Sell the Way Your Clients Want to Buy — and When to Consider a Chief of Staff
Are you selling the way your ideal client wants to buy? Plus: would a chief of staff role make sense in your company, and a trip to Harvard for business coach training.
HI! HERE ARE NUGGETS FROM THE LAST MONTH THAT COULD ADD TO YOUR BUSINESS:
Is your company selling the way your ideal target client wants to buy from you? If you are selling a high value-added service to someone who views it as a commodity, you'll pass like two ships in the night. SmartRev provides a handy tool called Bell Curve 2.0. Chapter 11 of SmartRev emphasizes that prospects who are early adopters will pay for your Thought Leadership, while late adopters are seeking a commodity transaction and will not see the value of your offering. Do not try to sell to people who are not in your area of this chart — you will waste a lot of time and get very discouraged.
WOULD A CHIEF OF STAFF ROLE MAKE SENSE IN YOUR COMPANY?
A current client has been exploring options for reducing the chaos in the executive suite and has started exploring how a supercharged executive assistant could materially impact the business. If you feel this chaos in your life or in your leadership team, check out the guidelines from McKinsey and Co on this topic.
AND ON A PERSONAL NOTE
Cambridge, MA trip — Business coach training was held at Harvard University the weekend of August 23rd. Mo Fathelbab opened my eyes to the power of dispute resolution as an art form, and I'm planning on getting more involved in his organization, the International Facilitators Organization. We also extended the trip to visit an old friend in Woodstock, VT — what a fun, beautiful place to live.
If any of this resonates, feel free to reach out.
Does this resonate with you?
Ron works with IT services and growth-stage companies to build the leadership clarity and execution discipline that drives results.
Reach out to Ron