Problem First (Issue 466)
Monday, April 26th, 2010In which we emphasize the importance of articulating the value of a solution before introducing the idea of the solution.
Archive for the 'Positioning Value' Category
Globe Corner (Issue 441)
Monday, October 26th, 2009In which we are reminded to continue developing our personal expertise, investing in ourselves.
“I wonder how this book store is different from the Harvard Coop and the other bookstores within two blocks of here?”
Your Signature Brand (Issue 431)
Monday, August 17th, 2009In which we are reminded that we can control and modify our personal brands.
At the end of a dinner, I watched my companions sign their credit card slips.
So What? (Issue 419)
Monday, May 25th, 2009“Thanks for the discussion. I’ll send you a follow up note summarizing our conversation and next steps.” Sounds like a reasonable way to end a call, yes?
“So what?”
Who Cares? (Issue 418)
Monday, May 18th, 2009In which we learn the value of asking questions about value.
“Why are you doing that?” A daughter’s question to her father while watching him struggle with household task.
The Partner’s Question (Issue 417)
Monday, May 11th, 2009In which we see our value through the counsel we provide.
“So, you’ve been working for a bank…. What the h*ll do you know?”
Are You Talking to Me? (Issue 415)
Monday, April 27th, 2009In which we’re reminded to ask about our clients’ listening before we begin speaking.
“Dad, why does an apple turn brown?”
Leadership (Issue 413)
Sunday, April 12th, 2009In which we discuss a difference between “consultants” and “needs satisfiers.”
I was sharing stories with another business owner this week, discussing succession planning. At one point he said, “I hired a guy, thinking he would develop into someone who could eventually lead the firm.”
More Directly to the Point
Monday, March 16th, 2009In which we are urged to get right to the point in written correspondence.
A letter received this week. From an investment company. Playing the “fear” card boldly.
Their Story
Monday, March 9th, 2009In which we learn the value of “putting people in their story” when selling.
She was crisp, smart, blonde, and she left with a check. A V E R Y big check. After she left, my wife looked at me and said, “I wasn’t planning to buy this morning, were you?”