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Quote by Michael J. Silverstein

“People need to be inspired. They need to hear and believe a story. If you want them to be self-motivated, you need to engage them.”

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Michael J. Silverstein

Michael J. Silverstein, born in 1955, is an accomplished author known for his works in the fields of business, marketing, and consumer behavior. His writings are recognized for their insightful analysis and unique narrative style. more

“I like to take CEOs into consumers' homes to see the "real world." CEOs have privileged lives with big incomes, lots of help, access to just about anything they wish. The average consumer lives on $53,000 a year and has daily tradeoffs and compromises that must be made. I took a CEO into a trailer park so he could observe first-hand - and understand - how consumers use his product.”

“Get out of the office. Roam the frontline. Be observant. Hold your people accountable for creating the new narrative, a new story, in which your customers are the most important "characters". Because, you know, they really are.”

People Knows Important Character Stories Office Creating Customers Narrative Observant Frontline

Author:Michael J. Silverstein

“The most effective CEOs have a primary source for tracking their markets. They meet with their teams frequently enough to keep innovation flowing, to reduce and focus costs, to be energized. They create a tight agenda and they set high goals.”

Enough Goal Focus Team Source Cost Innovation Primaries Agendas Ceo Tracking Primary Source High Goals

Author:Michael J. Silverstein

“Time is a big enemy. Companies have a tendency to drift and to do what was successful yesterday. CEOs need to set a high goal, enforce a time-based output scheme and stay connected all the way down in their organization. They have to do this sincerely every day, everywhere.”

Way Needs Bigs Goal Company Enemy Successful Organization Connected Yesterday Tendencies Schemes Ceo Sincerely Output High Goals

Author:Michael J. Silverstein

“Don't ask your customers what they want. This rule is based on the view that they probably don't know. You have to fully understand them, the context for their needs and their major dissatisfactions.”

Knows Want Needs Asks Views Majors Customers Dissatisfaction

Author:Michael J. Silverstein

“Woo your biggest fans. This rule says concentrate your efforts at understanding on the 2 percent of consumers that personally drive 20 percent of sales and invite their friends and colleagues to enjoy you.”

Enjoy Understanding Effort Fans Percent Consumers Invites Colleagues Biggest Fan

Author:Michael J. Silverstein

“Always welcome your customer's scorn. This rule says read the complaint letters. Categorize them. Decide how you are going to wipe them out.”

Letters Customers Welcome Complaints Scorn Wipe

Author:Michael J. Silverstein

“Looks do count. Deliver visually stunning merchandising. Engage at the point of sale. Help consumers shop with their eyes.”

Looks Helping Eye Consumers Shops Stunning Merchandising

Author:Michael J. Silverstein

Quote by Michael J. Silverstein

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