...If you think about it.
I was talking to a friend who hosts a
series of industry meetings. Being spring and the sap is rising, her
last meeting had a lot more people than usual, but she noted most of
the newcomers were prospectors, looking for new sales.
She saw it as the physical equivalent
I said, now hold on, I’ve been in
their position. Did you ask any of those prospectors to help you?
She said in her years of running
programs like these, no prospector had ever brought someone she
I asked if she had a written list she
could share of what she wanted? After all, The Lord must favor
prospectors, he made so many of them.
I thought about a couple of
organizations I’ve inhabited.
I often come in because I’ve been
asked to present.
Then, if I like the people, I will come
back to accept my sales.
Finally if I like the organization’s
mission, I try to support it. That doesn’t mean nodding my head,
that means figuring out what I can physically provide that they need.
My best definition of Value in these
circumstances is, What costs me nothing that they want and can’t
get at any price.
I’ve often seen other, less valuable
definitions, right down to, What I want to give you whether you
want it or not.
That’s kind of like This is going
to hurt me more than it’s going to hurt you. I never could
figure that one out, either.
As a prospector, one of the values I
can bring is popularizing the activity. That usually lands me in the
Effective membership activities create
a lot of power in the organization, especially if you figure that
what and who you sell is often the most direct agent of organization
I had one 15 year relationship, where
the previous members said, “That Dick, he’s a eww Salesman!” I
never got much value from the previous. But their organization had
something my prospects wanted, so every month I’d bring one or
three new people.
I invented the free drink coupon so my
new believers could bring their friends, and soon both groups, my
direct invites and their direct invites were saying, “I think Dick
invented this organization.”
I ended up going through the chairs and
even presiding. Years later, I still have social and commercial
relationships with probably a hundred of those folk.
Last month, Vint Cerf gave a talk at
Verisign. I recognized eight tribes in attendance, and I was a member
of six. I knew people in the other two, I just hadn’t invested my
time in their organizations. That’s a comfortable audience.
Even if what you want to do isn’t
what someone wants you to do, is there something else you can offer
that they will want? What would that be? Value is what costs me
nothing that they can’t get at any price.
join us at Sales Lab’s Rainmaker
19, Foam Ball,
300 seconds of enlightenment at The
Capital Technology Management Hub
, 6:30 pm on Tuesday, April
at Teqcorner, 1616 Anderson Road, Third Floor, McLean, VA
22102. Rainmaker 19 Foam Ball
will be immediately followed by
our headliner presentation, Tom Cooper, BrightHill Group, Are
You Too Busy To Plan?