People often ask if I ever worry about running out of story ideas for this blog. At first I was definitely concerned. However, the longer we do this, the more I seem to see so many things happen in daily life – both the good and the not-so-good – from which lessons can be learned.…
Last post, we explored the timeless issue of Price vs. Value. In other words, do we reduce our price, or sell on the value we provide? And, by and large, and all (or most) things being equal, I recommend focusing on value. When a prospect objects to the price of your product or service, it…
Should I cut prices? Perhaps offer discount coupons? Charge less but give less value? Stick to my guns and stay at the same price point, focusing more on communicating the value I offer? Or, charge even more and find ways to increase an already-exceptional buying experience? Indeed, an ongoing theme in this blog and in…
When in a discussion that turns less than cordial, and voices are getting louder with each exchange, it’s tempting and natural to think that “If I can just yell a little louder than he or she yells, I’ll be heard and my point will be made (and accepted”). Not! First, the other person probably won’t…
My friend, Jim Armstrong, of Jim Armstrong Marketing Systems, works mainly with retail floor dealers on building a profitable and systemized business. He shared with me a great story while interviewing me for his monthly member audio. Dan Ginnaty, of Flooring America, based in Great Falls, Montana, read the story in John David Mann’s and…
Joe Mann, Managing Broker of Windermere Valley, Inc., a real estate brokerage firm in Spokane, Washington, wrote with the following question: Bob, I am hosting “brown bag” lunches in my real estate office in which I guide the discussion about principles from your and John David Mann’s book, The Go-Giver. We spend a lot of…
A recent post related the story of a well-intentioned mandate from a state government to all nursing homes that, naturally, had the unintended consequences of hurting the very people it was intended to help. While not the main lesson, it was perhaps a subtext. Of course, from a libertarian perspective, I’ll also suggest that it…
I often receive a question with regards to Networking; especially within the context of either formal or informal business/social events. And, it’s a very reasonable question. It usually goes something like, “should you focus on meeting a whole lot of people or just a few people with whom you can make a deeper connection?” This…
Began reading a book by my friend from “Across The Pond” Chrissie Lightfoot; a United Kingdom lawyer (non-practicing) and entrepreneur (very practicing) :-). Provocatively entitled, The Naked Lawyer, it shows attorneys and other professional services providers how to more effectively market, brand and sell themselves. I know that, whenever I address lawyers, my biggest challenge…
In the past, we’ve discussed phrases that make it easier for people to be more receptive to our suggestions. Leading with phrases such as, “It seems to me…”, “This is just my opinion…”, “I may be wrong about this…”, “I’m wondering if…” and others accomplishes two things: Number 1: Opens Their Mind. Yes, it makes…
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