Greg's Right FIT #553–This week: Joy, Discounts, Grief

Quick notes to help you find new business in less time with less effort. . . sometime next week.

In this issue: 

• Thoughts about Joy
• Being Human
• Random Stuff
• Back In The Day

Thoughts about Joy

• Listen and laugh at stories without feeling like you have to contribute. Enjoy the moment.
• When you're out with others at an event that is sub-par, improve your enjoyment by asking "best bit" and "worst bit so far" questions along the way. Some of my best memories come from mediocre events.
• Next week, give an unexpected gift. From experience, I can tell you that receiving an unexpected gift explained by, "I saw this and thought you'd enjoy it," is a pleasantly jarring experience. 
• Days should end with the gratefulness exercise (list three things we're grateful for and why) and, you know what? We should start our day that way too. Every day is a gift, enjoy it.

Being Human – Discount requests

My son is in sales. He told me a story about a client's last minute request for a discount. Essentially, the two companies were in agreement and then a new party got involved at the last minute. They said a competitor was significantly lower in price and asked for his company's best price to get the deal done at month end.

If you find yourself in a similar situation, you might try language like this.

"If I understand you correctly, you are telling me you have a competitor offering the exact same solution we are talking about, but at a significant discount to our price. [get confirmation] If this is true, if our solutions are exactly the same, then it's a no brainer. It would be fiscally irresponsible for you to pay more to work with our company. You have to go with the competitor.

The only issue I see is if the two solutions are not exactly the same. If you're not comparing apples to apples then the outcome we're trying to get may be in jeopardy. And, unless I'm mistaken, the business outcome [XXX] is still the most important consideration, right? Because our time, talent, and price are based on that outcome. Since the outcome may be at risk, and it's the whole reason we're doing this, I'm willing to look at their proposal and note any differences. If there are none, I will help you get an even better price from them. But if there are differences, I'll point those out. Especially if they will impact your business outcome."

You get my drift. We're trying to help them. If the product/service really is the exact same and our competitor has found some way to offer it for less, we'll step aside. In order for this language to work, you have to believe this to your core. You have to be ok with them saying "no" if it makes sense.

But Greg, you say, I know the competitor's offering is not the same. It's ridiculous to pretend otherwise. They do this to muck up our deals when they lose.

I get it, but what does the client think? If they think you are both the same, you are. Their perception is reality. We need to meet them where they are and lead them to where they want to go. Your best clients will help you help them. If they fight you on this it's a sign of how the work will go in the near future. Start by checking the client's desired outcome. Get that right and things fall in place.

Random Stuff

This marks the 81st time I write something about Wilson the Amazing Border Collie (A.B.C.) since issue #2 in 2016. Once every two months on average.

A poem for Wilson the ABC

What should we do today
(what wid we like theday) 

Welcome to your forever home buddy
Aye, can I lie doon beside ye I be a wee bit scared

Want to go on a walk
Aye can I be attached to ye I be a wee bit unsure

Want to play fetch
Aye if it is with ye

Did you get kicked out of doggie daycare
Aye they don like me herding the wee ones

Can you catch a frisbee
Aye make ye look like ye can toss one too

You should eat your dinner
Nae

Why were you yelling out there
Aye those rotten critters be taken over

You’re moving kind of crooked
Aye give me a sec I will catch up with ye

Want to come patrol the garden with me
Aye but I will watch you from here

Look a bunny in the yard
Aye I see it lookit that wee bastard hop

Are your legs not working
Aye boost me a bit will ye

Wait I’m not ready to say goodbye
Aye I like hearin ye talk a me

I'm going to miss you forever is too soon
Aye can I lie doon beside ye I be a wee bit tired

Good dog
Och aye och aye

Back in the Day

What I was thinking about last year, five years ago, and ten years ago.

• Last Year: Right FIT #501 – I reminisced about movie theaters and featured the walk we make to Film Streams, our local art house film joint. Tonight we are going to see an old comedy, "Adventureland," and listen to a couple of the actors tell stories. I'm excited. It should be a good distraction.
• Five Years Ago: Right FIT #292 – In this one a good reminder of networking in a non-networking situation language. I used to teach this to college kids for a professor friend. Only one student ever took this advice and used it on me. I saw her in the news this week, starting her own company.
• Ten Years Ago: Right FIT #30 – Some things you can't change, I wrote 10 years ago. My point was to recognize this fact and spend time and energy on things you can change, but that's hard to do. Sometimes very hard to do.