Monthly Archives: December 2010

Your Client Is Like Santa Claus…


I could not resist looking through the red and white lens for this week’s post.  There are a lot of analogies to be drawn here.  I’ll skip the most obvious (we should all be thankful to our clients for the gift of business they give us…) and get to some of the other comparisons:

…He sees you when your sleepin’… You may think you’re getting away with it when you are dogging it at work in a sales role.  You may even pull one over on your boss.  But, your clients will notice.  In a world where product differentiation provides only the slimmest advantage, responsiveness and even proactivity remain your key strategic differentiators.  If you slow down, your clients will sense it. There is a great book on this concept called “Selling the Invisible,” by Harry Beckwith.  Read it.

..He knows when you’re awake
…If you are a solution-maker for your client, you will get their attention.  If not, you’re toast. You need to work on these relationships in earnest.  What have you done for your client that is truly different or better than anyone else?  What has your firm done to stand out as leaders in your industry? What are you doing to show that you’re awake?

He knows if you’ve been bad or good…It used to be that your customer would need to try your product/service and let you succeed or fail a few times before learning if you were bad or good.  What’s changed?  The internet and  Social media are the new norm.  You don’t go car shopping without knowing the VIN#, invoice price, and full specifications of the car your buying, and your client doesn’t buy from you without knowing your offerings as well or better than you know your own.  They now also know what your other customers think about you– BEFORE they even contact you.  Better be on your toes!

I hope your year is winding down to a successful end this week.  The next 10 days are a good time to reflect on 2010 and prepare for an even better 2011. 

…So be good for goodness sake!  Happy Holidays

Tim on Twitter


No, not me.  I’m highlighting an interesting post on a very cool blog that I just discovered from Tim Berry, President and founder of Palo Alto Software on the nature of Twitter. 

Tim argues Twitter can be a good thing or a bad thing.  At its best, it is a game-changing business must-have for every serious marketer.   At its worst, Twitter is time-wasting drivel.  In the end, however, it’s neither.  It all boiled down to how you use it.

I think we’ve all caught ourselves in that moment of shock waking up from a Twitter bender having just spent more time that we’d like to admit on the “bad” Twitter. 

Tim Berry’s Synthesis: “Twitter is the brush, not the painting. It’s a tool for a new kind of self publishing with a different kind of reach. Talk of business benefits of Twitter are like talk of business benefits of the telephone, or of conversation, or of advertising. It’s all in how you use it. Who or what are you trying to be in Twitter, and what does that have to do with your identity, your message, your business, your self.”

How are using your brush?

Read more of Tim’s interesting blog at: http://timberry.bplans.com/2010/12/twitter-is-the-brush-not-the-painting.html#ixzz188ajPUqj

Are You LinkedIn?


I had the pleasure of co-facilitating a workshop on LinkedIn this week.  There were more than 20 people in the room with varying degrees of familiarity with the LinkedIn platform.  It was a fun event, and we received some great feedback on the usefulness of the tool, particularly for these folks, many of whom are in a job search.

They say you never learn something until you teach it.  What I learned was just how far this platform has come in the past 6 months.  As an early adopter, I sometimes take it for granted.  But seeing it through the eyes of a newcomer really highlighted just how powerful this tool set is.

LinkedIn is:

  • Your Personal website.  It’s YOU.com (just Google yourself and see)
  • Your LIVING Rolodex (it grows exponentially as you nurture it)
  • A “P [professional] RM” System  (moves with you from job to job)
  • A Social Media Platform  (hooks into Twitter, “like”, “sharing,” etc.)
  • A Database of Corporate Information (“Company” entity added)
  • A Job Posting / Search System (powerful for recruiters /job-seekers)

If you (or anyone you care about) are still not on LinkedIn, you need to get on pronto.  If you are a power user, it’s time to take a look at the new features available to you.   LinkedIn has centralized some very useful training information in a section called “The Learning Center” http://learn.linkedin.com/ where you can quickly update your knowledge and skills.

Get to it!