Each year I go to industry trade shows and I find some people who have achieved extraordinary results since our last meeting, while others seem stuck and haven't moved at

Entrepreneurial Invisibility

Many businesses and professional practices struggle, not because they aren't good at their chosen profession, but because they're essentially invisible to their target market. They may be great at what

The Difference Between Product Buyers and Solution Buyers

It's great when people just want to buy our products and services, but that group is only ever a small part of the entire market. So how do we get

Attracting Larger Clients

Time after time when I ask our clients about topics they want to know more about, the subject of attracting larger clients comes up. So, in this episode we'll tackle

Intelligent Repetition of Contact

Success in sales is dependent upon intelligent repetition of contact. We need to be able to reach out to people lots of times, in lots of different ways and keep

Programming Clients to Choose You

How many of the people in your market, who need the products and services you offer, are pre-programmed to go directly to you, without considering any other options? Or perhaps

12 Obstacles to Creating Top of Mind Awareness and Dominating Your Market

Today, I'd like to share with you the audio of a presentation I did on the twelve obstacles to creating top of mind awareness and dominating your market. This is

Who is the Leader in Your Market? Is it You?

Hi and welcome to the podcast, this week I'd like to share the audio of a presentation I did recently on the topic of how to be the leader in

Are We There Yet?

We've been talking a lot lately about different levels of awareness, from the entry-level awareness necessary to let someone know we exist, to the comfort-level awareness we need for prospects