Interview on Wharton Business Radio on SiriusXM

Hi, friends.  This summer I had a lively discussion with Wharton Business School professors Barbara Kahn and Americus Reed that originally aired live on July 11, 2018 on Sirius XM Channel 132, Business Radio Powered by The Wharton School.  The full 30 minute conversation is now available online at:  https://shows.pippa.io/wbr-guest/doug-fletcher We discussed how selling our expert services [...]

Interview on Wharton Business Radio on SiriusXM2018-08-29T17:08:33+00:00

The Law of Specificity

There's an interesting truth in consulting & professional services (aka - expert services) that I think is worth remembering: The Law of Specificity.  Specificity sells.  Generalities don't. I've noticed that many firms market themselves as real-world, problem solvers.  Management consultants are particularly guilty of this. They provide solutions to complex business problems.  This sounds like [...]

The Law of Specificity2018-07-31T18:55:38+00:00

Conversation with Barry Moltz on AM 560 in Chicago

I spoke with Barry Moltz on AM 560 in Chicago recently about our new book, How Clients Buy.  Specifically, we talked about 'why clients buy from us'. It's a short listen, maybe 5 minutes.  I hope you enjoy it!  https://howclientsbuy.net/business-insanity-talk-radio

Conversation with Barry Moltz on AM 560 in Chicago2018-06-27T16:08:47+00:00

2018 CPA Symposium – McCormick Financial Advisors – Bozeman, MT

A big thanks to Mike McCormick of McCormick Financial Advisors in Bozeman, Montana for inviting me to discuss the client's buying journey at his 2018 CPA Symposium.  The event was well attended by many of Montana's brightest CPAs, and included a number of highly entertaining and interesting speakers from the fields of private equity, law [...]

2018 CPA Symposium – McCormick Financial Advisors – Bozeman, MT2018-06-22T14:31:04+00:00

The Beacon Group – Portland, ME

Thanks to The Beacon Group for inviting me to Portland, ME for a presentation on the client's buying decision journey and a How Clients Buy book signing.  Beacon is a growth strategy consulting firm serving an impressive list of clients in the Healthcare, Technology, Industrial and Defense industries.  Not only are they wicked smart, they [...]

The Beacon Group – Portland, ME2018-06-21T14:18:12+00:00

Buyer’s Mind podcast with Jeff Shore

I recently spoke with Jeff Shore of the Buyer's Mind podcast about The Myth of Likeability.  It's kinda long, 30ish minutes, but I think there's a kernel or two in our discussion that'll be worth your time.  Enjoy!  https://lnkd.in/gwGzPYD

Buyer’s Mind podcast with Jeff Shore2018-06-06T23:47:17+00:00

Clients Hire People They Respect and Trust

As a follow-on to last week's blog post titled,The Myth of Likeability, here's the latest in our short video series promoting our new book, How Clients Buy.  This short video is titled, Clients Hire People They Respect and Trust. Thanks to our awesome interview host, Andi Baldwin, who works with my co-author, Tom McMakin, at [...]

Clients Hire People They Respect and Trust2018-05-01T03:15:11+00:00

The Myth of Likeability

Last week I was a guest on a popular sales podcast.  I won't say which one - it doesn't really matter - but it's a reputable podcast, particularly in real estate.  In fact, I felt pretty special as Seth Godin and Daniel Pink were recent guests of the show.  Not bad company, huh? I had [...]

The Myth of Likeability2018-04-13T17:42:21+00:00

Thank you for your support of the launch of How Clients Buy.

Friends and colleagues: I want you all to know that I am very grateful for your support of the launch of How Clients Buy on March 5 by John Wiley & Sons.  Thank you! Every few weeks, we will release a new short video interview where we address the key concepts in the book.  Some [...]

Thank you for your support of the launch of How Clients Buy.2018-03-30T15:25:33+00:00

How Clients Buy – Book Release Celebration – March 21, 2018

Friends & Colleagues: What better way to celebrate the spring equinox than to share a glass of wine together? Hope you'll join Tom McMakin and me for our book release celebration at the Country Bookshelf in Bozeman, MT this Wed, March 21 from 6-8pm. Wine and hors d'oeuvres will be served. P.S. I realize most [...]

How Clients Buy – Book Release Celebration – March 21, 20182018-03-19T17:24:24+00:00