Customer Discovery
It’s Not a Sales Call, it’s a “Best Fit” Conversation
A better way to frame these conversations is to start out with something like “let’s see if we’re a good fit, and to do that, I need to ask some questions.”
Read MorePlease Don’t Look in the Closet
To be effective in your practice, it’s vital to understand where the “closets” of your clients and prospects are located, and to know what those closets contain.
Read MoreTrading Jobs
My thoughts on a note I received from an independent consultant on starting her business and realizing that she’d traded jobs.
Read MoreWhen “Know, Like, and Trust” Doesn’t Matter
The old cliché about how “people do business with people they know, like, and trust” doesn’t fully explain why clients buy or their willingness to pay.
Read MoreWhat Checking References—Or Not—Reveals about a Prospect
How should you judge a prospect who doesn’t check the references you’ve provided? Such a circumstance may indicate a price-sensitive client you want to avoid.
Read MoreSelling to Your Own Wallet
You’re not writing the check. The client is. But you think your pricing is too high. It’s called “selling to your own wallet,” and if that’s what you’re doing, this post explains what that symptom usually reveals.
Read MoreWhen You Don’t Know What to Do
So what do you do when you don’t know what to do? That’s what a lot of business owners face as they navigate the current economic environment. (The answer, by the way, is what you should be doing anyway, even if you are convinced you’re on the right track.)
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