Archive for 'Marketing & Sales'
Are you open to working exclusively with “high-end” clients?
You know you’re really good at what you do. You offer tremendous value. You make people’s lives better. Maybe you even help them make more money.
Yet chances are pretty good that for the sake of getting business through the door, you’ve been tempted to take on clients at ridiculously low fees. Or worse yet, you’ve… Full Story >>>
Keeping Your Business in the Black on Black Friday
From today until the new year, will be inundated with sales and special offers from retailers. It’s very easy to get caught up in the excitement of all the different deals.
When it comes to your business, it can be easy to rationalize purchases that you have either deferred or, perhaps, not even considered before. The… Full Story >>>
Practical Entrepreneurship, Part 2
Last week, I wrote about what I think are practical skills that any entrepreneur needs to develop, acquire, or hire into their business. I wrote about the first four, which are listed below in Practical Entrepreneurship, Part 1, and provided recommended resources. I’ve since refined that list and added one more: Turnkey Systemization.
1. Time and… Full Story >>>
Practical Entrepreneurship, Part 1
As the job market has shriveled up, more people have become “unplanned entrepreneurs.” You may be one of them. I think this is a good thing. And also a bad thing.
The good thing is that people aren’t waiting around for our governments to provide solutions to problems that are multifactorial and complex in nature. Personally,… Full Story >>>
Why the Typical Marketing Funnel Is a Bad Way to Grow Your Business: The Case for High-End Clients
You’re probably already familiar with the diagram of the typical marketing funnel: You start by offering freebies to everyone in your audience, “freemiums” they are sometimes called.
Next, you offer low-priced products and services. After that, you offer medium-priced products and services.
Then after that, you offer still higher-priced products and services. Once you reach the tip… Full Story >>>
Ready to help build the Value Pricing for Prosperity Resource Kit?
As promised, I’ve been developing a Resource Kit for you. And I now need your help…
You see, I’m not the kind of person who can develop ideas in a vacuum, sitting in front of my computer.
Instead, I feed off the energy and enthusiasm of others.
So here’s the thing:
I’ve got elements of this Resource Kit strewn… Full Story >>>
Models and Frameworks: A Simple, But Sure-Fire Way to Enhance Learning, Retention, and the Value You Provide
In my work with participants of the current Get Paid to Get Clients Acceleration Program, one of the things we’re working on is codifying their “signature system,” or “Core Client Process.”
The Core Client Process is a step-wise methodology that takes your client, customer, or patient from where they are now, to where they really want… Full Story >>>
The Upside of Selling in a Down Economy
Let’s face it: No matter how great your products and services and no matter how great your sales track record, selling in today’s tumultuous times is more challenging than ever. There’s no doubt that:
Prospective clients are increasingly cautious and hesitant about buying.
Sales cycles are getting longer and longer, plus there are fewer buyers overall.
Even existing,… Full Story >>>
Ditch Your “Pitch”: How to Sell Based on Outcomes (Not Process)
Imagine that you’re on an airplane and the stranger sitting next to you strikes up a conversation. What’s likely to come up as a topic of conversation? “What do you do?” Right?
And how do most people respond? They say “Oh, I am a _____________. In the blank, insert whatever their title is.
This is a “put… Full Story >>>
Need More Sales? Are Doctors Really the World’s Best Salespeople?
“Selling.” “Sales.” “Sealing the deal.” “Always be selling.” “Closing the deal.”
I don’t know about you, but as an entrepreneur, whenever I hear these terms, I get the creeps and hives. And as a consumer, I don’t want to be “closed” or “sold” on something.
The same fears and trepidation about selling exist equally for anyone whose… Full Story >>>
