The Chain Reaction of Attraction™
Bringing people together who otherwise wouldn't know each other, but who find it valuable to meet, is of huge value with very low labor. I call this The Chain Reaction of Attraction.™ They will, in turn, attract still others to
I Don’t Care If You Agree, We’re Going Forward
The New York Times is fond of headlines and teasers which say something like this: "Schools continue to engage in X curriculum, but not everyone agrees." Or, "We have a record economy, but not everyone agrees." The point is NOT that "everyone agrees." There are
Who Are Your Friends?
Ask your buyer before the project begins, "Who are the key people we need to co-opt to support us early?" These may be hierarchical, or social, or symbolic, but try to "stack the deck" before you encounter inevitable opposition.
Precautionary Advice
A few things a client or prospect should never hear or see: • A web page that says "site under construction." • A voice mailbox that says the mailbox is full and you cannot leave a message. • A voice mailbox response giving
Little Things
My recent trip to Malta and Croatia reemphasized some customer service points. The server would ask if I wanted warm milk with my coffee. Why on earth would you put cold milk in hot coffee? The servers brought the credit card machine
Ensuring They Get Back to You
I'm asked regularly how to deal with prospects who don't return phone calls and email, especially when they have a proposal in front of them. If someone is more than two days late, there's something wrong. You don't wait weeks
Give Me an Example of That
If you're writing articles without real-world, contemporary examples to which the reader can relate, you're merely writing conceptual pieces which aren't going to persuade prospects. Think of all those awful college professors who merely read their notes and pontificated. You
How Can We Help Each Other?
When you walk in through the office door and you don't consider yourself a peer of the buyer sitting in that office, you're not going to walk out through that door with the business you deserve. You're not in this
Observing the Law
The lawyers have a saying about the courtroom: Never ask a witness a question for which you don't already know the answer. When you walk into a prospective buyer's office, there are only six things that are usually said first (e.g.,
Going for A Drive
There are close to 50 production cars (not multi-million dollar limited run cars) on sale in the US today that cost a minimum of $100,000, from a low of some SUVs to the high of a Rolls Royce. You can
