Hi Friends,
Here is your end-of-the-week insight into what I see going on in the business world, what I’m thinking about, and what I’m learning about. Forward anything that you feel inspired to share. If this was forwarded to you and you found value, subscribe here for a weekly edition!
We often default to email as opposed to picking up the phone or texting. The reality is that we believe we are being thoughtful by applying the Golden Rule. “Do unto others as you would have them do unto you.”
We don’t want to interrupt someone’s day with a phone call because we don’t like being interrupted. We don’t want to text them because we don’t like to text in business contexts.
The intent is good, but it is the wrong rule to apply. We should be using the Platinum Rule. “Do unto others as they would have you do unto them.” (It really rolls off the tongue, right?). If your prospect prefers calls, then call them. If they prefer text, then text them. If they tell you email is “fine.” Find out what the preferred method is when something is urgent.
For me, I like to say, “If something is urgent, text me. It is the easiest way to get hold of me. What about you? If I need to get in touch on something urgent, what do you prefer?”
If it is early in your sales cycle and you have not fully established yourself as someone they can trust and value, they will likely answer, “Email works.” Why? Because, again, they do not trust you yet and don’t want you interrupting their day with a call or text.
All is not lost. If you continue to deliver value and display a high level of professionalism, eventually you will likely find yourself in a phone or text relationship. One of the ways to do this is, if something truly is URGENT, email first and then make a call and/or send a text letting them know that you have emailed about something urgent.
This only works if it is URGENT!
Good luck! And do unto others as they would have you do unto them.
What Made Me Laugh
This video of a baby cheering, then being upset when he realizes his father was upset made me not only laugh but get a bit nostalgic for when I was IT for G. He will be at our conference on Monday to hear me kick things off. I hope he sees me as IT once again.
This Week’s 40/20
I try to avoid promoting our own stuff here, but this week’s Maestro Mastery blog is a can’t miss! Rachel writes a review on Wimp Junction. The best part of the review is that she gives you a few of the highlights so you can get some value from the book just from the review. Like asking yourself this question about your product: “What’s happening to whom in the absence of your differentiating value?
Potpourri (shoutout to Jeopardy!) is a category that covers a variety of topics.
Many of you may not know, but from ages 17–26, I worked on and off as a meat cutter at a butcher shop. It was my favorite job of all time. I worked for a guy who, around certain circles, was known as “the butcher” because he was a butcher. However, in those circles, that name was not associated with the profession. Anyway, I digress. Check out this tweet on different steak temps. Which one are you? I get down with 4–6.
I think that the bell curve can explain most things in life. I tell G this all the time. When describing the world, I tell him that most people live in the fat middle of the curve. This week that inspired me to share this quote, which was inspired by the Louisville Men’s Basketball Coach, Pat Kelsey.
“Stop living on the mountain of average; move into the valley of excellence.”
You can get weekly helpful information for sales professionals by following my company’s Maestro Mastery blog here.
Let me know what you think about this week’s edition of Fuentes Fridays. Which section was your favorite? How can I make this better? Shoot me a message on LinkedIn @willfuentes.
Until next week!
Thanks,