The Real Virus
I don't think there's a great deal of value in trying to help scared clients "get through" the coronavirus scare, which is causing more economic havoc than it is health problems. I think the value is in helping bold clients
Yes, We Both Hate Kale, But Then What?
What these primary elections demonstrate to me is that you have to be FOR something, you can't just be AGAINST something. I want to know how you intend to improve my condition. The same pertains to clients. We're all against involuntary
I Create Entrepreneurial Success
When you're asked, "What do you do?" respond with what you create. Move the conversation from methodology to results.
Deep Secrets of Marketing
If you want inexpensive, highly accurate marketing guidance, ask your existing buyers what they read, what events they attend, and to whom they listen for advice. That's where you publish, that's where you speak, that's where you network. Seriously, when is
Standing Room Only
We visited the new and impressive Hudson Yards in New York City last evening. The shopping is incredible, there is a surfeit of outstanding dining, a rather bizarre piece of art (The Vessel), and you can live, work, and spend
Cement
Here's the question you ask before you leave a buyer who has agreed to consider a proposal which you'll create and send within 24 hours: "Is there anything at all we haven't discussed—any priorities, impediments, influences—other than fee, which can possible
Creating Community
There is tremendous value in creating a "community" among your buyers where they can interact—virtually or in real time—with colleagues whom they would otherwise never meet, except through your auspices. Those communities (not "tribes") will impute even greater value to
Why We’ll Continue to Say “Let’s Über” and Not “Let’s Taxi”
Trying to legislate against Amazon, because they're able to deliver almost anything the next day and delight their customers, is like the taxi drivers trying to protest Über because they provided clean cars, the drivers of which spoke English, didn't
You Can’t Sell If No One Is Listening
Stop kidding yourself. If you're not actively in front of buyers—whether existing ones, past ones, or new ones—you're not going to build your business. No amount of blogging, newsletters, software updates, association meetings, or home study is going to change
Three Sales in One
There's a difference between marketing to existing clients and new prospects. With the former, you don't have to build credibility and you can personalize your approaches. With the latter, you're best off with referrals and public IP, such as books