The Q&A has proved popular, and I’ve chosen the two, new submissions below. Please send your questions to me at [email protected].

One tip before the questions: Don’t let anyone tell you they have no money. Even non-profits have a lot of money. Money may already be budgeted, but real buyers can easily reallocate budgets if they find a better ROI. That better ROI needs to be you.

Now, onto the questions:

True Buyers

“At least half the time the person who swears to be a buyer is not. My proposal is submitted and I only then learn there a CEO or executive director who not only won’t approve, but doesn’t even think such a project is worthwhile. Is this a product of the post-pandemic, “new realities” you write about?”

—Susanne Worthy-Scott

I’m afraid this isn’t about the times, it’s about you, Susanne. When such problems happen so often, you’re the common denominator.

While some people outright lie about being the buyer from ego needs or resentment, most simply don’t raise the issue if you don’t. So, my advice is that you do so more forcefully. Here are some questions to ask very early on:

• What is your decision making process in the company for such projects?
• Do you, personally, control this budget?
• If you and I were to shake hands, could I begin tomorrow? (An oral contract is legally binding in most places.)
• Are there other people who will question what we agree upon who might ask questions you can’t answer and, therefore, I should meet now?
• Who are the true stakeholders in this decision, and how might I meet them?

I’m not suggesting an interrogation, but if you work these questions into the conversation then you’re apt to determine who can sign the check. Don’t be fooled by size of office or title. For example, in a bank everyone is a vice president!

Networking Doldrums

“I really enjoy meeting people and chatting, I have no qualms about that. But at meetings or events, I don’t feel it’s appropriate—and I’m not comfortable—discussing business or trying to make a sale. Can you provide some perspective about this?”

—Nan deRoss

I coached a woman in Texas once who had a close friend down the road whose husband was an executive vice president at a large insurance company. The woman didn’t know him well, but the two would come over to a monthly barbecue my client hosted at her home. She asked, “How can I possibly conduct a business conversation much less make a sale at a social event?”

I told her, “When you hand him a hot dog, don’t let it go right away, and tell him you’d like to stop by his office during the coming week to discuss some work you’ve done for organizations like his that saved a ton of money. When is a good time? Don’t let go of the hot dog until he commits!”

Keep in mind you’re not trying to make a sale, you’re trying to start a process. That why you don’t want to hand anything out or have long conversations. (Some people stupidly try to hand out their books.) Just begin the process with a simple question, some clear value, and request a meeting. Get their email and cell number if you need to schedule something. Do that enough and you can deduct the barbecues, as well!

Developmental Opportunities

By Invitation Only

This year I’m accepting six people for a 2.5-day meeting, June 14-16 in the Caribbean, and 12 people for a 2.5-day meeting September 6-8 at a resort of the group’s choosing. I have two seats open in June and eight in September. We stay at great resorts, work for a half-day on personal and business issues with peers, and socialize with great meals and wonderful surroundings. Spouses and partners are welcome but not mandatory! Write me to apply and/or visit my website.

Return to Australia 2022

I’ll be making my 19th trip in October, this time to Brisbane, to present a week of unique offerings from passive income and global “reach” to a new strategy approach. Join me and your peers for my latest value to grow your business and decrease your labor facing our “new realities.” Discounts for first registrants. I have limited seating capacity

Million Dollar Consulting^® for the World

I’ve provided 14 modules with videos from me, from your colleagues globally, slides, and text. They include everything from launch to self-esteem, proposals to fees, closing business to creating a brand. No upsells! It's only $115. What do you think about a 10,000:1 ROI? We have over 500 people from 43 countries.

The Role Play Workshop

Join me in Dallas on April 29 in an intimate setting for a day of role play where we exchange roles and practice from “both sides.” We’ll deal with sales meetings, referral requests, networking discussions, expansion business, advisory offers, overdue payments, rejecting scope creep, and whatever else is on your mind. We’ll also be adjusting language to reflect today’s new realities in terms of technology, remote meetings, social mores, economics, strategy, and much more. For example, do you realize there’s a vast difference between “budget” (always strained) and “money” (always available)?

Beyond Thought Leadership

Six “stars” from my community from five countries will be interviewed by me in this live, 2.5 day experience. I’ll be introducing new IP, case studies, and role-plays. And the final interview will be with me. This is one-time only, it was difficult to organize. Limited participation, in Miami in November, register now, no one else can offer this experience for your growth.

Ferocious Time Management

I’m tired of wasting my time hearing people tell me they have no time!!In a rare appearance in San Diego, I’m going to help you ruthlessly organize yourself so that you have time to close business, deliver a remote speech, create a book outline, and learn to tame wild beasts before lunch. Seriously, time is “elastic,” and you can stretch it to accommodate what you need to accomplish. Moreover, most people work too hard to achieve too little. Discretionary time is wealth, not money, but we’re prone to work so hard chasing money that we erode our wealth. Create greater output in a 20-hour week!