Warning: The next step – on the way to what you want – will be scary.
One in a hundred looks ahead, pictures what he wants and works towards it. The other ninety-nine look at where they are today, at today’s limitations, and say “Oh well, I’ve got these limitations. What’s the most I can hope to achieve with these limitations?” The Ninety-Nine are settling for what they believe they can…
Rockets exploding nearby. When do you say “Enough!” in your life?
You let anything slide for too long, and sooner or later, you’ll be picking up the pieces. You push anything too far, and sooner or later you’ll pay the price. I’m sitting in my local coffee shop and writing. Neighbors who see me here so often joke and ask me if this is my office.…
How to answer “But have you worked with a company like ours?”
Strike at the root – while everyone around you hacks at the leaves. It’s simple when you learn to see what others don’t see. Take, for example, the question of “Tell me about your track record.” Or “Tell me about your experience.” Or “Have you worked with companies in our industry?” Warning: Answer these questions…
How Greg went from zero response – to 15% with a few small tweaks.
Greg is working with me to build a consistent flow of great clients in his niche. A few weeks ago he sent an email out to 46 companies he’d like to be doing business with. A week went by. Not even ONE reply. Nothing. Complete silence. He was IGNORED. “Send me the email you sent…
How Nick Jervis sent four emails and got four new clients
Nick Jervis is a UK based marketing consultant and someone I’m proud to count amongst my clients. Nick’s goal when he came to me was to attract a steady, consistent, predictable flow of his ideal clients. Right click here to download the .mp3 . He wanted to set up a marketing system that would bring…
When to talk to your customer like you’d talk to an 11 year old
Two years old is a great age. My two year old, “A,” still talks, walks and runs funny. And she has that pure-joy smile that most of us lose at around three or four. Her awareness and understanding grow daily. Latelyy, she’s been surprising us by making a relevant contribution to what my wife and…
It’s NOT the economy. It’s you.
Any serious entrepreneur knows that if they’re stuck today – it’s not the economy. It’s them. They ‘get it’ that this is not a statement of blame. The opposite: It’s an acknowledgement of a power and ability to do and achieve far more than they’re achieving today. If you’re running a billion dollar business, then…
The fruitless crusade to turn prospect Hyde into customer Jekyl
Can you turn a lousy prospect into a great customer? Of course not. But I bet you’ve tried – more than once. I have. Who hasn’t? So why do we waste our time talking to people who will never buy? To answer that, I’m afraid I need to get a tad philosophical. We humans have…
Sales trainers still peddle this hooey. Don’t buy it!
It is hard to believe that sales trainers still peddle this hooey. It is even harder to believe that a company as large and sophisticated as Orange – a large cell phone provider – fell for it. Here’s the story. About five years ago I was between meetings at an upscale mall in the Tel…
Is not finishing projects self-sabotage? I think not…
An entrepreneur in a mastermind group I belong to was frustrated – and wrongly he blamed himself. He started to wonder: “Is my pattern of starting and stopping projects subconscious self-sabotage?” Same for his tendency to be reading four or five books at once. There were a flurry of responses from others affirming the tendency…