The one thing that I can do to generate more new business is to consistently walk my storytelling talk.
In practice, this means resisting the appeal of defaulting to dumping information and advice.
Too many service-providers are seduced by the appeal of delivering information and advice by way of autopilot. Upon hearing a familiar issue, their brains switch to autopilot. They wait for the client to stop talking so that they can auto-dispense familiar information and advice.
It’s an occupational hazard for service professionals. Kind of the advanced version of the story of my meeting with Alex.
The moral of my one thing story? Remember to help the audience by means of story-telling. In other words, educate with parables.