Implement Every Day

T - Minus 290 Days

A prospect calls in on Monday from a referral of a web development company we recommend often. The owner seemed surprised of the willingness to meet for 30 minutes in person that afternoon and he picked the next morning.

The need was "general IT support", but we're specialists and what people say at first is rarely the reason I'm really there. I sent a couple of short advisories of questions they should use to qualify service providers and the difference of vetted IT support, along with a RNDA.

Just running a few tools and a little searching on Google and connecting on LinkedIn I got a good sense of where they were coming from - also that their technology was a train wreck and easy prey. It may go on a shelf somewhere, but I sent a couple of signed copies of my #1 Best-Seller Easy Prey too.

Neither the owner or co-owner had read anything I sent, not even viewing the video where I addressed world-wide business leaders at the Harvard Club of Boson on their specific need. Unfortunately, that's typical. They liked what they heard and wanted a quote, but it was Spring Break and yada yada. Oh, yeah we can review an action plan for 15 minutes this afternoon.

Even though I told them I had implemented over $10M in services dealing with their major customers using this same process, spending 15 minutes to review an action plan was a new concept that I was told they just e-mailed quotes and I didn't understand their industry.

The approach was something they've never seen before and they liked it. Monday they'll preview the deliverables and results. We're looking at other people as well. Ok, is it crazy that we've demonstrated how we work and what we provide before they can find time to meet with you?

Daily mission:?Implement something you learn today.

For more thought leadership, follow?Kevin Fream.