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E-ssential
Message # 033:
Money for Insights
One of the best things about The Essential Message Bull Pen is that so many of the members are incredibly smart and seasoned professionals. So, when we get together for a coaching session or on a members-only conference call, the conversation is always just as interesting and idea-provoking for the members as it is for me.
Last week we were talking about credibility, and how the little insights we slip into our conversations with new and potential clients earn us many more Brownie points than a PowerPoint presentation or testimonial can ever do for us.
New Bull Pen member Andy Lubinsky took that line of thinking one step further. He had come to the realization that his ability to help his clients gain new insights is one of the most important factors, (in addition to results, of course), that determines both the size of the contracts he gets and the strength of his client relationships.
But what exactly is an 'insight'? I give Andy full credit for this definition:
"An insight is a conscious experience that challenges or overturns something in your belief systems."
Helping your clients gain new insights underscores a different approach than the pedantic style of consulting where the emphasis is on major recommendations.
Insights can't be forced. Insights respect the intelligence of your clients to 'connect the dots' themselves. Helping your clients gain new insights requires that you must be open to gaining new insights yourself. And the insights themselves don't have to be big -- even small shifts in thinking often result in enormous opportunities.
Maybe that's why insights are so highly valued. So if you're still thinking that the way to win clients and influence friends is with big, fat and impressive recommendations, think insights.
That's where the money is.
Don't
miss this BIG
Half-Day Workshop on Jan 25:
How to Speak so People Listen!
We kick off the BIG
Half-Day Series of workshops with the customer-centric
approach to communications that the entire Essential Message
program is built on. Whether you want to use this workshop as
your gateway to the Bull Pen or you simply
want to learn how to communicate more powerfully, this is the
right place to start. Click
here for more information and special pricing...
FYI
:
If you're a consultant, advisor, independent professional or emerging company who is tired of pushing so hard to get sales – and you're ready to learn a better way to differentiate, position and brand yourself, we can help. As expert copywriters, we can help you get the clarity you need and the business you want. That's what the Essential Message is all about. For information about our workshops, coaching, copywriting and consulting services, or booking me to speak at your event, please call 416 534-4766 or link to www.EssentialMessage.com.
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