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🦉 10x curiosity - Rule of Seven - a sales tip applied to engineering success

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🦉 10x curiosity

October 13 · Issue #229 · View online

🦉 A weekly sample of links that made me think 🤔


Thinking…
Also published on my 10x Curiosity Blog
There is a classic rule in sales that you need to have at least seven contacts with a client before they will buy from you. Known as the “Rule of Seven” it is a guiding marketing principle created by Dr. Jeffrey Lant. As engineers we are often not in the business of sales in a classical sense, but inevitably find the success of our projects depends upon the engagement and buy in of internal “clients”. 
This rule highlights the importance for an engineer to work on their soft skills and building networks. 
For projects that you are working on, how frequently are you engaging stakeholders to ensure that by the time the project is approaching implementation you have made seven contacts? 
Across a broader context, how are you keeping in touch with a wider cross section of stakeholders? This can be on a less frequent basis so that the required seven touchpoints are already reduced should you find yourself working on a different project or require a different set of resources suddenly. 
Importantly these touchpoints don’t have to be anything more than a friendly chat and “how you doing” conversation. There doesn’t have to be any further agenda than just a genuine interest in the other persons world, or a brief note to a group of stakeholders providing an update on what you have been working on and how it might apply to problems they have. Whilst there is every chance they won’t be interested this time, you will find that you are slowly building a profile and body of trust that will mean any future barriers will be much lower when there is something you can help them out with.
The Linked-In post “How many touches makes a sale” provides a handy checklist of questions to work through to ensure people you are working with get the information they need to feel comfortable with your offering or project. Critical questions you need to have answered for them to be comfortable include:
  • Is the problem they have one that you can solve?
  • How does your solution work?
  • What are they going to have to do before you can start? What else will be expected from them?
  • How much is it going to cost?
  • What results can they expect? How long will it take to see results?
  • Who else like them have you helped? What other kinds of proof do you have that it works?
Further reading

If you liked this...
Links that made me think...
It's 2020 and you're in the future — Wait But Why
Does capitalism need a radical redesign to become more inclusive?
According to Warren Buffett, Honing This One Skill Can Improve Your Worth by 50 Percent
Input as collage - Austin Kleon
The Highest Paid Person's Opinion
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