Newsletter #76 – Prospecting, Decision Making, Lambeau Field


Quick notes to help you get more done in less time. . . next week.

In this issue:

– Techniques for FIT
– Being Human
– Random Stuff

Techniques for FIT

  • Prospecting is easy – talk to someone about what you have to offer. Preferably someone who can buy it.
  • People buy outcome based on their perceived value. Not your perceived value of the outcome, their perceived value.
  • Each step into the future, changes the future. Because a prospect has no need for your services right now, doesn’t mean they never will.
  • Companies are made of people. People move from company to company over time. Make it easy for your people to keep in touch with people over time, not just the companies.


Being Human – Big decisions

Trial lawyers know people

This week’s news included Bill Cosby’s trial ending in a mistrial. Trial lawyers know what makes people tick, don’t they?

What they know above all else, is that people don’t make decisions logically. The don’t weigh all the evidence. They don’t consider all the counter-arguments to every argument. They don’t take in all the factors.

People latch on to a main idea, come to a conclusion, and stop considering evidence to the contrary.

As Paul Simon wrote in the song The Boxer, “still, a man hears what he wants to hear, and disregards the rest.”

It’s good to remember that when you’re prospecting. Your buyers may be part of a large organization, but they are people making decisions.


Random Stuff

Want to go to Lambeau Field?


Here’s my latest idea. A course in my Ultimate Rainmaker series.

“Getting New Clients: What to do when golf isn’t enough.”

Getting New Clients is an all-new program that I’ve designed and will deliver. It will be a highly participative, interactive workshop that focuses on the conversation required for sales acquisition in the professional services sector such as attorneys, accountants, advertising executives, engineers, consultants, or entrepreneurs who own or manage personal services firms. Basically anyone that needs to bring in more business, and wants to do it faster and with less effort.

It will be a day and a half of seminar/workshop. I want to do it in Green Bay this September, right before the Bears vs. Packers Thursday night game. In addition to the learning event, I’ll include:

  • Legendary tailgating at the new Hinterland Brewery–across the street from Lambeau.
  • Tickets to the game.
  • Optional golf on Friday in Kohler WI at one of the American Club courses.

Anyone interested? A good workshop is between 12 and 18 people. Send me a note.


Booking Calendar
If you need to set up a time to visit, follow this link: