With the right temperature and a little wet snow, anyone can make a snowball, but my friend Jimmy makes them all day, everyday, in sunny San Diego.
I had another excellent call with Jimmy and a potential client today. After the call, a light bulb went on and I realized what makes Jimmy such a great entrepreneur.
He only thinks in snowball.
Every component of every deal has the capability to snowball. Everything has high probability growth potential. I can’t ever remember Jimmy discussing a deal by saying, “that’s what we’ll sell. That’s that and we’ll move on to the next deal.”
It’s always designed to snowball.
But here’s the key. The snowball isn’t just for Jimmy, it’s for the clients too. He is a master at layering snowballs. Many deals involve three or four parties and Jimmy is particularly skilled at identifying each party’s needs; what they want and what they can give up without much pain. He sees multi-faceted win-wins like a Grand Master chess player sees so many moves ahead. And then he authentically articulates these win-wins so the clients see them too, which makes the sale that much easier.
How do I know Jimmy will be successful?
Eventually, a bunch of layered snowballs create an avalanche.
[photo by: nata]