Command Attention with Insight Practice

Command Attention with Insight Practice

Directions: Start with a professional introduction; Share the purpose for your visit and move right into your Opening with Insight statement.
Example:

[LEAD WITH THE UNEXPECTED] "We've discovered something surprising - 91% of unprotected records become unsalvageable within 48 hours of water exposure."

[USE PERSONALIZED RELEVANCE] "For your county, this could mean losing invaluable historical documents and vital information that impacts community services, especially as we face increasingly unpredictable weather."

[END WITH A QUESTION THAT MAKES THEM THINK] "How prepared is your team to protect those critical records from potential disasters?"

Practice Scenarios

Scenario 1: The New Clerk

Background:
  • Recently elected County Clerk
  • Previously worked in private sector tech
  • Inherited major backlog of deteriorating records
  • Ambitious modernization plans
  • Limited government experience

Exercise: Create opening using modernization angle

Scenario 2: The Veteran Official

Background:
  • 20-year County Recorder
  • Highly respected in state association
  • Recent flooding in neighboring county
  • Budget pressure from commissioners
  • Approaching retirement, thinking about legacy

Exercise: Create opening using risk/legacy angle

Scenario 3: The Tech-Focused Leader

Background:
  • County Clerk for 5 years
  • Chairs technology committee
  • Pushing for digital transformation
  • Storage space at capacity
  • Rising commercial request volume

Exercise: Create opening using efficiency/service angle

Scenario 4: The Budget-Conscious Director

Background:
  • New fiscal year planning
  • Pressure to reduce costs
  • Growing backlog of requests
  • Staff overtime increasing
  • Competitive pressure from neighboring counties

Exercise: Create opening using financial impact angle

Remember: The goal isn't to tell them everything you know. It's to say the ONE thing that makes them want to know more.

AI Prompt to Gather Surprising Facts and Emerging Trends

Analyze records management and preservation trends for [County/Organization]. Focus on finding: SURPRISING STATISTICS * Emergency restoration costs vs. prevention costs * Record loss rates and impacts * Response time comparisons * Staff efficiency metrics * Citizen service impacts UNEXPECTED FACTS * Environmental impact on records * Storage condition effects * Modernization success rates * Community impact stories * Recent incidents or close calls EMERGING TRENDS * Changes in public access demands * New preservation challenges * Technology adoption patterns * Budget allocation shifts * Staffing requirement changes Compare with: * Similar sized counties * Recent modernization projects * Emergency response situations * Successful transformations Format insights as specific data points that can command attention in sales conversations.