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E-ssential
Message # 081:
Why throwing a 20-pound food pack up a tree is a lot like making a big sale...
Bears have learned that whenever campers trek into the woods, they bring food. That's why I have learned how to hang my food bag in a tree -- and I can tell you that it’s not unlike making a big sale.
The rope you use has to be heavy and strong enough to hang a twenty or thirty pound pack on a branch that’s at least twenty feet high. (It should also be twenty feet out.) But, just as it's unlikely that you can make the big sale on the first meeting, it’s far too difficult to throw a heavy rope.
Start smaller and lighter.
The best way to throw a 20-pound food pack up a tree is to tie a ball-sized rock to a light string. Then tie the other end of the string to the heavy rope, and the other end of the rope to your food pack. Finally, throw the rock over the branch – your aim doesn’t even have to be great!
So the next time you want to make the 'big sale', start with a smaller and lighter transaction. Ask yourself, 'What can I offer that will ease the other person into a business relationship with me?' It could be a free offer, a low priced introductory product, or an invitation to lunch!
Take my word for it – it’s easier to throw a light rock twenty feet up than it is to throw a twenty-pound pack!!
Who is Michel Neray and What's The Essential Message?
The Essential Message is about discovering your true differentiation and then learning how to communicate it in the most compelling way. But higher sales, greater alignment of sales and marketing and a stronger brand position aren't the only reasons why so many independent professionals, entrepreneurs and emerging companies rave about The Essential Message.
Clients also say that one of the biggest advantages of the Essential Message approach is how it helps them gain the confidence, momentum and resilience that can only come from being absolutely clear about their strengths and unique difference – as companies and as individuals.
The Essential Message was created by Michel Neray based on 25 years as an award-winning copywriter, an entrepreneur, a tradeshow pitchman and a senior sales and marketing executive. (He also rides motorcycles, does whitewater canoeing, and has his 2nd degree black belt in karate.)
For information about our corporate facilitation, copywriting and consulting services, or booking Michel to speak at your conference, please call 416 534-4766 or link to www.EssentialMessage.com.
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