Before you send that email...
Before you send that email – a quick checklist It's the most common form of business communication. Yet we weren't taught how to write emails at school. So we get emails with long, unstructured prose. Content that combines chit-chat with management speak. “𝘐 𝘩𝘰𝘱𝘦 𝘵𝘩𝘪𝘴 𝘧𝘪𝘯𝘥𝘴 𝘺𝘰𝘶 𝘸𝘦𝘭𝘭 … 𝘣𝘭𝘢𝘩 𝘣𝘭𝘢𝘩” “𝘐𝘵'𝘴 𝘢 𝘸𝘪𝘯-𝘸𝘪𝘯, 𝘥𝘢𝘵𝘢-𝘥𝘳𝘪𝘷𝘦𝘯, 𝘱𝘢𝘳𝘢𝘥𝘪𝘨𝘮 𝘴𝘩𝘪𝘧𝘵. 𝘞𝘦 𝘴𝘩𝘰𝘶𝘭𝘥 𝘩𝘢𝘷𝘦 𝘢 𝘤𝘩𝘢𝘵 𝘢𝘣𝘰𝘶𝘵 𝘪𝘵.” For me,
A client's point of view. .
Look at all your communications from a client's point of view. Ask yourself, “Is this about them, or me?”
10 things to work on with your sales coach.
10 things to work on with your sales coach. These are game changers ... 1. Delegation to have more client development time. 2. Mindset to win a bigger project. 3. Provocative questions to ask with ease. 4. Emails that get to the point and prompt action. 5. Productive lifetime relationships. 6.
Simple action plan for consultancy business developers.
2023 simple action plan for consultancy business developers: + Weekly - Reach out to 5 connections (3 existing / 2 new). + Monthly - Research and publish a point-of-view article. + Quarterly - Go to a conference potential clients attend.
Culture and systems.
Firms spend gazillions on training for 'consultative selling'. Yet have a culture and systems that don't support that mindset shift. Something to think about.
To win high-value projects you need influence.
To win high-value projects you need influence. But many people mess it up. Because they aren't happy to ... take the initiative ... influence client buying decisions ... Instead, they step back and ... let things take their course. And that's where most sales are lost.
#1 new business strategy.
Hunting NEW business? Here's your #1 strategy. Deliberately seek out and connect with ... named executives ... in businesses ... that are similar to ... your most productive accounts.
A prescription to improve conversations.
A prescription to improve conversations. Listen well. Summarise what people say. Let them know you heard and understood THEM. Then reflect back your thoughts on what THEY said. Try it. You'll stand out.
The Ghostbusters test.
How well-known are you? For what you want to be known for. Try the Ghostbusters test. A client wants advice in your arena. Who they gonna call?
Can I get some Valium?
Can I get some Valium? “Sure no problem.” Imagine a teenager goes to their Doctor and asks for Valium, they say they need the pills for sleeping. They look tired, the GP is busy. They write a script for Diazepam. The teenager leaves. How happy would you be if you