Alan Weiss’s Monday Morning Memo® – 05/23/11
May 23, 2011—Issue #88 This week’s focus point: Lady Gaga is one of the smartest marketers I've yet seen. She brands herself as a "show without an intermission"! The arbitrary compartmentalization of our lives drains us of energy
How To Maximize A Referral
We often find ourselves with excellent, spontaneous referrals but seem to treat them as if they're low priority rather than jumping all over them since they're very high potential future sales. Here's how to maximize your chances: 1. Thank the referral
A Gator In My Pool?
Is that a reptile in the bottom of our pool? Nope, just a pool guy in scuba gear fixing the main drain.
I’m Anxious Not To Be Eager
I’ve been observing eagerness. You know, the people who put the tops down on their convertibles when it’s 54 degrees. I’ve driven convertibles since 1992, and I can authoritatively state that it’s uncomfortable at less than, say, 65 degrees with
Collegial vs. Adversarial
I find that the default position for far too many professional services providers is adversarial. That is, someone has to lose for someone else to win. I recall one of the "sales gurus" commenting from the stage, "In every sales
Your Customers Are Cynics
I'm pleased to present a guest column by Steve Shapiro: Your Customers Are Cynics by Stephen Shapiro A large portion of my business is public speaking. And I know many others who make their living the same way. But to be perfectly frank,
Alan Weiss’s Monday Morning Memo® – 05/16/11
May 16, 2011—Issue #87 This week’s focus point: We broke out of the clouds over O'Hare on the way home from Vegas and the United 757 had an odd angle, yawing right. We were already a quarter of
Six Steps to Success
If you’re having difficulties in your consulting business, or want to grow considerably, there are six areas to examine that can immediately focus you IF you’re honest about the responses. Defining yourself: Can you quickly, clearly, and articulately explain how others