What Day Is This?

I’m sitting in a beach house at the Castle Hill Inn in Newport, watching the Atlantic roll in about 20 yards from my porch. It’s the first sunny day this week, while I’m here conducting the Million Dollar Consulting® College. It’s a bright day that holds a great deal of promise. But doesn’t every day? Nietzsche said that “a day has a hundred pockets if we but know what to put in them.” A great many people awake with that …


Alan Weiss’s Monday Morning Memo® – 05/23/11

Alan's Monday Morning Memo

May 23, 2011—Issue #88 This week’s focus point: Lady Gaga is one of the smartest marketers I’ve yet seen. She brands herself as a “show without an intermission”! The arbitrary compartmentalization of our lives drains us of energy and prevents synergy. I know people who won’t answer email while on vacation or take time out to play with the kids or dogs during the “work day.” We have a single life. Our house has different rooms, but our lives should …


How To Maximize A Referral

We often find ourselves with excellent, spontaneous referrals but seem to treat them as if they’re low priority rather than jumping all over them since they’re very high potential future sales. Here’s how to maximize your chances: 1. Thank the referral source. Ask if he or she would personally introduce you in a meeting or at an upcoming event (either, preferably), or by phone. Email is the worst alternative. 2. Make an immediate date for a private meeting. You don’t …




I’m Anxious Not To Be Eager

I’ve been observing eagerness. You know, the people who put the tops down on their convertibles when it’s 54 degrees. I’ve driven convertibles since 1992, and I can authoritatively state that it’s uncomfortable at less than, say, 65 degrees with no wind and a speed over 10 MPH. Then there are the people who jump up and clamber over each other as soon as the plane hits the gate and the captain hits that ridiculous “ping.” A few may have …


Collegial vs. Adversarial

I find that the default position for far too many professional services providers is adversarial. That is, someone has to lose for someone else to win. I recall one of the “sales gurus” commenting from the stage, “In every sales transactions someone wins. You either win and make the sale, or the prospect wins and rejects you.” That’s certainly healthy! No wonder there are so many execrable books on selling. The marketing and sales processes are collegial. They are intended, …


Your Customers Are Cynics

I’m pleased to present a guest column by Steve Shapiro: Your Customers Are Cynics by Stephen Shapiro A large portion of my business is public speaking.  And I know many others who make their living the same way.  But to be perfectly frank, companies are often wasting their money when they hire a speaker.  I say this not because there aren’t many gifted men and women who can deliver an engaging presentation.  The problem is with the customers, not the …


Alan Weiss’s Monday Morning Memo® – 05/16/11

Alan's Monday Morning Memo

May 16, 2011—Issue #87 This week’s focus point: We broke out of the clouds over O’Hare on the way home from Vegas and the United 757 had an odd angle, yawing right. We were already a quarter of the way down the runway with gear down at about 500 feet and 170 knots. Then I heard our captain on my headphones, which were tuned to the air traffic channel, “We’re going around.” With that, the throttles were pushed forward, gear …


Six Steps to Success

If you’re having difficulties in your consulting business, or want to grow considerably, there are six areas to examine that can immediately focus you IF you’re honest about the responses. Defining yourself: Can you quickly, clearly, and articulately explain how others are better off after having done business with you? That should take about 15 seconds. (“Elevator speeches” are among the dumbest advice you’ll ever receive.) Finding/attracting buyers: Are you regularly reaching the people who can write a check for …