly compromise because they don’t feel good about themselves. I invite you to end those beliefs and enjoy a healthier, happier, and more prosperous life in this 90-minute Zoom session which will make you far more effective as a business person and far more delighted with your life. Use your power. https://alanweiss.com/growth-experiences/building-self-worth/

Sentient Strategy Certification: March 6-7, 5 pm US eastern time (9am the next day in many parts of the Pacific, 2 pm US west coast), three hours each day. My new book on the topic (above) releases in later March so this is an ideal time to market Sentient Strategy. Write me to apply, join over 60 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. [email protected]

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

Post a Comment

This site uses Akismet to reduce spam. Learn how your comment data is processed.