Don’t you hate it when a prospect calls with a (supposedly) urgent need for your services. You drop everything to do an estimate, you begin to clear your schedule to make room for this new project, you submit the quote, and then you wait. And you wait. When you don’t hear back, you call to follow up and they say they haven’t had time to look at your proposal yet. You wait some more and, though you dread it, you call again. Or maybe you don’t. In any case, you never hear from them again.

This happens all the time — not just to you — and there’s little you can do about it. Here’s what it may look like from your prospect’s perspective: on the day they called, this project was at the top of their list; the next day, something else came along which took priority and kept pushing the project further and further away, until it was on a permanent back burner. They never bothered to let you know, probably because they didn’t have time. Or, more likely, they got caught up in their own world.

What might help is to know the difference between what you think is going on and what is really go on.

What they say: I have a project. Could you send your information.
What you hear:They want me.
What they mean: They’re gathering information on potential candidates.
What to do: Send or email your info. Follow up in a week.

What they say: Your info is here somewhere but I haven’t looked at it yet.
What you hear:They chose someone else.
What they mean: Other things have come up and the project isn’t as urgent.
What to do: Ask when to call back and keep in touch.

What they say: I’ve looked over your materials and they look interesting, but we haven’t decided what direction to take. We’ll be in touch.
What you hear: They chose someone else.
What they mean: Things have changed and the project isn’t as important anymore.
What to do: Keep in touch quarterly for other possible projects.

What they say: Nothing. No call back.
What you hear: They chose someone else.
What they mean: They’re busy with other things or maybe they did choose someone else. It’s not the end of the world.
What to do: Keep in touch every few months by email and phone.

Article courtesy of Ilise Benun from The Art of Self Promotion #16

I found this on a website the other day – it’s so apt:

How is coaching different than consulting or therapy?

Imagine that you’re goal was to compete in the Tour de France.

As your coach we would ask: “Great, so what is standing in your way?”

You reply, “I can’t ride a bike.”

A therapist’s response might be to ask you to find a time where the resistance/fear to bike riding first occurred? What happened, who was there, what was said?

A consultant might measure your leg, and then measure the length of the seat to the pedal, draw you a diagram of your leg, the pedal and wheel and leave you with you a how-to manual including a detailed description of the theory of motion and physics.

A coach response might be this:
“If you are willing to get on the bike and start pedaling I am committed to holding the back of your seat and running beside you until you can balance yourself and maneuver the bike safely”

In coaching, we don’t focus on what was and we don’t leave you with “how-to” manuals. We do what needs to get done to help you meet your goals.

If you are ready to get on the bike then contact gspinsights.

Tonight I was at a concert by Jane Birkin in Montreal. At one point she expressed forcefully how she felt about the military Junta in Burma and sang a song she had written about Daw Aung San Suu Kyi. Exceptionally, although this was not a benefit concert, Amnesty International were present for people to sign a petition afterwards.

This resonated with me for two reasons: firstly I had travelled in Burma some ten years ago and had attended a rally where Aung San Suu Kyi spoke and also because of the book I am writing on music and human rights.

Nothing to do with consulting but….

In The Quiet Land (By Daw Aung San Suu Kyi)

In the Quiet Land, no one can tell
if there’s someone who’s listening
for secrets they can sell.
The informers are paid in the blood of the land
and no one dares speak what the tyrants won’t stand.

In the quiet land of Burma,
no one laughs and no one thinks out loud.
In the quiet land of Burma,
you can hear it in the silence of the crowd

In the Quiet Land, no one can say
when the soldiers are coming
to carry them away.
The Chinese want a road; the French want the oil;
the Thais take the timber; and SLORC takes the spoils…

In the Quiet Land….
In the Quiet Land, no one can hear
what is silenced by murder
and covered up with fear.
But, despite what is forced, freedom’s a sound
that liars can’t fake and no shouting can drown.

I thought this list entitled: “The Key to Changing Course is to Start” was very apt – I have just recorded the key points here and added a few comments of my own.

1. Start where you are

2. Start hanging out with the right crowd (if you want to be an entrepreneur, mix with entrepreneurs)

3. Start tuning into your gifts (or follow your passions)

4. Start listening more to yourself and less to others

5. Start letting go of the idea that everything has to be perfect (this is why my website took 2 years to get on line – I wanted it to be perfect. Then Lynda Goldman said -“and meanwhile you’re not out there – you need to be out there” – I got out there even though the site is very much a work in progress)

6. Start taking action

So- if we can help you get your business started visit our website and read more about our services.

A referral is a testimonial by someone who sees value in what you have to offer. But this doesn’t happen without some intervention on your part. Four things must happen to get great referrals. The referrer must (1) recognize specific value in what you have to offer, (2) know that a referral is of value to you, (3) know to whom they should make a referral, and (4) have a reason to make the referral.

First, be clear what you want them to value. They hired you for a reason but you might want referrals in another area. Tell them specifically what skills and behaviors you want them to tell others about.

Second, clients are not mind readers. Your relationship is based on you helping them, not the other way around. Tell them you’d appreciate a referral. Most will be happy to do it if you just asked.

Third, make a list of specific people or types of people you’d like a referral to. Don’t make your clients do work to give referrals on your behalf. They can look at a list you’ve given them and think of people to whom they could make a referral that you didn’t even know existed.

Last, make it worth their while. Why would they take time and risk their reputation? Because you can provide a client’s colleagues with the same value you provided them. Like a recommendation for a great restaurant, create a desire in your client to make the referral.

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Copyright (c) 2008, Institute of Management Consultants USA

Staynomad.com is an Internet portal bringing together an international community of people with an interest in traveling, looking to discover other cultures. This social network facilitates the creation of contact with the local people and the sharing of experiences. StayNomad: “Get inspired, travel the world, meet the locals and share your experiences”. Staynomad.com will be online, at first in Beta, in Spring 2008. Signing up is (already) possible via www.staynomad.com.

Writing Personal Notes that build Professional Relationships…..

On the surface, a thank-you note may seem like a small piece of the larger networking picture, but on a deeper level, the thank-you note refreshes someone’s memory and lets you discreetly remind them of your strengths. Remember, we live in a world of voice and electronic messaging – a personal, handwritten note on an attractive card immediately grabs the attention, curiosity and appreciation of your reader.

But perhaps you are daunted by that expanse of white space… you are wondering how to actually write …not something we do so much of these days.. And, of course, crafting a thank you note in a business context is not in quite the same league as those thank you notes you used to dash off to Aunt Whatshername when you were a child (and your mum was nagging you to do this …. remember ?!!)

Just be yourself and write to say that the conversation was most intresting and you would enjoy continuing it at a mutually convenient moment. Include a personal element – refer to something that the person told you about – a family issue, an upcomong vacation, a particular interest or pastime. When reminding them of you, try to strike just the right balance between discretion and self-promotion. People like to buy, not be sold. And of course, end with more thanks and your contact info.

Take a good hard look at ALL OF YOUR PRODUCTS/SERVICES and see what you can add, delete, revise, spruce up and jazz up to make YOU sparkle at the UNUSUAL!

Lynda Goldman, a great crafter of the written text, sends out a weekly newsletter. This one contained the helpful hint on eating, drinking and networking which she calls the Layering Technique.

It’s difficult to eat and drink while networking. If possible, eat before you arrive, or sit down and eat, and then network. But if you are going to eat and drink while networking, use the magic layering technique. The key is to always keep your right hand free to shake hands.

1. Hold your plate in your left hand.

2. Put your wine glass on top, and anchor it with your thumb.

3. Hold a napkin under the plate, and wipe your fingers every time you eat.