Harry Beckwith’s genius x 40 (part 1)

Picture_1 If you have read this blog for any length of time, you know I believe Harry Beckwith to be a modern day prophet.  Or at the very least, quite brilliant. 

Beckwith has mastered what I stumble with every day.  He tells stories that illuminate

He does it in plain language that everyone can grasp and apply to their business. 

In his most recent newsletter, Harry Beckwith's Invisible Ink (subscribe here) Harry talks about his fascination with what motivates people.

He goes on to say that he's come to 40 conclusions surround this question.  I thought I'd share some of them with you.  And maybe if you like them, I'll share a few more tomorrow. 

  • Your biggest competitor is not a competitor; it's your prospect's indifference.
  • Your second-biggest competitor is not a competitor; it's your prospect's distrust.
  • Your biggest obstacle is whatever stereotype your prospect has formed about you and your industry.
  • Prospects decide in the first five seconds.
  • Prospects don't try to make the best choice. They try to make the most comfortable choice.
  • At heart, every prospect is risk-averse, and risks are always more vivid than rewards.
  • Beware of what you think you know or have experienced; memories fail people constantly.
  • For the same reason, beware of what others say they know or have experienced.

So what do you think?  Ring true for you?  Had you forgotten some of these truths?

Related posts:
You need to read You Inc.
Check out my bookshelves
Are we playing the wrong role in our stories?
Stop selling!

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8 comments on “Harry Beckwith’s genius x 40 (part 1)

  1. Steve Harper says:

    I love it! Please give us more!

    Ripple On Drew!!!


  2. Drew: Thanks for this blog. I’ve read all his books but didn’t know about his newsletter. I just signed up. Martin

  3. Jonathan Lenhart says:

    I’m a new reader of your blog Drew and I would love to see more of these conclusions and any other related blogs.

  4. Art Dinkin says:

    Wow, those one liners blow me away! I think I just became a Harry Beckwith fan.

  5. Rush Nigut says:

    I couldn’t agree with you more about Harry Beckwith. Not bad for a lawyer, right?


  6. I knew you guys would love Harry! More from his list of 40 on its way.

    And glad I could introduce a few of you to his newsletter. If you have not read his books, you need to. Go…buy them right now. Really.


  7. kristen says:

    These are very good reminders of everyday tasks. I have not been in the social marketing arena for too long so advice like this is very valuable to me. Thanks for posting this.

  8. Kristen,

    You are very right…Beckwith’s ideas are something we should value. Whether we are old hats in social media or just wading in.

    Glad you found this blog and I hope you’ll come back again soon!


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