I have recieved my regular Contrarian Consulting email from Alan Weiss and one of his topics was in tune with some discussions I have had recenlty.
Alan is providing advice on how to get things done! Please visit Alan's Blog if the following rings some bells for you.
Alan's advice .............
Here’s how you schedule time to get things done. Let’s say you want to write an article or position paper.
1. Choose the audience you seek to influence, probably those most appropriate for your value proposition. (5 minutes) [Bank lending officers]
2. Choose a topic that will be provocative and timely. (10 minutes) [Identifying the best candidate for safe loans and repeat business]
3. Choose a working title, not something for all the ages. (5 minutes) [Behind the Interview: The Prospect Within]
4. Select 4-6 key points. (10 minutes) [1. The lessons in the first greeting; 2. How to assess behaviors in an interview; 3. The key questions to ask to appraise the business proposition; 4. The key questions you want to be asked.]
5. Write an edgy opening paragraph. (10 minutes) [Why do lending interviews reveal so little about the customer and so much about our own fears? If the objective is to increase business, then we should first increase our own probabilities of identifying and welcoming high potential prospects. That's not usually done with a shaky wooden chair and a bare lightbulb overhead.]
6. Write about each of your points, making sure to include your rationale, an example so that it’s not merely conceptual, and a graphic if it helps explain the point. (20 minutes per point)
7. Write a closing that’s a call to action. (10 minutes). [The next time prospects walk into your office, invite them to sit in a comfortable chair, offer them some refreshments, and remind yourself that they represent opportunity, not threat. Ask yourself how they might speak positively of the experience, no matter what your ultimate decision. That, alone, might increase your business more than you can imagine.]
8. Reassess the title to see if you want to now adjust it. (5 minutes) [The Human Banker—Stepping Out from Behind the Green Curtain]
That entire process above, with six points, requires about two hours. Spread it over four days, and it’s a half-hour a day. Put that in your calendar at 10:30 each morning, and don’t change it, no matter what.
That’s how you get work out. I’ve probably taken a week off the process above for most of you! Stop fooling around, discretionary time is wealth, and you are eroding yours.
© Alan Weiss 2012. All rights reserved.
Recent Comments