Finding Nemo

Foodie Friday Fun begins with a look out the window as Winter Storm Nemo approaches. That arrival seems to have spurred a rush to the supermarket by everyone in our town, at least according to my sister who found mostly bare shelves when she went this morning. I suppose we could talk today about what one can prepare when there might not be electricity to operate an oven, microwave or many stoves. We have a gas range but without electricity there is no range hood so we have to be careful about what we make. But that’s not really the food subject today.

Finding Nemo (video game)

(Photo credit: Wikipedia)

Making sure that there’s ample food, water, and batteries is becoming a regular event in our area as we’ve been hit by massive storms a few times over the last two years.  The accuracy with which these events have been predicted, even down to the time when the storms arrive and depart, is pretty amazing.  What the forecasters can’t predict, however, is which trees will cause a power problem or block access to roads.  Even with much better tools, there are big uncertainties that will affect our specific situation.  That’s today’s business point.

The hardest part of your job as a leader to see over the horizon.  The next hardest part is convincing others that what you’re seeing is right and to take the appropriate action based on your forecast.  How angry would you be if you bought gallons of water and lots of food only to find out that the blizzard was a couple of inches of snow?  How dangerous is it when they predict a dusting of snow and you wake up to eighteen inches of heavy, wet slush?  Being able to assemble the known information into a cogent prediction of the future is a skill that comes only with time and experience (easy to say coming from an older guy, I know).  Take our friend Nemo, here.  There are a dozen computer models that disagreed a day or two ago about the storm’s impact.  A few even do so today.  Which of the models you choose to believe can have an impact, especially if you’re the person deciding to call in plow drivers or buy salt for the roads.

I think if I could wish for one thing in business it would be tomorrow’s newspaper.  I’d then have a perfect look over the horizon, at least for a day.  For now all we can do is to try to find the Nemos that will impact our business lives that are lurking out there.  Then we need to get to the store and make sure our team is prepared to hunker down and ride it out.

Now, where did I put the spare batteries?

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A Sales Lesson From Hunter And Garcia

Every once in a while I like to make business points based on something I pull out of music. As you might be able to tell from a few of my previous posts, often those lessons come from the music of The Grateful Dead. Today is no exception.

Robert Hunter

The song “High Times” was written by Robert Hunter and Jerry Garcia and was in and out of their concert rotation beginning in 1969. It has nothing to do with drugs despite the title but as you’ll see it has quite a lot to do with sales.  This is the first verse:

You told me goodbye
How was I to know
You didn’t mean goodbye
You meant please don’t let me go

While the song is about loss and is a plea for a significant other to come back, there’s also a message for anyone who is selling something.  That message is about listening for the meaning behind the words.  In this case “goodbye” meant “hold me tighter, convince me to stay.”   How often do we hear “no” and not understand, as marketers or salespeople  that “no” means “not yet”?  It’s not an invitation to walk away.  “Too expensive” doesn’t mean cut your price.  I take it to mean “show me more value.”

The ability to listen and to read the meaning behind the actual words is a critical skill we probably don’t teach or practice often enough.  Someone who asks a slew of questions is demonstrating a keen interest to buy.  We need to probe to find out what is keeping them from satisfying that need.  We need to hear meaning and not just what was said.

“How was I to know” is a pretty easy question to answer but getting the meaning isn’t in many cases.  Does that make sense?

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House Of Cards

You may have read about the release of the series House Of Cards on Netflix.

Image representing Netflix as depicted in Crun...

Image via CrunchBase

It’s another original series created by the streaming service and it takes their game up a notch.  As USAToday wrote in this piece, it’s a $100 million gamble.  If you’re a Netflix customer it’s easy to find.  If you’re not, you can watch the first episode free  at netflix.com/houseofcards for the month of February.  We’ve been watching it and think it’s terrific.  I also think it’s a terrific example of good business practices.  Let me explain. Continue reading →

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