The $20 Heist
Every day I receive Google Alerts about my name, trademarks, and so forth. It’s nice to see where I’m quoted or where something I’ve written or recorded has spread. However, once a week or more, I receive notice that some of
How to Monetize Ideas
Very few good ideas are ever monetized. They either drown amongst a lot of other, mostly bad, ideas, or they emerge not fully metamorphosed—crystalline, fragile constructions that blow apart in a light breeze. Here’s how to can turn a good idea
Handling Objections: Watch Your Language
If you are having trouble with objections, watch your language. An objection is always a sign of interest, so it’s best to get them out in the open and deal with them effectively. But never become defensive. “Reverse” the objection (as
The Examined Practice
Socrates observed that “the unexamined life is not worth living.” Perhaps the unexamined practice is not worth working. How often are you willing and able to take a critical look at your own professional services practice (or most kinds of business)?
Saying “No” on the way to “Yes”
I’ve written for 25 years that you must be willing to abandon business at least every two years, because you can’t reach out unless you let go. Too many consultants lug around long-time clients like street people unwilling to jettison
Who Knows Where or When?
I frequently critique book ideas of people whom I mentor, and sometimes co-write books, in addition to my personal publishing. The early conversations often go like this: Them: “I want to write a book about the importance of execution.” Me: “The prospective
Newest Million Dollar Consulting® College Graduates
At the Castle Hill Inn in Newport, Rhode Island:
Signs of Trust
How do you know when you've developed a trusting relationship with a buyer? • The buyer asks your advice on professional and/or personal issues. • Your "pushback" is accepted in good grace and responded to. • You both laugh genuinely at shared humor. •
How To Maximize A Referral
We often find ourselves with excellent, spontaneous referrals but seem to treat them as if they're low priority rather than jumping all over them since they're very high potential future sales. Here's how to maximize your chances: 1. Thank the referral
Six Steps to Success
If you’re having difficulties in your consulting business, or want to grow considerably, there are six areas to examine that can immediately focus you IF you’re honest about the responses. Defining yourself: Can you quickly, clearly, and articulately explain how others