CASh episode 6: When They Say ‘Prove You Can Help!’
What do you do when you’re talking with a potential client… And they throw this at you: “Prove that you can help me.” Also: How do you know if your prospect is ready for a proposal? You’ve had that happen to you, I’m sure, when a prospect says, “Send us a proposal.” And you send…
CASh episode 5: Wrongly Thinking You Must Demonstrate Your Expertise
As you work to create a consistent flow of your ideal clients, you’re likely to feel: “I need to demonstrate my expertise.” “I need to establish my credibility.” Or you feel you need to prove smart you are. To prove that you can help them. This will often show up in your sales conversations where…
CASh episode 4: To Be Free! And Lead Others to Freedom!
Where the average person sees limitation – the Alchemist sees freedom. Where the average person sees freedom – the Alchemist sees limitation. People often assume that “freedom” is the ability to do what you want without external limitations. It means having the money you want to buy anything you want. To travel anywhere you want.…
CASh episode 3: How To Always Know What To Do Next
Does your marketing feel haphazard? All over the place? Unfocused? Then you’re probably hacking at the leaves. Skidding across the surface. Working from the top down instead of from the bottom up. Watch episode 3! When you’re working from the top down, you’re all over the place. You bounce from thing to thing. When you…
CASh episode 2: Sales is Leadership
Sales is leadership. That’s not how most people think of it. But if you are a consultant, a coach, an expert – sales is leadership. But as soon as you deeply get that sales is leadership, it will become so much easier to sell your consulting, coaching and expertise. If you are a consultant, a…
CASh episode 1: The Master Model for Being A Well Paid Expert
The Client Alchemy™ Show – recorded live with Dov Gordon. I wanted to do something like this for a long, long time. And it finally clicked in my head for how to go about it. You don’t need a complicated business and marketing plan to succeed as a consultant. Whether you’re building a new consulting business…
How To Start A Follow-Up Sales Conversation
Contrary to what some like to teach, you’re not going to close every sale in your first conversation. Sales is leadership. Not beating someone into submission. And so it’s inevitable that you’ll be having follow-up conversations with potential clients. But your follow-up conversation has to be handled with aplomb. You never want to…
Case study: Patrick Stroth, Plenty of Clients and the Insurance Industry
If Patrick Stroth could do this in the insurance business… you could do it in yours. What did he do? He learned how to stand out. And he’s been enjoying double-digit growth as a result. Listen to my conversation with Patrick: right-click here to download Insurance is one of those undesirable items. I take a…
The “Run uphill into gunfire and dive naked into icy waters” client attraction method
So as you may have figured out, the ‘strange’ boy I wrote you about the other day was the great Theodore Roosevelt. And the quote is from his exceptional biographer, Edmond Morris, in “The Rise of Theodore Roosevelt.” One of TR’s greatest strengths was that he really didn’t care what anyone else thought about him.…
Bet you never see this athlete on TV… (roll eyes)
Bet you never read about THIS Olympic athlete. He gets up early and quickly gets busy. First he works on his website, because one day people will be reading about him. Then he spends time building his Facebook fan page. He goes to networking meetings with other wannabes where they each talk about all the…