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Month: July 2023

Personal Development, Sales, Self Development

Jerry McGuire’s 4 Secrets to Differentiating – Part 2 – SHOW ME THE MONEY!!!

Authentically align.  Show you authentically care about what your customers care about (can’t fake this).  The famous scene when Jerry McGuire shouts “SHOW ME THE MONEY” at the top of his lungs demonstrates that he gets what’s important to his client.  If he hadn’t yelled it with unbridled enthusiasm, Rod Tidwell, Jerry’s only hope for a client, would have left him.  I consider authentic alignment when I’m working with clients: if I were them (they?), knowing what I do about how my product service works, what decision would I make?  And that’s what I say: “Mary, I’ve done this a hundred times* and for clients like you, in your situation and with your goals, I’ve made some recommendations that have really worked out well.  Would you be opposed to hearing an example?  Of course they say “no,” and then I proceed with integrity, generally successfully.

* This approach I learned from Oren Klaff in his book “Flip the Script.

** This approach I learned from Chris Voss in his book “Never Split the Difference – Negotiating As If Your Life Depends On It.

Search either of these authors on ProCO360 to learn more.  I have a podcast episode with Chris Voss!

Sales

Jerry McGuire’s 4 Secrets to Differentiating – Part 1

The classic movie Jerry McGuire got me thinking about selling a service.

B2B service companies buy ads, sponsor events, network in chosen sectors, and develop their own programming to bring clients together.  B2C companies buy ads and promote with their websites.  These are all logical tactics – and they are what everyone does.  Differentiating is the key to selling a service, and I think Jerry McGuire demonstrates how to break away and succeed at differentiating.  Here are the 4 Secrets:

  • “It’s a Mission Statement.” Jerry McGuire created the memo that got him fired because he wanted to serve clients with attentive integrity. Not a memo, but a “mission statement,” he spoke out with a bold positioning about “fewer clients.”  Simon Sinek is famous for his phrase, “People don’t care what you do, they care why you do it.”  In the movie, Jerry’s approach with one client set him up as more attractive to the prestigious clients he could not have otherwise reached.

Coming up next…

  • “Show me the money.”
  • “Help me help you.”
  • “You had me at hello.”
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