Everyone Needs a Good Secretary
When I was President of Rainmakers, I developed a habit of using stories to introduce a concept. This is one of my favorites, because it is a great example of persistence and a successful launch through relationships. It is the story of the scientists at the 3M Company who found a use for an adhesive which didn’t stick. Despite discouraging feedback from the marketing department and his peers, Arthur Fry believed in the potential of this unique product. So he bypassed traditional channels, made a batch of the pads using the adhesive and distributed them to the secretaries of all...
read moreWarm Up Cold Calls with Power Teams
I have been a student of Matt Nettleton’s at TrustPointe for almost a year now. Almost every week he mentions, suggests, or commands that we make phone calls. While I have never learned to love them, I have learned to make to them. But whenever possible, I try to make warm calls instead. I try to rely on my referral network, and power team to make connections to the people I need to meet. Who are my Power Team? This is a loose group of business professionals who offer complementary services to my target customers. I schedule one-on-one conversations over coffee and lunch. As...
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