Rule of thumb: Keep having conversations until you stop hearing new stuff.
corpsechas quoted20 days ago
Rule of thumb: The more they’re giving up, the more seriously you can take their kind words.
corpsechas quoted20 days ago
Commitment can be cash, but doesn’t have to be. Think of it in terms of currency—what are they giving up for you? A compliment costs them nothing, so it’s worth nothing and carries no data. The major currencies are time, reputation risk, and cash.
corpsechas quoted20 days ago
Rule of thumb: If you don’t know what happens next after a product or sales meeting, the meeting was pointless.
corpsechas quoted20 days ago
Commitment is important. It tells us whether people are actually telling the truth. The more they give us, the more we can trust what they say.
corpsechas quoted20 days ago
commitment and advancement are separate concepts which overlap quite a lot and tend to appear together.
Commitment — They are showing they’re serious by giving up something they value such as time, reputation, or money. Advancement — They are moving to the next step of your real-world funnel and getting closer to a sale.
corpsechas quoted20 days ago
Rule of thumb: “Customers” who keep being friendly but aren’t ever going to buy are a particularly dangerous source of mixed signals.
corpsechas quoted20 days ago
Rule of thumb: Give as little information as possible about your idea while still nudging the discussion in a useful direction.
corpsechas quoted20 days ago
Rule of thumb: If it feels like they’re doing you a favour by talking to you, it’s probably too formal.
corpsechas quoted20 days ago
Rule of thumb: There’s more reliable information in a “meh” than a “Wow!” You can’t build a business on a lukewarm response.