All of us have customers. Customers are those who purchase our goods and services in exchange for their treasure.
When I ask my clients to describe their customers and clients to me they typically describe them in terms of demographics. This is a description of their quantitative makeup. Things like their size, location, purchasing patterns, purchasing power, profitability, etc.
Joel Roberts introduced me to the concept of high impact communications.
He defines this as when the stakes are high and the moment is brief. Think about some of your past communications—particularly the failures. Perhaps they fit this description.
I wrote about Andy Miller and his illustration of the psychology of taking action. Joel plays the same tune with his concept of Sumo Selling. Keep going until you are the last one standing.
When I was a fresh recruit at IBM in the 1960′s everyone had a sign on their desks that said “THINK“. The idea was to instill the practice of engaging your brain prior to speaking. Like most great and valuable slogans—simple but not easy.
Another simple but not easy concept was developed about a century ago by Vilfredo Pareto and refined several decades later by Joseph M. Juran. This principle is commonly referred to as the Pareto Principle or the 80-20 rule.
