Business Development and Sales
On Confidence and Silencing the Voice in Your Head
The biggest problem most professionals have with their pricing starts with a lack of confidence. The solution to this problem starts with a change in perspective.
Read MoreDogs Chase, Experts Don’t
On expertise, dogs, and the unintended signals some professional services providers send.
Read MoreThe Journey from Pain to Delight: A Case Study of An Effective Testimonial
The most effective testimonials recount a journey: from customer pain, to service provider solutions, and ending with delight and relief. Here’s an illustrative case study of such a testimonial.
Read MoreThe One Essential Element of a Great Testimonial
The ideal testimonial is one with which your ideal clients immediately identify, and there’s one element every great testimonial possesses.
Read More“Know, Like, and Trust” Starts with Service
There’s a cliché that “people do business with those that they know, like, and trust.” That’s true, but “know, like, trust” starts somewhere else that’s counterintuitive: service.
Read MoreDon’t Fill in the Blanks
On one of my shows, I filled in the blank for a guest, and I made a mistake. Making a similar error in a value conversation with a client can be costly, one that can’t be edited out later.
Read MoreA Pest or a Relationship?
A pest, a relationship builder, and how better pricing for your professional services starts . . . or gets sidetracked.
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