Results:

Just keep working as if your prospect were right on time. We all get no-shows It happens. But you can prepare for them So that you can make sure you get something from them. Even if it’s just how you prepare for them in the future. Regardless: You should benefit…

It’s true in sales that the minute you start wanting something, you’ve lost the sale. Every sales coach I’ve ever had Has imparted this wisdom in some form or another: You have to NOT want the sale. Do no harm. Don’t appear desperate. Your prospect can smell it from a…

FYI: The agenda is not for your client – it is for you I send my clients agendas before every session And if I’m being honest I almost always try to weasel out of it But invariably I appeal to my better angels And sure enough, the second I hit…

Precisely where it should be. There’s an expectation that as the sales person You should be putting in all of your time with your prospect Selling But that is not the kind of selling that either of you have time for. See if this helps: Consider shifting your sales call…

Whatever outreach you used to win your new client can also be used to keep them. TL;DR—please do not stop marketing after you close the sale. Instead: Consider using all of your marketing skills and methods Any and all things at your disposal To: Increase attendance at the onboarding Write…

Once your client has paid, the clock starts ticking. How long is your client willing to wait To see the fruits of your labor? Consider: Delivering something of unexpected value After the very first call of your engagement For me, it’s often: A headline A positioning statement A rough draft…

Only perpetual works and here’s why: You’ve seen a fixed lead generator many times Top 10 Ways to Fix Your Business! Typically a downloadable pdf followed by a series of emails Which no one reads because they already have the pdf Which they also did not read. The perpetual lead…