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[USE PERSONALIZED RELEVANCE] "For your county, this could mean losing invaluable historical documents and vital information that impacts community services, especially as we face increasingly unpredictable weather."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[USE PERSONALIZED RELEVANCE] "For your county, this could mean losing invaluable historical documents and vital information that impacts community services, especially as we face increasingly unpredictable weather."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