Million Dollar Consulting® Mindset
From Alan Weiss
Volume 2 Number 4
A monthly newsletter with the objective of quickly and pragmatically helping consultants to improve their craft, results, and lives.
Dogs and other predators have natural hunting instincts. That's why they tend to chase any smaller object which might run by them (and why you often hear the advice "Don't move!" when confronted by a bear or other dangerous animal. A large dog might inadvertently hurt a visiting smaller dog simply because it triggers this reaction, not because of territory or food or fear.
But it wouldn't be a bad idea if we adopted predatory drift for our own "hunting" purposes. We too often don't want to "impose," or feel awkward asking for business, or are overcome with an overly sensitive and dysfunctional humility.
The next time you see what just may be a buyer "run by" don't stop to think about it, engage in predatory drift. Chase the individual, but don't bite a leg when you catch up. Simply say, "I've been eager to meet you, glad to have the chance, I'd like to book some time with you to discuss some exciting work I'm doing in businesses just like yours!"
Just like the predators, think of it as feeding your family.
Not long ago I was having lunch with a client in an upscale restaurant when I spotted one of our United States Senators entering with the local newspaper publisher. I realized that I had advised another client to try to reach out to him with an important challenge he was facing. I immediately went into predatory drift.
"Hello, Senator," I said, figuring he'd respond as any politician would, assuming he knows me (we had met a couple of times at fund raisers).
He greeted us warmly and was seated at the adjoining table. When he arose to greet some others who had just arrived, I stopped him on the way back to his table. "May I have 30 seconds?" I asked. He graciously stopped, listened to the situation, and told me to have my client call his office and tell his staff that it was an expected call.
>You never know what will happen, except when you don't try, in which case you know that nothing can happen.
Frequently Asked Question
Q. What can you do when you just have a minute with someone and they say, "Call my office next week"? It seems like a blow-off.
A. Assume they are honest and mean it. Ask for their private line or cell phone, and the best time and day. When you call, if you get an assistant, say you're "calling as promised" and had put the time aside. If they are not available, ask the assistant when you can be scheduled upon their return.
video series on RESOLVE
Watch all five RESOLVE videos at your leisure:
SEALING THE DEAL
May 8, 2012
Baglioni Hotel, London
In an extensive day of recorded role-plays and case studies, learn how to establish objectives, metrics, and value that will gain conceptual agreement with a buyer and lead directly to large proposals with almost guaranteed acceptance. We will provide everyone with videos of their simulations, and everyone is encouraged to record their own and others. I'm buying dinner for the first ten registrants in each city. This will sell out quickly. Sold out in Miami.
THE ALMOST FREE WORKSHOP
June 7, 2012
Marriott Hotel, Los Angeles International Airport
We drew 250 people to the Boston session of this presentation. Join Alan at a ridiculous price for six hours on buyers, fees, objections, language, options, leverage, marketing plans, and much more. He's even buying lunch! Hear directly from his Master Mentors who will be helping small groups.
THOUGHT LEADERSHIP WORKSHOP 2012
October 22-24, 2012
The Breakers, Palm Beach, FL
The third annual conference, limited to 20 people, which has featured Marshall Goldsmith and David Maister the past two years. Learn how to rise to thought leadership in your field with practical techniques and ongoing support. The graduate session is already sold out a year in advance! Fifteen spots remain. There is no other opportunity like this in the world. The finest venue, great interaction, top people. All lodging and meals are included.
Read about the 2011 session here.
Sign up for 2012 here.
© Alan Weiss 2012. All rights reserved.
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