id33b1: Up Market

luni, 27 februarie 2012

Up Market

Up Market

Not what you wanted to hear?

Posted: 27 Feb 2012 08:30 AM PST

What do you do when you’re sitting down with a client and they expect you to give them one answer and you advise them to do the exact opposite?

What do you do when people pay for a class you’re teaching and your answers don’t meet their expectations?

At its very essence the question is what do you do when people pay for your time to help them solve a specific problem and the advice you give them does not appear adequate?

It doesn’t solve their problem quickly enough, isn’t easy enough to apply or is too vague…

The initial reaction is to change because that’s what the ‘market’ wants.

But I don’t think that’s the answer.

I happen to not believe in revolutionary advice, the “this one secret will change your business forever”-type pitches, mostly because I believe in the magic of everyday.

I think most things in life, making your morning coffee included, have the power to change your life if you are open to such lessons.

But the truth is that many of us have already decided what we want to hear from the beginning. We simply want someone to justify our decision because there is some sort of comfort in knowing others are making the same mistakes or having the same successes as you.

So I’m not sure what to tell people as of yet when they come to my classes wanting to hear a magic formula for insane sales success mainly, again, because I believe in simplicity.

The truth is that anyone can do what I do if they make enough calls and are as honest as they can be…

I can sell you bells and whistles but I won’t because I don’t think bells and whistles alone makes a great sales person. And selling you on something or telling you what you want to hear doesn’t really solve your problem (I don’t think).

The bottom line is that you shouldn’t change your advice to meet the hungry needs of a person who already knows what they want to hear just to appease them.

Because then what do you stand for?

There is in fact a difference in knowing what you need to hear, what you want to hear and a moral obligation in delivering the truth…

Photo Credit: Wikipedia Creative Commons

How to Write a Business Proposal

Posted: 27 Feb 2012 05:30 AM PST

Landing great business starts before you even put your pen to paper. Then, once you do, follow these tips.

A Toolkit for Productive Messaging

Posted: 26 Feb 2012 05:00 PM PST

I would like to share a simple set of guidelines that helped me get confident in my messaging, especially when dealing with customers.

1. Send precise messages related to the project (avoid noise).

2. State if there are any next steps required by the recipient.

3. Refrain from sending FYI mails if there are no relevant actions involved.

4. Every message is a probe. Prepare it well, launch it and take time to listen to it.

5. Every message doesn't need an answer.

6. Some questions can be answered before the question arises, which means being proactive in a way that supports the work of the recipient. Don't confuse.

7. Don't report, muse. Don't hesitate to ask questions.

8. Just make the project happen.

Here's an imaginary case of before and after using these guidelines:

A: "Hi Bob, are you available next week? It's because there's the [name of important client] case that's still unresolved (though, I'm currently resolving it). It looks like things are going good (cross your fingers) but I need to double check with them still (I'll do that now) and I need to know which slots are free in everyone's calendar. Let's see how it goes :D ."

B: "Hi Bob, I have double checked the meeting with [name of important client]. Things are going smoothly. I'm currently in communication with them and they seem happy. best, pk"

Photo Credit: Micky.!

How to Get Rich… Slowly

Posted: 26 Feb 2012 01:30 PM PST

The one thing that really will make you richer is spending less.
Publicat de la 09:24

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