This One Idea Distinguishes You from All Others

I wrote a couple of weeks ago about an encounter I had with a client who had asked us to critique a formal presentation he was making to a prospect.  As we were going through it, I realized that nowhere in there did he inform and educate his prospect to the “secrets of success” of this project.

My Advice To You

As you position yourself as an expert in your industry (and you should be doing that all the time) some sort of a “secrets of success” cornerstone report will help you help them.

So…What’s The Bottom Line Question?

If someone came to you and said, “John, what are the secrets to success in the implementation of this phone system?” you should be able to pull out the document that says, “Here, if you follow these steps, step-by-step, you will succeed enormously in solving your problems and getting the solution implemented.”

If you don’t have that, then write it.

If you don’t want to write it, then continue to be hoisted into the commodity heap with all other people who sell on price (and good luck with that).