Posts filed under: Get More New Clients

A few years ago I launched a copy review service — an experiment of sorts. I never promoted it much, but many people purchased it. For reasons I can’t explain, I took the link to the service down a couple...
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Yesterday, I mentioned I found a number of white papers, reports, etc. I released years ago as part of lead generation activities for my services. I re-released the first paper yesterday and am offering another one in this post. This...
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There are five truths to getting in every quota carrier should acknowledge and embrace: Truth #1 — If you can’t get in you can’t sell It’s obvious. If you cant’ get in front of a decision maker, there’s little chance...
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What is a worldview? A worldview is the way you or someone else views the world. It’s the environment we work in, the things we care about, the rules and regulations that form parameters around our work-life, our influences and...
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I’ve written before on my belief getting in is the greatest sales skill of them all — greater than qualifying, advancing, and closing a sale. The reason is simple, if you can’t get in, nothing else matters. It’s impossible to...
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Advantages are often confused with benefits in marketing and sales communication — mucking-up a core story. As salespeople, we too often tout advantages as the reason to buy from us — a big mistake. Advantages are the things you can...
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Leaving the post office not long ago, I picked-up a flyer from a local business — a party and event company that supplies everything for a celebration including balloons, tents, lighting, and catering services. How do I know this? It...
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The image above is a pic I took of my whiteboard yesterday following a conversation with a colleague — we were discussing core stories and their affect on marketing and sales efforts. The board holds the notes I wrote while...
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Reason to believe is a huge part of a compelling core story, it’s the reason a prospect feels secure becoming a customer. Reason to believe is a form of proof the benefit you offer is real and the price is...
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