Guest Articles
The following is the most effective and powerful sales approach of all. However, it is not a bunch of fancy words, a slick set-up trick or a crafty confidence building scheme. In fact, the most powerful sales approach ever, is … (READ MORE…)Mos…
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A really basic introduction to copywriting. In my previous article, I said that when you identify the problem you solve and who you solve it for, attracting the customer becomes easy. All you need to do is ask them if … (READ MORE…)How Do I Att…
Late or non-payment is of particular concern to both new and established consultants. We all know or have at least heard of the damaging effects of badly managed cash flow to businesses. Failure to collect cash on time from clients … (READ MORE…..
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There are two schools of thought on this. Many people believe that during a global economic downturn is the best time to start your own business, especially if you’ve lost your job and can’t find a new one. On the … (READ MORE…)Is N…
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Now that we’ve identified that you shouldn’t pitch to anyone and everyone (see: Consulting Sales a Numbers Game?), we need to address who we should be presenting to. I ask this question of my clients and I recommend you ask … (READ MORE…)Wh…
The following ten techniques, tips or best practices, are the foundations of successful selling. Follow these ten commandments of successful selling and watch your business grow! Be forewarned however, they are simple, but not easy. The Top Ten Techniq…
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Everyone knows that owning and managing a business is stressful, time-consuming, and sometimes, let’s face it, just downright exhausting. With business ownership comes that long list of responsibilities, in addition to the continual work it takes to …
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What are you known for? Can you answer this question quickly and easily? If so, congratulations – you’re one of the few. If not, don’t worry I’m going to help you figure it out. The benefits of being clear about … (READ MORE…)What Are Y…
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Entrepreneurship is a part of human nature and has been more thoroughly explored in recent years via the Internet. People naturally want to make money for themselves instead of some big faceless corporation. On the other hand, entrepreneurship does req…
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You could be a great prospector and appointment setter. You can also be a good closer and provide a quality service. However, until you can turn one-time customers into long-term clients, you cannot build a business. What follows are some … (READ…
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Let’s face it, most of us are creatures of habit. People like to feel secure and this is why many stay in their comfort zones. It’s safe there. But this is also why many people never experience their full potential. … (READ MORE…)…
The fear of uncertainty is the dominant response to pressures of our society. 5-hour energy drinks are the drug of choice for stress induced comatose. The term “work-life balance” emerged to explain away the personal chaos experienced by the workin…
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Despite the numbers of articles, books and training programs that would tell you otherwise, there are still people who believe that selling is a numbers game. See more people, tell your story, pitch your product more often and you’re bound … (R…
“Well, everything looks good. But I’m afraid with this economy and our cash flow…” You have heard the poor economy objection a thousand times and it often still kills sales. Worst yet, that objection causes many problems while prospecting f…
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When I first got my start online back in 1999, I assembled my initial website using Microsoft FrontPage. At the time people accessed the Internet using a dial-up connection and it was just excruciatingly slow. It took ages to load … (READ MORE……
The rules of selling have changed in recent years – for the better. Nobody liked being sold to. Nobody ever appreciated the hidden motives of the pushy sales person who had a quota to meet and relied on commissions to … (READ MORE…)10 Tips to…
Do each day all that can be done that day. You don’t need to overwork or to rush blindly into your work trying to do the greatest possible number of things in the shortest possible time. Don’t try to do … (READ MORE…)Developing Successful C…
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When I had a regular job as an employee, I found it fairly easy to have a good work-life balance. I made it clear that my family was my priority, and after I left the office, I rarely checked e-mail … (READ MORE…)Obsessed by Your Consulting B…
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Every entrepreneur must think about an exit strategy from the very beginning of starting the business. You’ve heard people talk about the business plan as the roadmap for business – well, like any roadmap it is important to know when … (READ …
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Advertising and marketing is expensive; even internet advertising, which can run into hundreds or thousands of dollars every month depending on your budget. Expense wise it can be you’re damned if you do and damned if you don’t. Maybe money…
