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Million Dollar Consulting® Mindset
From Alan Weiss

Volume 2 Number 4
April 2012

A monthly newsletter with the objective of quickly and pragmatically helping consultants to improve their craft, results, and lives.

Predatory Drift

Dogs and other predators have natural hunting instincts. That's why they tend to chase any smaller object which might run by them (and why you often hear the advice "Don't move!" when confronted by a bear or other dangerous animal. A large dog might inadvertently hurt a visiting smaller dog simply because it triggers this reaction, not because of territory or food or fear.

But it wouldn't be a bad idea if we adopted predatory drift for our own "hunting" purposes. We too often don't want to "impose," or feel awkward asking for business, or are overcome with an overly sensitive and dysfunctional humility.

The next time you see what just may be a buyer "run by" don't stop to think about it, engage in predatory drift. Chase the individual, but don't bite a leg when you catch up. Simply say, "I've been eager to meet you, glad to have the chance, I'd like to book some time with you to discuss some exciting work I'm doing in businesses just like yours!"

Just like the predators, think of it as feeding your family.

Case Study

Not long ago I was having lunch with a client in an upscale restaurant when I spotted one of our United States Senators entering with the local newspaper publisher. I realized that I had advised another client to try to reach out to him with an important challenge he was facing. I immediately went into predatory drift.

"Hello, Senator," I said, figuring he'd respond as any politician would, assuming he knows me (we had met a couple of times at fund raisers).

He greeted us warmly and was seated at the adjoining table. When he arose to greet some others who had just arrived, I stopped him on the way back to his table. "May I have 30 seconds?" I asked. He graciously stopped, listened to the situation, and told me to have my client call his office and tell his staff that it was an expected call.

>You never know what will happen, except when you don't try, in which case you know that nothing can happen.

Frequently Asked Question

Q. What can you do when you just have a minute with someone and they say, "Call my office next week"? It seems like a blow-off.

A. Assume they are honest and mean it. Ask for their private line or cell phone, and the best time and day. When you call, if you get an assistant, say you're "calling as promised" and had put the time aside. If they are not available, ask the assistant when you can be scheduled upon their return.

Upcoming

SEALING THE DEAL

May 8, 2012
Baglioni Hotel, London

In an extensive day of recorded role-plays and case studies, learn how to establish objectives, metrics, and value that will gain conceptual agreement with a buyer and lead directly to large proposals with almost guaranteed acceptance. We will provide everyone with videos of their simulations, and everyone is encouraged to record their own and others. I'm buying dinner for the first ten registrants in each city. This will sell out quickly. Sold out in Miami.

THE ALMOST FREE WORKSHOP

June 7, 2012
Marriott Hotel, Los Angeles International Airport

We drew 250 people to the Boston session of this presentation. Join Alan at a ridiculous price for six hours on buyers, fees, objections, language, options, leverage, marketing plans, and much more. He's even buying lunch! Hear directly from his Master Mentors who will be helping small groups.

THOUGHT LEADERSHIP WORKSHOP 2012

October 22-24, 2012
The Breakers, Palm Beach, FL

The third annual conference, limited to 20 people, which has featured Marshall Goldsmith and David Maister the past two years. Learn how to rise to thought leadership in your field with practical techniques and ongoing support. The graduate session is already sold out a year in advance! Fifteen spots remain. There is no other opportunity like this in the world. The finest venue, great interaction, top people. All lodging and meals are included.

Read about the 2011 session here.

Sign up for 2012 here.


© Alan Weiss 2012. All rights reserved.
You may reprint and excerpt this newsletter provided that you include our copyright, the source, the author, and “reprinted with permission.”
ISSN: 2159-306X

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alan@summitconsulting.com
http://www.summitconsulting.com
http://www.contrarianconsulting.com
Twitter: @BentleyGTCSpeed

Million Dollar Consulting® Mindset

Volume 2 Number 4

For more issues of Million Dollar Consulting® Mindset, click the link below.

Alan Weiss's Friday Wrap™ for 2012

Weekly, 15-minute podcasts with segments on current business events, new intellectual property, and some humor. Monthly, ten-minute videos on business and self-development. And a full-day, free conference in mid-year. Three full work days—24 hours—of programming for a few dollars an hour in investment. Get this weekly booster shot right away. You’ll get all the archived material.

Mentor Program

The mentor program is conducted on two levels, with three identical programs offered on each level. The two dimensions are Trusted Advisor  and Mastery. Click here for the profiles of the current Mentor Masters.

Million Dollar Consulting® Proposals

How to Write A Proposal That's Accepted Every Time

  • By Alan Weiss, PhD

  • John Wiley & Sons 2011 (Soft Cover)

The Writing on the Wall

A monthly video series hosted by Alan Weiss and featuring Koufax the Wonder Dog, addressing topics of global importance, professional importance, or whatever has distracted or irritated Alan at the moment.

SELF-ESTEEM PRACTICUM

April 18, 2012
Alan’s Home, East Greenwich, RI

January and February sold out. We take only six people through an intensive day of self-discovery and sustaining skills. Includes dinner the evening prior. Four seats remain for April. Join us for this personal and intense experience.