Last week:

You should have completed:

New:

  • How to Maximize a Speaking Engagement [Getting Found]

Refresh:

  • Collaborative Approach to Pricing [Getting Chosen]

Practice:

  • Decision Process, Step 3: Stakeholder Alignment [Getting Chosen]

Validate:

  • Decision Process, Step 1: The Company-Specific Flavor of Your Door Opener  [Getting Chosen]

If you didn’t complete everything, please take time to do so this weekend so you don’t fall behind.


Next week:

New:

  • Contacts & Referrals: Gaining Access to Decision-Makers [Getting Found]

It’s not who you know, but who knows you. Contacts are currency. Learn how to manage, expand and refresh this irreplaceable asset.

The biggest challenge is getting in front of the right people. With our method: 84% success rate. Others: 84% failure rate.

How many times have clients, prospects and contacts (some of whom you know well) cancelled calls, meetings or lunches? Why do they do that?

It’s simple. It’s about “today.”

It’s not that they don’t want to see or speak with you. It’s that they can’t justify allocating the time today. They perceive that, relative to other uses of their time today, what they’ll get out of time spent with you won’t sufficiently help them do their jobs better, improve operations, reduce cost, raise profitability or make them heroes to their bosses.

If spending time with you takes them away from what they have to deal with today, it means that you’re not relevant to their jobs today, so it won’t happen. Make that “can’t happen.”

They’re not free to indulge themselves in the luxury of having lunch with someone whom they merely like and respect. Lunch today is a big block of time in their day. They’re obligated to reserve that much time for those who are likely to make a difference in their problems today.

This course will teach you how to move up the value chain reliably, to where your contacts cancel someone else’s appointment to be available for you today.

Refresh:

  • Write Articles with Greater Impact [Getting Found]

Practice:

  • Decision Process, Step 3: Stakeholder Alignment [Getting Chosen]

Validate:

  • Decision Process, Step 1: The Company-Specific Flavor of Your Door Opener [Getting Chosen: Ready Mode]