Draw You A Picture?

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“What the hell do you mean, “How?”  It’s right there in front of you!  Do I have to draw you a picture?”

–     Dick Heston (1933 – 2002), my dad, the farmer, factory-worker and best MBA professor a guy never had

He was a very simplistic man, my father.  And I love and miss him more each day.  But where was I?  Oh, yeah, drawing pictures…

If all goes according to plan, we’re buying a home.  It’s really a brilliant plan because we sold the one we live in now.

And, the one we bought is on a street we like a lot.  On a lot we like a lot.  (That was sorta fun to type…)

It needs some work, and we’ve given ourselves almost six days in which to get that work completed, once we can begin it.  That’s the less brilliant part of the plan…

As we’ve interviewed contractors we’re hoping to hire to build a bar (it is a Heston House, after all), we’ve seen every conceivable level of engagement.  We’ve been unimpressed.

We’ve printed dozens of Houzz and Pinterest photos and we can tell you the dimensions of almost any wine fridge ever built.  Oh, and we found out that the sellers weren’t “technically” correct about the availability of plumbing in the walkout basement.

But, the home is on a street we like a lot.  On a lot we like a lot.  So, we’ve interviewed almost everyone that can, or could, build a freaking bar.

All but one of them have said some version of “draw me a picture, and then I’ll do that.”

At lunch on Monday, we met a guy who said, “Yeah, I understand what you want.  Let me draw up a couple pictures and then we’ll be ready to get started.”

The person paying shouldn’t have to draw the picture.  The person paying should rely on the expert to draw up the plan.

It’s the same in B2B selling — and it’s an easier gig if we keep that in mind.

 


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