Marketing & Management Blog

You may have contacts with whom it would be appropriate to openly discuss your interest in doing business. You might feel comfortable simply saying to a contact, “We should look for ways to work together.” Or “I would love to have an opportunity to work with you.” …Read Full Entry

One of the ways you can reveal your interest in doing business with your contacts is to talk about your work during conversations with them. At a cocktail party or over dinner, instead of talking about only personal topics, when you see an opportunity, you might say something such as, “That reminds me of a situation at work.” …Read Full Entry

When you give value in advance, your interest in doing business is often implicit. For example, when you offer to give a speech on a business-related topic, most people will understand that your goal is to develop business. You probably don’t have to state the obvious: “I am giving this speech because I hope that you hire me.” …Read Full Entry

The sooner you reveal
Your intent to do a deal,
The truth you won’t conceal,
And the better you will feel.

Revealing your interest in doing business is an important strategy for selling in your comfort zone. This refers to the process of letting people know what kind of a relationship you are trying to establish. …Read Full Entry

Your dialogue communicates value to client and referral prospects—it can give you valid reasons for communicating with your targets, and it can communicate the benefits you offer.

We focus on five methods of dialogue that help sell in your comfort zone: …Read Full Entry

While entertainment is a highly common and absolutely appropriate technique for generating business, not everyone thinks it is appropriate. Some people are annoyed by vendors offering to take them to lunch. We had a client who said that one of his clients made it clear that he only wanted good work and no entertainment. …Read Full Entry

The question comes up frequently, “When you entertain someone for business (for example, when you take someone to lunch), what do you talk about?” A good technique is to get your contacts talking about themselves. You simply have to develop the skill of asking good questions. …Read Full Entry

We always recommend that you blend your business entertainment with the activities you enjoy. We have had many clients who have thought of themselves as social introverts but who have effectively used their hobbies and interests as a vehicle for entertaining their valued contacts. …Read Full Entry

As with other selling strategies, there are obstacles to giving value in advance. Here are some common obstacles and suggestions for overcoming them: …Read Full Entry

In addition to reducing your embarrassment, value in advance is an effective strategy for motivating targets to hire you. Your targets hire people they see as compatible and capable. Consider how these five categories of value in advance help communicate compatibility and capability: …Read Full Entry