What You Say About What You Do
"You have to create value in the sales process, create value in all the communication that you're putting out there. When you do that, you're already positioned better and differently.
Category
Messaging
Stop Following the Followers
If you're just copying what everyone else is doing, and 80 percent of the market is doing that, you're just going to be seen as part of that group. So
How to Get More Leads… Fast!
If you're in a situation where you know you need to get more leads -- you need to generate more and better leads -- there are very specific ways of
Broke Experts: Excellent Performers, Struggling to Pay Bills
Over the years, I have met and talked to many broke experts. People who are exceptional at what they do, but struggling to pay bills because they can't get enough
Creating Value in Your Communication
Most people don't consider the idea of creating value in their communication. So if you're doing this, obviously, you're not telling your customer "well, I'm here to create value in
Marketing & Selling are Not Like Begging
It's the holiday season and this week I stopped by my local Walmart to pick up a few things. As I walked in I noticed a Salvation Army volunteer standing
Getting Referrals Proactively
When your best clients talk to other people about you, what do they say? If you're focused on getting referrals you'll need a good answer to this. And you'll need
Are You Clear on Your Basic Messaging?
Until you get crystal clear on your basic messaging, who you serve and how you serve them, you'll find yourself attracting either no clients at all or the wrong clients,
The Intent Behind Your Sales Message
In our last episode, we discussed the fact that there are more ways to reach people now, than ever before. As a result, we're all bombarded and it's harder to