I work somewhat “backwards.” When I want to sell a book idea to a publisher, I begin with a premise (what’s in it for the reader), and an annotated table of contents (what is each chapter about). The first “yes” I need is from the acquisitions editor (or my agent if I go that route).

Once the book is bought, I then decide what actually goes into each chapter, and that often departs from the original plan.

When I want to obtain business, I discuss with the buyer the salutary results the buyer would like to achieve to improve the business, and why they are so valuable. In the ensuing proposal, I focus on the those objectives and their value to provide a dramatic ROI. I never discuss methodology (I talk about “what” and not “how”) and I close 80% of my proposals.

Once I begin the project, I decide exactly what techniques to employ, and they often depart from the original plan.

Of course, you may have even better methods to achieve success. I’m merely trying to highlight the utility and engaging in outcomes first and then later adjusting to your actual conditions. I coached a woman famed for her expertise in leadership. But she wanted to begin talking about “presence,” though she was being sought for “leadership.”

I told her to accept the speeches for leadership, walk up to the mic and say, “Good morning, my first point about leadership is that it’s really about presence….”

No one buys a drill, no matter what the features, unless they need a hole.

Reach

As mundane as it sounds, the most successful entrepreneurs build great lists of prospects. I call “reach” the combination of large lists that are populated by buyers and recommenders, quantity plus quality. Join me to learn how to build these lists, “evangelize” them, cleanse them, and utilize them for virtually zero cost of acquisition of new business—live, remote, and passive. Three hours on Zoom, also recorded: alanweiss.com/growth-experiences/reach/ There are a lot of consultants with excellent ideas and methodology who simply can’t get on radar screens. This is how you do it.

Alan’s Coaching Confidential Newsletter™

Sign up to receive my unique, monthly, highly targeted newsletter which will contain inventive coaching methodology, case studies, and strange experiences in the coaching trade! I’ve coached thousands of business executives and entrepreneurs globally. Write me for a sample copy: [email protected], subject line: Sample Confidential.

The Remote Millionaire

I think we’ve learned from the pandemic that we can be ever more valuable on a remote basis. This session will focus on how to install that as a major (or entire) aspect of your business. Check out what’s available for you: alanweiss.com/growth-experiences/remote-millionaire/. This could change all your future planning.

Meet Me in London

I’ll be hosting a two-day, high-level discussion of likely business futures globally, financial considerations, global passive income, the new realities of sales, new approaches to strategy, and so forth. There will be a limit of eight people. I’ll also conduct a full-day experience for a larger group, probably a limit of 30, for an entire day which will address new approaches to value based fees, the five essential short-term revenue generators, role playing difficult conversations, the advanced Accelerant Curve, and scaling the practice. At the Baglioni Hotel, across from Hyde and Kensington Parks.

Million Dollar Consulting® for the World

I’ve provided 14 modules with videos from me, from your colleagues globally, slides, and text. They include everything from launch to self-esteem, proposals to fees, closing business to creating a brand. No upsells! It’s only $115. What do you think about a 10,000:1 ROI? We have over 500 people from 47 countries.

Beyond Thought Leadership

I’m bringing six experts and huge successes from five countries, spanning the globe, to a 2.5 session with a series of 90-minute interviews I’ll conduct, plus new IP and case studies. The seventh interview will be with me. Nothing else like this, and it’s far too difficult to coordinate schedules to do it again. So it’s now or never. Learn from your peers how they have scaled their business and built great lives. W Hotel, South Beach, Miami.