How to Make Two Million Bucks
If you see one true buyer a week (50 annually), and convert half of them (25) to clients, and your average project fee is $50,000, that's an annual income of $1.25 million. And if you are successful doing that the
If You’re Afraid, Then You Ought To Be
One of the greatest factors in failure is the fear of losing business. This fear puts you on the defensive, makes you subordinate and even obsequious, and almost always loses business (or results in horrible business). If you want to
Excuse Me, But I Have Something to Offer
If you want to overcome fears, guilt, trepidation, and other obstacles to your performing well in marketing, just change your mindset. Instead of believing that you're "selling" something, and that you either win (get the sale) or lose (don't get
Let’s Talk
Don't go to a "sales call," go to a conversation. Don't interview someone, have a conversation. Don't treat a question as hostile, have a conversation. When your default position is a competition instead of a conversation, you're going to lose quiet
Referrals
The retail auto, insurance, and real estate professions—to name three—rely extensively on referral business. The all-stars therein are adept at eliciting referrals. You don't have to rely wholly on them. All you need are a couple a week. Those others' careers
The Power of Absence
Jumping on a bandwagon is not a good idea. I'd rather watch it race by, out of control, until it crashes in a ditch. I'm thinking of bitcoin, or multi-level marketing (Ponzi schemes), or pet rocks, or all those derivative
Rebooting
If you want to rekindle relationships with buyers, tell them you were thinking of them when you found some ideas that would immediately apply to them. And to show they're special, don't use email, use the phone!
Is Anyone Really Out There?
This is the marketing business. That means that, no matter how wonderful your ideas, approaches, or IP, you must bring them to the attention of an economic buyer. More people have succeeded with average approaches and timely, focused marketing than have succeeded
Outside the Circle
Villanova beat Kansas last night in the NCAA Final Four because they kept making three-point baskets while Kansas made two-point baskets or one-point foul shots. If I make three points and you make two points on equal shooting, I will
Compound Interest
If you improve by 1% a day, in 70 days you're twice as good. If you market a little every single day, in the near future you're going to be very successful. But if you don't market every day, because you