The Entrepreneur and His Fears

Fear is a sneaky companion. As you well know, from time to time Fear will surprise you. He may jump out in the middle of the road as you drive by and your heart will leap as your foot hits the brake and your hands seize the wheel. But usually, Fear just walks at your…

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Hitting 50 – but not your potential?

He threw down the phone.  Leaned back in his office chair and put his feet up on the desk. Seeing his scruffy shoes and stretched socks he threw his feet back to the floor in disgust. “We were very impressed with your proposal,” they had said, “but we decided to go with the others.” We…

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How to elegantly answer the “BUT do you have experience in OUR industry?” question.

Hit play to listen to this 5 minute podcast: Right-click here to download the .mp3 . If you’re selling a service of any kind, or even many products, you’re going to come across the person who asks “BUT do you have experience in OUR industry?” You know, something like, “We’re looking for someone with at least five years experience…

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How to cure ‘lemme-get-back-to-you-itis’

Last week on one of our Plenty of Clients group coaching calls, the question was raised: “What’s the best way to elegantly follow up when a lead says, ‘I’ll get back to you’?” These situations come up all the time. You meet someone, you have a great conversation, and they promise to get back to…

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Two situations where you should quit

So, how do you know if it’s time to quit? Will your hard work eventually pay off?  Or are you on a path that’s doomed to fail? How can you tell if you should keep going – or cut your losses? A Plenty of Clients member asked me that on a recent coaching call. Here’s…

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Four buckets to simplify your business

A common ‘shock’ for corporate refugees who ‘open shop’ as a consultant, coach or the like: “I didn’t realize just how much there is to do.  When I was in corporate, there were all these other people taking care of so many things, but I just took it for granted.  Now that I’m solo, it’s…

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Tail-Wagging-The-Dog Thinking

It’s remarkable how many entrepreneurs are comfortable…  And unhappy. Yeah, you’d like your business to be better.  But you only go after it half-heartedly. Why? Because you engage in tail-wagging-the-dog kinda thinking. For example, a consultant making about $85,000 a year tells me he’d like to get to $250,000.  Or even more. “But my family…

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Sales IS a numbers game. Sales is NOT a numbers game.

There’s a lot of money to be made in taking an extreme, opinionated position. For example, get up and tell everyone that sales is a numbers game.  People will follow you.  You’ll be able to sell them stuff.  And you can build a business on that. Get up and tell everyone that sales is NOT…

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He finished a 6-figure project and… now what?

Consultant Scott Yankton finished another six-figure engagement, and asked himself “Now what?” Up to that point, all his clients came from referrals.  But waiting around – or begging – for referrals isn’t an elegant way to grow your business. Scott knew that it was time for a marketing system.  Something that would bring leads to him…

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Why men’s dreams get crushed

  A man from the neighborhood walked by with paint stains all over his pants and shoes. Seems he’s been doing painting jobs.  Nothing wrong with that.  It’s fine and respectable work. But I do remember how a number of years ago he had been all excited about an idea he’d hatched up for an…

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