In which we think about how to position our value compared with our competitors on and off the Web.
I’ve just returned safely and happily from a business trip. Booked it myself on line. Plane. Car. Hotels. Meals. Click, click, e-ticket, done.
Three years ago, I would have called my travel agent. Not so much any more, for me and millions of others. Continue reading »
In which we’re encouraged to write a detailed sales plan to guide our activities.
We had a BIG snowstorm here a couple of nights ago. By the end of the storm, 14 snowy inches fell in my driveway. Of course, I wasn’t IN my driveway at the time it was falling. I was 25 miles away.
As I drove the last five miles on the country roads that lead to my house, the snow fell so fast that I could barely see to drive. The large, dense, swirling flakes reflected my head lights’ light back into my eyes, reducing visibility to around 10 yards.
In which we’re encouraged to set frequency guidelines for touching clients and prospects.
It’s late. I’m in a hotel room. I’ve spent most of the day traveling in cards, planes, and taxis. I’ve used pay phones, cell phones, and microphones. I’ve eaten fast food, fancy food, and plane food. I’ve had room service, bad service, and bus service. I turn on the TV.
Pictured there, a doctor.
In which we’re reminded: It isn’t so much about ‘what you say.’ It’s about ‘who you’re being.’
In clinics and sales training sessions, I am often asked, “What can we say to our clients so they’ll trust us?” the askers thinking that I might give them verbal pixie dust – quick turns of phrase or “pick up lines” – that would enable them to quickly inspire prospect trust, carve more notches in their sales canes, and move on.
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