7
Tom:
If you’re suggesting that I call people I know from church
and scouting, I’ve done some of that ever since ...
Coach:
No, I’m suggesting something more. What if you put
together a letter tailored to each of those markets, a letter
that speaks to their values and needs ... positioning
yourself as being uniquely able to understand them and
meet those needs?
Tom:
Like I can give them a level of trust they can’t get from
others in my business?
Coach:
Right.
Tom:
What about the company brochure?
Coach:
Well, since it hasn’t set the world on fire for you lately,
why not try 20 or 30 letters without it? When you get
appointments from phone follow-up, you can always give
it to them then.
Tom:
You think this approach might work? I’m not really the
best letter writer in the world.
Coach:
Do a couple of rough drafts by Monday and we’ll work on
polishing together. Sure, I think the idea has possibilities
— and with you behind it, I think it has real potential!
Give your people goals, some ideas about how to accomplish
them, a vote of confidence and a deadline. Redirect their thoughts
if they don’t sound or appear to be headed in the direction you
think is better. Without clarity, individual responsibility or team
commitment is ineffective.
Managing Within the StaffCoaching™ Model“They conquer
who believe
they can.”
— John Dryden