Land Bigger Projects by Offering Options
Recently, a marketing firm hired me to help them sell bigger projects. I suggested that they beef up their proposals and pitch bigger projects to their prospects. “We can’t do that,” my client explained, “because we’re already too expensive for many prospects, and losing that …
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Want to Sell More? Stop Trying to Serve Everyone
They say “variety is the spice of life,” and one thing most of us business owners enjoy is that we get to do lots of different types of work, with different types of customers. There are many benefits to this variety, but today I want …
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What You Want To Sell Isn’t What They Want To Buy
We love helping our clients achieve the greatest possible success. But sometimes, it seems like they themselves don’t want that. Many clients only want the most basic, stripped-down version of what we offer. And other clients ignore our suggestions for proactive, preventative work, and only …
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How to Get Awesome Testimonials
Wish more people would hire you with less questioning and fuss? Get stronger testimonials. When potential clients are balking about price, stalling, or otherwise skeptical, it’s because they’re not 100% convinced you can deliver incredible results. You can (and probably already have) told them everything …
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How to Take High Road & Still Make More Money
It’s election season here in New York City, and a lot of candidates’ marketing is designed to highlight the flaws of their opponents. I’ve received many mailings that basically say, “My opponent is a liar,” or, “My opponent is evil.” It made me think how …
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Stop Trying to Be Everything to Everyone
You probably have the desire and the ability to help lots of people with lots of different challenges. Your business may have become known as a jack of all trades. While a diverse group of happy customers is something to be proud of, being all …
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Your Stuff is Awesome, But Prospects Don’t Understand
Why is it that your past customers rave about you, but prospective customers often don’t realize how much you have to offer them? It’s so frustrating when they don’t “get it” and they don’t buy. It’s because conventional marketing is selling you short! I’ve developed …
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Formula for a Killer Elevator Pitch
Want people to perk up and say WOW! when they hear your elevator pitch? Here’s a simple formula. First of all, beware of some common errors people make when introducing themselves: Bottom line: If you’re missing any of the key ingredients in a powerful elevator …
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Three Things I Learned in India
I just got back from two weeks in India, and I found it’s a land of entrepreneurs. Unlike the developed world, where big chain stores dominate the landscape, Indian cities and towns are full of mom & pop ventures. Here are a few lessons I …
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Which Social Media Sites You DON’T Need to Be On
So many sites and so little time! You could spend hours a day with likes, pins, tweets, +1’s and more! Instead of adding to your already-full plate, here’s how to get better results with less time. Principle #1: Don’t Try to Do Everything When it …
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