Archive for August, 2008

Surprises – Good or Bad?

Wednesday, August 20th, 2008

A motorist casually traveling on a highway had his vehicle crushed by an airborne cow (this time, near Manson, Wash., in November). The 600-pound cow had fallen off a cliff, totaling the minivan but not injuring the driver, who was quoted in an Associated Press dispatch saying repeatedly, “I don’t believe this.” [Seattle Post-Intelligencer-AP, 11-6-07]

In what situation is a surprise a good thing in sales?

When you give a new client a thank you gift – good thing.

When you under promise and over deliver – good thing.

When you introduce a great new product or service – good thing.

What scenario makes for a bad surprise?

When you aren’t forthright with delivery trouble – bad thing.

When your new client experience leads to buyer’s remorse – bad thing.

When you make a failed first impression on a new prospect – bad thing.

Plan surprises for prospects. It delights their hearts. Think about the joy that comes from your good unexpected moments.

Find a unique gift (I’ll be discover loads of them at the Motivation Show in Chicago next month, September 23-25), and deliver it – preferably in person. See if that doesn’t deepen your relationship and erode the competitive edge others have built in the background.

And let me know what you did. I’ll  share it here.

Everyone Wants to Own…

Monday, August 4th, 2008

Today I was looking at a Map of the World placemat I got for my kids. There are some interesting observations one can make beneath the spaghetti sauce…

Everybody wants to own something.

There’s an island west of Mexico that France owns.

The Caribbean islands are owned by the US, UK, France & the Netherlands.

The UK owns lots of islands north of Antarctica, and Norway owns one there, too.

Other islands scattered about the planet are owned by India, New Zealand, Australia, Spain, Portugal, Japan and more. There are even rumors that some islands belong to people who were living there in the first place.

When do we have enough? When do we have too much?

I just had a buddy I play basketball with come to me with a problem. He’s having some financial trouble related to his job, his car, his house (3 months behind in rent) and worse, feeding his family.

I asked the other hoops guys who show up to run at 4:45am three days a week for help. We now have $325 in gift cards for a food store in the area.

How are you doing? Do you have enough? Too much?

Find a way to identify someone close to you that needs some of your “too much.” Give them encouragement, a boost – perhaps financially.

You’ll find out a new, an additional definition of wealth – building into others outside your work world.

Do this and you keep the under-resourced from being as isolated as islands on a map.

Let me know what you do and how it feels. Your stories, like mine could inspire others.