Archimedes and Sales
We hear a lot today about "scalability." I prefer the word "leveraging." I believe you achieve the former thought the latter.For example, there are three monetary components potentially present in any "sale":The immediate assignment or project. Expansion business during
Emergence
Join me for a free livestream event on Emergence, Sept. 29 at 11 Eastern US time: https://livestream.com/accounts/21314230/events/9293626It will be recorded so you can watch it at your convenience. I'll be talking about what to expect in the months ahead, how
Evangelism
The future of selling is all about evangelism. Are your customers and clients "marketing" for you by word-of-mouth and unsolicited referrals? If not—if you don't have a steady stream of inquiries from people who have been told about you by
Weaponizing Volatility
People who have communities, formal or informal, have been far more successful during the pandemic restrictions. By "successful" I don't mean sustaining themselves, or minimizing losses, I mean growing their businesses. When you have people who routinely depend upon you and your
Symbolism
While it's important to bring injustice and everyone's accountability to eliminate it to public attention, I think you would agree that key is to do something about it and not merely acknowledge it. We need basic changes in the way we
Business Thermometer
I'm coaching people at the moment in 16 countries and all across the US and Canada. Here is my anecdotal finding at this point:40%: Doing quite well, either at the same high business level as pre-pandemic or at a higher
Guess What?
Marshall Goldsmith and I, writing Lifestorming together, agreed that if someone intent on improving something can't get it done (or substantially begun) in 30 days, they're not able to do it without help. Have you restored your business to a fulfilling,
Come Fly With Me. Not.
Yesterday, I had a 7 am coaching call with a client in Melbourne, the following one in Taipei, and a third in Oslo, all by Zoom. Later, I had one in Shanghai.Are you allowing "restrictions" to restrict your thinking and
Speakers: You BUILD your value to raise fees, you don’t LOWER your fees because you fear reduced value
Stop viewing remote speaking as a disadvantage and of less value. Make a case that it's more valuable. The speaking profession took a hit because most "professional speakers" are also lousy marketers (they give advice that they can't follow themselves.)The client
A Little Education
If your proposal isn't accepted, ask the buyer: "What could I have done better or differently to have been successful in working with you?" If you find a pattern, you'll know what you have to change.However, do the same with
