For the rest of this week I will not be posting any original content to this blog or any of my blogs. Recently, due to my work schedule and other obligations, I have had very little time to work on the overall construction and the technical aspects of my blog(s). I had planned to complete those aspects of my blogs long ago but other things kept interfering.
So this week I have decided to spend the entire week finishing my originally conceived construction-plans of my blogs to make it easier for new business partners, business writers, inventors, investors, manufacturers, and venture capitalists to find me and to communicate and work with me.
To that end I will spend the rest of the week finishing my original plans and retooling this site.
As I said, as it stands now I plan to add no more original content this week so as to finally finish my original designs without interruption or any more delays.
However you can still find a great deal of useful content in the various Categories already present on this blog, and on the Categories of all of my other blogs. Just pick the categories that interest you and browse at will. Uncategorized will allow you to find everything.
I will also be sharing useful articles, content, and posts I find on other sites as I run across them and time allows. But most of my time this week will be spent on blog development.
Thank you for being a Reader and Follower of my blogs, I appreciate your patronage and hope you find my blogs enjoyable, entertaining, and most especially, useful.
Ron is the CEO of a business services company. He has a team of people who regularly prospect for business by contacting potential clients. Ron’s company has some pretty compelling solutions for their industry. Their pitch is pretty good, so they set many meetings with executives who express interest in their services. The frustration for Ron is that he and his team have almost no sense of which opportunities will turn into good clients, and which ones are not worth their time to pursue.
During a workshop with Ron’s team, we evaluated the information each person collected when meeting with potential clients. Uh oh! It turns out that each team member was collecting their own set of information they thought might be important. None of the team members was collecting the same information as another team member. Ron’s team needed to discover the best way to know if a business prospect is worth your time .
Four Quadrants of Information
There are many systems that describe the information you should collect when meeting with potential customers. Many of these systems require a Venn Diagram, an Abacus, and a floating point calculator if you want to truly manage the process. I am a big believer that you need a simple process if you want people to follow it.
Of course, just knowing what to capture is nice, but here is a way to keep track of how you’re doing, and some sample questions you can use in that part of the discussion. First, take out a blank sheet of paper. Draw a line down the center from top to bottom creating two equal sides (left and right). Then Draw a line that splits the page horizontally into top and bottom. This will give you four equally-sized quadrants. In the corner of the upper left box, write the word “Issue”. In the upper right, write “Impact/Importance.” In the lower left box write “Results,” and write “Others Impacted“ in the lower right box.
The Best Way To Know If A Business Prospect Is Worth Your Time
Let me explain each one…
IT’S ALL FOR SALE
(The Song of the Modern Expert)
If someone says they’ll do for me
What only I can do
I always say to them, “My friend –
You’ve thought your offer through?
That’s a lotta work to do for me
What you say you will,
But if you’re game
It’s all the same,
To me, so better still.”
“Oh no, I meant,” they often say
You’ll do all the work
I’m just here to show you how
So you won’t be a berk.”
“Oh, I see,” I say to them,
“Your expertise you sell –
And how did you a maven make
If you will say, pray tell?”
“Why, I learned by doing,
Work and toil, I often struggled long,
I gained my expertise because
I laboured all along.”
“Oh,” I say, “you expert are
Because you did the work
The efforts you made shaped yourself
You did not duty shirk.”
“Yes,” they say, “that’s what I mean
I worked to learn my trade,
Now if you’ll buy my expertise
I’ll do for you the same.”
“No thanks,” I say, “I like your way,
I’ll do it all myself,
And if I do one better, then
My book will be for sale.”
(At a discount of course.)