Last Thursday morning, somewhere between my second coffee and third donut… I stumbled across a James Clear concept that made me drop half my donut into my mug. Paraphrased, it said: “Outsource your willpower to bright-line rules.” Hmm… That got me thinking about my own habits and willpower. Then I got to thinking about you […]
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#066 – This 1,200-year-old Japanese idea might change how architectural product reps sell
Microseasons: The Ancient Sales Hack You Didn’t Know You Needed Your sales process might be sabotaging you, without you even knowing it. Most reps treat every week the same. Reach out when you remember. Follow up when you’re behind. Hope your timing lands. But what if the problem isn’t your product… …or even your pitch? […]
#065 – Why my son rings church doorbells (and what it means for your firm visits)
NICHOLAS: “Well, I’m heading out to try and practice.” ME: “Where at?” NICHOLAS: “The church down the street.” ME: “Do you have access?” NICHOLAS: “The first step is ringing the doorbell…” That one line stuck with me. See, my son Nicholas is 21 and studying the pipe organ in college. One of his more niche […]
#064 – So-o-o… do you want them to remember your product… or your slide deck?
Last month, I sat in on a Lunch & Learn. The rep began by talking about their company’s founding date. I am not making this up. “Hi everyone, my name’s Kyle, and our company was founded in 1962 when our founder, Jim, decided—” <<Click>> I didn’t actually leave. But on my other screen, I was […]
#063 – “Why don’t architects respond to my emails?” (The cold, brutal truth)
Ever feel like architects ghost your carefully written intro emails? You’re not alone. A subscriber recently replied to my email with this [slightly spicy] note. Here’s a snippet to give you the gist: “Neil, I appreciate the emails. But what you fail to address is the mass ignoring of introductory emails. It’s been like this […]