Selling The Invisible
Selling The Invisible by Harry Beckwith “You can’t see them–so how do you sell them? That’s the problem with services… This book begins with the core problem of service marketing: service quality. It then suggests how to learn what you must improve, with examples of techniques that work. It then moves to service marketing fundamentals: […]
Take Off The Blinders!
The monument pictured here marks a spot where Thomas Edison camped in 1878. While camping, Edison threw a broken bamboo fishing pole on a fire and noticed that the frayed pieces glowed and resisted burning. He later tested a fiber derived from bamboo as a filament for the incandescent light bulb and came up with […]
Task Management – Simplified!
Have you ever had this experience? You’re lying in bed, just about to go to sleep, drifting off even, until it hits you. That thing that you meant to do today? You forgot. Suddenly, your brain is on full alert, and you’re promising yourself that you’ll remember to do it tomorrow. Just like you promised […]
When the view never changes…
I took this photo of Oregon Trail ruts near Guernsey, Wyoming. On this section of the trail, appropriately known as Deep Rut Hill, the route deviated away from the river and went over sandstone hills. The wagons spread out to minimize dust across much of the trail, but thousands of wagons followed precisely the same […]
I Did The Work… Now What?
You’ve put in your dues. You’ve worked hard to become the accomplished lawyer you are now, and you have all manner of credentials that demonstrate your expertise. You’ve worked with a variety of organizations and individuals, you’ve written articles and book chapters, and you may even have served a turn teaching. How can you leverage […]
The Rainmaker’s Trail
Last week, I visited the National Historic Trails Interpretive Center in Casper, Wyoming. This multimedia-focused tourist/educational center presented stories about the emigrant trails that passed through Wyoming: the Oregon Trail, the California Trail, and the Mormon Trail. The primary focus was on life on the trails, of course, but the exhibit started with an examination […]
Cost vs. Investment: Making Wise Decisions on New Opportunities
Last week, I talked with a client who was distressed at having to pay about $1,000 for some equipment necessary for making a presentation to a group of her ideal clients. After listening for a few minutes and confirming my expectation that she’d be able to use the equipment over and over for similar presentations, […]