Read up on Social Networks: Integrating Competitive Intelligence into Marketing: Part 3

In the cooperative spirit, today’s post provides books and blogs to help you spruce up your social networking skills, the key on-line communication and connection media. A targeted social networking strategy is a strong and essential ingredient to any research project!
In addition to this book list I suggest you follow blogs to stay up on the latest. All these authors have blogs. In addition I recommend Chris Brogan’s, Hubspot and Duct Tape Marketing. You have one last chance to attend this AMA workshop in Chicago on March 12. http://www.marketingpower.com/Calendar/Pages/2009IntegratedCompetitiveIntelligence-Chicago,IL.aspx

Honoring Maya Angelou

The world has lost one of our greatest women this week, Maya Angelou. She has impacted my life with her statements, particularly this one. “I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.” Thank you Dr. Maya Angelou

Motivation: Treat Them the Way They Want to Be Treated

I am most fascinated by what motivates people to share, and how to figure this out quickly, especially during a telephone conversation where you don’t have the benefit of body language. Contrary to what I have been taught: “Do not treat others like you would want to be treated.” Treat them the way THEY want to be treated.
I have applied Johari’s model to classifying those we talk to in the collection process. It’s helpful to be aware of their pre-disposition towards sharing versus what they know. My classifications are: Egocentric; Deeply Knowledgeable; Intellectual and Helpers.

Benefit from Analog Communication aka Conversation

When you rely solely on the Internet and social media as sources of intelligence, you just have your interpretation of what you think is going on. You perpetuate your blind spots, which we all have. That’s why I like to engage in conversation with others when I seek information for important things in my life. It’s a relief to me that leadership in America is stressing the importance of conversation. Perhaps there is some correction from the imbalance and overreliance of digital connections to provide us with the answers we seek in our personal and business lives.

7 Steps to Prepare for a Choice Conversation

I realize how much choice I have for just about everything I do in life, especially how I spend my time. The same thing is true when I conduct an interview to gather information to help clients make important strategic or tactical decisions or conduct a coaching session. How do I realize choice when interviewing?

Follow these 7 steps and you will be prepared for a choice conversation, that is you will have the choice to direct the conversation flow, since unlike the person you’re interviewing, you will be in the zone to maximize your collection during this conversation.

The Why, What & How of Win/Loss Analysis

A week ago I delivered an IntelCollab webinar on win loss analysis, and have now posted my win loss analysis slides on my Slideshare account. At the conclusion we had time for a goodly number of questions, which I have recapped below. For those who are unfamiliar with win loss analysis, it is the process of interviewing customers and non customers, usually over the telephone, as to why they chose to do business with you or another service provider. You tally up the results of these telephone interviews, and provide quantitative and qualitative analysis based on what you learned from the interviews. It is my favorite tactical competitive intelligence practice since you learn so much from these short interviews, much of which you can take action on almost immediately.

Elicitation with Enthusiasm

I have been using elicitation techniques for many years, but not quite in the military intelligence way, which seems like using the other person in a more negative way. These techniques take advantage of human tendencies to complain, gossip, correct and inform, which certainly works. However, I like to capture the human desire to be happy.

Tips to Improve Your Collection Interviews

I recently gave a webinar on “How to improve your collection skills through interviewing and elicitation.” I particularly enjoyed the Q&A and will share my 2 favorites: What are some tips to get the interview in the first place? Reaching people live, referrals or customized email requests leading up to a phone call? How do you differentiate yourself from a telemarketer? Do you say what you’re doing?
Remember it’s not just what you say, but how you say it that makes you a successful interviewer.