M&P (Not Tools)

https://www.youtube.com/watch?v=spwphtM7H4Y 

• Keep It Simple! ** Create Personalization! **

• Human Foundation: (1) People are lazy (2) People Hate Change (3) People buy from People (4) Perceptions Change Constantly.

• Have a familiar foundation: Do not create something too innovative (do not scale too fast) without grounding familiarization. -- Example: Vine was like TikTok but was too innovative and failed, then TikTok came about in good time and became successful.

•  Create a “No” orientation question: It is designed to prompt a "No" response from the recipient, because it makes people Safe & In Control. – OOKMCP Example Questions:

  1. V&MS -- Are you opposed to focusing our new mission statement solely on global expansion for now?

     • Prime: "As you know, the most expensive business mistake is misaligned staff. We've seen industry leaders lose significant capital in a single quarter due to unclear direction..." 

     • Anchor: "...However, creating a powerful, unified core identity is your most essential investment. For a modest, foundational investment, we can forge the Vision and Mission that prevents those losses and focuses your entire organization." 

  2. Strategy -- Has our current market strategy completely failed to account for our competitor's new pricing model?

     • Prime: "Our focus is on seizing your market opportunity. When we successfully capture just an extra 1% of your available market, that translates to enormous growth and new annual revenue..." 

     • Anchor: "...The right strategy is the blueprint for that success. We propose developing your comprehensive market Strategies for a fractional investment, a tiny fraction of the potential revenue gain we are discussing." 

  3.  Roadmaps -- Is it unrealistic to expect that our current staffing can execute Phase 1 of this roadmap by the end of the quarter?

     • Prime: "Any project without a clear roadmap is just a gamble. How often have unmanaged project delays led to major budget overruns and countless hours of wasted labor?" 

     • Anchor: "To ensure your total project budget is protected and your team is efficient, a detailed, phase-based Roadmap is non-negotiable. This critical plan requires a small, essential outlay." 

  4. Process Models -- Is it a bad idea for us to completely overhaul the current client onboarding process to reduce the number of steps?

     • Prime: "We often find that inefficient daily operations, such as redundant data entry or unnecessary approval loops, end up consuming significant executive bandwidth. For example, processes like these can easily equate to 10 hours of senior management time every week, resulting in a massive drain on executive time and resources over the course of the year."  

     • Anchor: "...But you don't have to keep absorbing that loss. We can eliminate that inefficiency by designing an optimized Process Model for a one-time, preventative cost." 

• Continuous Service Improvement (CSI): [ITIL] Do not stay at the status quo. Solve the friction points! 

  1. Example: Blockbuster = Netflix

• Do not Push! Keep It Easy for the Customer! Let the customer Make the Decision! -- Example: Idea.

• Match the Mimicry: Copy what works! Imitation is the highest form of flattery! We are alike! We Speak the Same Language! Trustworthy. Mirroring. – Example: Ford & GM.

• Priming & Anchoring: (1) Self Perception: Strategic wording (2) Elicit Emotions: What emotion do you want to elicit? Set the tone before your ask. (3) Setting Expectations: Prepare them for the ask.

  1. Priming:

     • BLUF: Sets the mood or context for the conversation  -- It's like planting a seed in someone's mind. When you expose a person to a certain word, idea, or image, it subconsciously influences how they think or react to a related thing that comes up next.

     • Example: When you start a meeting by talking about "innovation" and "future-focused solutions" (the prime), your client will be more open and receptive to your proposal for a radical change in their system (the subsequent ask).

  2. Anchoring:

     • BLUF:  Sets the value or range for the negotiation  -- This is the tendency to rely too heavily on the very first piece of information given (the "anchor") when making a decision or estimate. That first number or idea sets the entire starting point for the discussion.

     • Example: When you are selling a service and the first price you mention is $50,000 (the anchor), all subsequent offers, even a discount to $40,000, will be mentally compared to that high initial number, making the final price feel like a better deal.

• Pre-Meeting Checklist: (5)

  1. YOU -- You are asking for a change in the meeting. What is the common foundation you want to highlight to ease them into it. How do you bring this into your meeting or proposal?

  2. POWER OF NO -- List 2-3 questions you want to use that leverage the power of no, including a closing question to gain buy in & alignment.

  3. STATUS QUO BIAS -- Brainstorm potential obstacles before your meeting. Which technique will you use to overcome? Have this ready to go.

  4. STRATEGIC MIMICRY -- What are the buzzwords your counterpart uses? Are you actively listening and making them feel heard?

  5. PRIMING/ANCHORING -- Plan your opening with a primer based on your meeting objective, and anchor your ask strategically.