Cranky Old Fart as Product

You can't sell to everyone. Your products and services aren't right for all people or companies. So why are you spending so much time presenting a homogenized, milk toast, bland, offend-no-one image? Why are you so afraid of offending the people who make crappy customers? When I work with clients and ask them who are their best customers, they can answer quickly.  When I ask, who are your worst customers, they can rattle off a list faster than my brother-in-law heads for the bathroom when a waiter lays down the dinner bill. When I ask them what traits do they have in common, their answers come more slowly. Talking about good or bad customers is an abstraction. The human mind doesn't do well when making decisions based on abstractions. Here is a trick that can turn that abstraction into something more concrete. Try this trick. It's important to list the characteristics that make a great customer. For instance for me, here are a  few of the traits of a great coaching client: Never Knows Enough Seeks Unvarnished Feedback Runs a Healthy Growing Business Reads Non-Fiction Loves What They Do Make your list. Is every trait equally weighted? Of course not. Try to assign weights to...

LinkedIn Marketing Fail or Push versus Pull

Every day, three or four or so LinkedIn spammers reach out to me on LinkedIn in order to enable me to exercise my delete finger. They treat me like I'm some kind of catawampus. They degrade me by implying I'm so stupid that I don't have a clue about my own needs. That just pisses me off...

The LinkedIn Swamp

I remember when LinkedIn was extremely useful.  I remember it before it became the online equivalent of the red light district in Amsterdam. I remember it before it felt like walking down a Tijuana backstreet past every guy who wanted to introduce you to his sister. Today it is filled with the Neville Oyitis of this world: Hi Glen! I noticed we share mutual connections, and Driven Forward LLC really left an amazing impression on me - I'd love to have you in my network! Neville Neville Oyiti Helping Professionals Leverage Linkedin To Book 20+ Sales Opportunities Every Month Using My RBM Formula. 💰 Greater New York City Area Really Neville? Driven Forward LLC left an amazing impression on you? What specifically impressed you? Did you even try. "Left an amazing impression on you?" I bet you say that to all the girls. Is generic brand X let's connect term, "amazing impression on you," the millennial equivalent to, "haven't I seen you somewhere before" or "do you come here often?" And how about my old friend, Russel Scheider? We go all the way back to when he sent me this very personalized spam message: Hi Glen, I’m currently building a strong network of Business Professionals on LinkedIn, and it would be...

Personal Branding BS

Enough already with the video-blogs from people who might have had something to say but after the 5th video blog it's just noise. It's all about personal branding and yet the problem with personal branding is that it typically winds up looking like a camel.. you know what a camel is, right? It's a horse designed by committee.  Most personal brands are built to attract everyone and therefore repel no one. Take it from a man whose personal brand is a repellant: If you are not focused and highly targeted regarding your personal brand audience...

Cialdini’s 7 Principle’s of Pre-suasion

Dr. Robert Cialdini is a pioneer in the science of neuro-marketing or influencing behavior through neuroscience. In his seminal (which is one of those words I pull out of my butt which is where I keep my thesaurus in order to appear erudite which is a word that came from the same butt to make me look like I went to some kind of decent college), back to the thought...

Competitive Strategy: Value Discipline

Imagine you were building a football team from the ground up. Would you just go about willy-nilly picking the best available players?  Do you think after you filled your roster and realized you had 10 quarterbacks, and no running backs or receivers you’d ever win a game? What is your value discipline? No, when you build a team, you build a team around the best talent available to execute a particular style of play.  You choose a style of play, build a team around that style. You build a strategy around the optimal path to exploit your resources and compete against the other teams. If there are no great throwing quarterbacks available and there are a ton of mobile quarterbacks and running backs, you build a running team. To build on that you would look for linemen that can help you support that running strategy. You declare to the team, "we are a ball control team." You better make sure everyone on the offense now understands we are a run oriented-offense. The coach declares to win we keep the ball on the ground, control the clock, and dominate the ground game. Everyone knows we are built to run. If the coach misses...

The Real Facebook Crime Scene

"The news media and government are all focused on the Facebook crime of invasion of privacy. That's BS! Users agreed to give their private data away and shame on them for being surprised that they are product.. not the customer (see post). The media like to focus on the sexy stuff about the fake stories on Facebook. Hey, the idiots who believe that Hilary keeps sex slave children in the basement of a Pizza Parlor that has no basement. That's not a Facebook crime...