Business Development and Sales
Take the Horn out of Your Mouth
“It’s not the content of what you say, because people don’t remember that. What sticks is the emotion and passion you convey.”
Read MoreIt’s a Journey
I didn’t come bopping out of the price and value womb fully formed. It’s why my forthcoming book is titled “The Price and Value 𝙅𝙤𝙪𝙧𝙣𝙚𝙮.” It’s a journey.
Read MoreA Simple Three Question Test on Whether Your Business Needs a Podcast
There’s a lot involved in not just starting but maintaining a successful podcast. Before you take the leap, it’s important, as with any other marketing tactic, to do your homework and not make an impulsive decision. Here are three simple questions to use as a guide.
Read MoreI Didn’t Forget
Here’s what “lead gen” in LinkedIn looks like from the perspective of the recipient: spam.
Read MoreA Few Sure-Fire Ways to Know the Pricing of Your Services is Off (or maybe just flat out wrong)
You’re running too many “specials” and offering discounts right and left. Why? Because you’re conditioning client to think solely about your price and wait for your specials.
Read MoreAdding Value Doesn’t Have to Be Expensive
Value is intangible as well, and inextricably tied up in how clients perceive you, your soft skills, how you do what you do, and factors which have nothing to do with your features and benefits.
Read MoreMy Informal Polling on the Value of Certifications in Professional Services
If you focus on the client, the outcomes they desire, and how what you do aids them in their journey, then you’ll be seen as a professional of value.
Read MorePlumber Pricing
Price the needed velocity. When confronted with a premium price, such clients will make their own determination as to how important that year-end closing is, and therefore how much they value your project.
Read MoreThe Value of Showing Up
Word of mouth and referrals may be the wellspring of your practice, but intangibles are what you scoop up the water with.
Read MoreValue is Like a Bank Account
No value balance stays static for long. It rises or falls, based on the value we add or the value we take away.
Read More