Chimney Sweep, Redux

Allow me to put a finer point on a previous email about chimney sweeping. 
 

Had the owner of the company asked me if I wanted my chimney swept, I would have said, “No.”
 

When my neighbor recounted a fire-y story, and asked me if I wanted to not worry about a potential chimney fire, I said, “Yes.”


…


When positioned one way, my answer is no. When positioned another way, my answer is yes. 


For the same service.


…


If you are selling:

  • Accounting

  • Job Costing

  • Cost Segregation Studies


Your prospects might say no, when they would say yes to:

  • Making sure their customers pay them every month

  • Improving their profits on each job they do

  • Increasing their short terms cash flow and freeing up capital to invest more


…


Positioning matters.

Geraldine Carter