Harry's four books have earned over $21 million in sales in 24 translations. His first, Selling the Invisible, spent 36 consecutive months on the Business Week best seller list, and appears on numerous "best business books of all time" lists. He also is featured in The Ten Secrets of World's Best Business Communicators and over 90 other business books. Harry graduated Phi Beta Kappa from Stanford University and from University of Oregon School of Law, which led to a law clerkship to a federal judge. In 1986 he was named creative supervisor of Carmichael-Lynch, four times Advertising Age's choice as America's most creative agency. Harry serves on the Board of Directors for the Stanford University Department of Athletics, advises a cancer foundation, and teaches second grade part-time. A co-founder of one of the world's premier road races, the Cascade RunOff, he has run more than twice around the world since 1975. A father of five boys and a girl, he lives overlooking a Minnesota forest with two of his true loves: his wife--the author Christine Clifford Beckwith--and his work.
Topics
Hailed by the top executives of Procter & Gamble and ABC as "amazing," Harry Beckwith's painstakingly customized presentations on sales, marketing and customer service have earned perfect scores from over 96% of people attending his worldwide presentations--and prompted one executive to say, "you told our people things about our business that they didn't even know!" Drawing on unique examples -- Pulp Fiction, the mysterious success of Yahoo!, and stories of ugly kittens, Pablo Picasso, Bell South and many Fortune 200 clients -- Harry clearly isolates the four keys to growing a service business in presentations that are sincere, engaging, witty, moving, and in the end, enormously inspiring.
What Clients Love
This presentation is an expanded version of the four keys presentation, and again reveals the nine keys - from affinity and predictability to the four most powerful words in any relationship - using vivid, and sometimes amusing, examples from many businesses of all sizes. This presentation is ideal for anyone in a company or organization that has contact with customers and clients, and is particularly well received by professionals, such as those in financial services, healthcare and technology services and consulting as well as consultants, accountants, lawyer and physicians.
This presentation can range from 1 hour to 90 minutes.
The Four Keys
The favored "four keys" presentation uses the very effective device of the famous 1970s Folgers Crystals commercial to answer the question, what attracts clients to your service and leads them to choose it? The four keys are: price, brand, packaging and relationship. For each key component, Beckwith offers vivid illustrations of companies succeeding in these areas. In each instance, he both outlines the issue and identifies specific steps people can take to improve their pricing, enhance their brand, and improve their visual presentation.
Typically, the presentation then breaks down what Beckwith has identified in his work with Bell South, Wells Fargo and Petsmart primarily, the nine key elements of an extraordinary client or customer relationship. Again, he gives specific ideas on how members of the audience can begin to master each of these elements.
These presentations range from 1 to 3 hours.
What I loved best about You, Inc. is that in short stories and examples you discover strategies for selling, planning, relationships (which we are hearing so much about these days), and attitudes. They also reinforce the need for integrity in what you do.
One of the things I struggle with is remembering names. There are a couple of great examples of how to develop the ability to put a face and name together. I also enjoyed learning how to strengthen my relationships, and why our relationships are so important to our business success.
I like little books. Little books that I can keep within reach for that moment of inspiration or motivation that these books offer. This is one of those little books that will always be within reach to help me move past any obstacles that might come my way. Check it out. If you’ve read it, offer up a comment!
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Ed Artz
CEO and Chairman
Procter & Gamble