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
Necessity
Something is a luxury until you successfully use it once, when it becomes a necessity. I'm so spoiled by the highly effective touch bar on my new MacBook Pro that I keep reaching for one on my big desktop Mac. Create
How to Talk to A Rocket Scientist
If you want to be able to talk to almost anyone about almost anything, read widely. The worst books to read are business books. Read fiction, biography, history, science, philosophy, and so on. Read books on the best-seller lists. This is
Creating More “Best” Clients
A great many professionals try to mix their clients with their prospects to create "evangelism" which will forge new business. Fair enough. But think about this: Your fastest and best route to new business is to specifically mix your best clients
First, Let’s Agree This Partnership Will Work
Don't walk into a prospect meeting as though you have to "win" something. This should not be an adversarial relationship. Walk in with the intent of agreeing on how the two of you can partner. (And when I say "two of
If You Win, I Win
Walk into a meeting with the buyer with the attitude that you have everything to gain and nothing to lose. You can't walk out any poorer—no one is going to take your money, and you'll have learning experience no matter
Exploiting Success
Do you track unsolicited referrals? Do you ever receive them? If so, from what source? One time I received scores of subscriptions for one of my newsletters in a single morning. I asked a sample of those people why they had subscribed,
Are You in the Marketing Business? (Maybe Not)
If you think you're in the marketing business, but you're afraid to make predictions, or to criticize some popular position, or point out approaches that are bogus, or take strong stands, then you ONLY THINK you're in the marketing business.