Archive for the ‘Alignment’ Category
“I don’t know” isn’t the end of the world
When I was starting out in business, I was reluctant to tell a prospect, “I don’t know” when I was asked a question about how taxes, policy provisions or business law would affect them.
As I ‘matured’ in my career, I learned to get real — real comfortable admitting, “I don’t know” to many of the questions I was being asked.
Be ‘OK’ being ‘Not-OK’
Social psychologists have proven over and over again that your ability to openly acknowledge that you are NOT perfect . . . that you don’t have all the answers . . . actually makes you more attractive to a prospective client.
Seek to demonstrate . . . “Credible Candor”
The fact is . . . your ‘trustworthiness’ factor goes up whenever you exhibit what I call, “Credible Candor”. This means you say, when it’s true, “I don’t know”. This makes you more ‘real’ (i.e. less ‘plastic’) and, therefore highly attractive to prospects. Just be sure you add something like, “. . . but I’ll make sure I find out for you!”.
What you DO is more telling than anything you might SAY to a prospect or client. Behavior that reveals you’re not perfect in every way – makes you seem even more perfect to others.
KEY POINT:
Be Human . . . you’ll reveal your imperfections . . . and become more attractive
“Let’s Shake On It, Then!”
Businesspeople make promises to their clients. It’s what we do. Unfortunately, the expectation of many (most?) clients is that a promise is likely to be broken.
You Need a SYSTEM
If your reputation for ‘keeping your word’ . . . or, promises . . . is so important but it seems to be the exception (not the rule) that businesspeople will break more than they make . . . you have to ask, “Why?”. The answer is not that they meant to break their promise, but that they don’t have a system in place to make sure they keep them!
Make a Promise . . . “Write a Check”
If you’re in a service business . . . where the client’s buying your ability to ‘come through’ as you promise (and, your client expects) then you need a deliberate way to ensure that happens . . . consistently. My suggestion? ”Write a check”. Literally. Not on your bank. On your time! Think of a ‘check’ as a written evidence of your commitment to your client’s happiness . . . with you.
When you make a promise . . . WRITE A CHECK to demonstrate your commitment to ‘cash it’ with your customer or client. Here’s an example:
Is this SCARY? You bet it is! Especially if you’re not committed to deliver. This is a huge ACCOUNTABILITY tool. But, if you’re as good as you say you are, it’s a NO BRAINER, isn’t it? Actually, it’s going to help you to DIFFERENTIATE yourself and your practice!
NOTE: If you’d like my Special Report on how to set up a ‘Promise Checkbook System’ . . . shoot me an email and I’ll send it right back!
KEY POINT:
You make promises every day . . . give people evidence of your commitment and watch your competition shake in their boots!
Amazon’s new Kindle ‘Fire’ — is a brilliant marketing decision
Sure, the pricing is absurd. Absurdly good. For consumers. Some believe Amazon’s losing money on every tablet they sell. So the brilliance isn’t because of the extremely good price.
Kindle is playing on its strengths, not competing on its weaknesses
The tablet computer market is crowded. Over-crowded. So another tablet is not a smart idea. Neither is creating an alternative to Apple’s iPad. Kindle Fire makes neither mistake.
Kindle Fire is both unique AND beneficial
Kindle’s Fire is different and better than Android tablets that are both supported — and limited by — Google. Amazon’s Kindle Fire is supported by Amazon’s version of Android and its own content — a far more extensive resource. Also, Kindle is not seeking to woo a wide market like Apple is doing with the iPad. Instead, Amazon is targeting its significant base of loyal Amazon customers who are seeking a convenient way to access Amazon’s content.
The Kindle Fire is also not as elegant as an iPad. It doesn’t have to be. it just has to provide access to Amazon’s extensive content. Just as when Coca-Cola gave it’s vending machines away for free — because Coke™ made its money by refilling their machines. Brilliant!
KEY POINT:
“Never bring a knife to a gunfight” — Amazon is defining it’s own ‘Fire’ power and will likely be a winner because of it.
