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Business Consulting For The 21st Century Via A Holistic & Intelligent Approach

The secret recipe: motivation

Consumed => “Figuring Out How to Attract New Business” by MP Mueller on NY Times.

http://boss.blogs.nytimes.com/2012/02/23/figuring-out-how-to-attract-new-business

=> My value add (i.e., left a comment)…

Simply put, it’s not about needs, nor alignment. It’s about motivation. Is the prospect / lead *truly* motivated to act? And if they are, have you hit the motivation nail on the head?

For example, if your message was pitching your points of differentiation to them that doesn’t mean squat unless those attributes addressed their motivation(s) in some way. Being the only ____ in _____? That might sound great on paper but what’s in it for me?

Sure, they might be interested – in a first date sort of way – but that’s a far cry from marriage, 2.3 kids, white picket fence, etc. I suspect your ideas were great. The meeting was great. Etc. Where you fell short was anticipating the client’s motivation(s) and addressing those.

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