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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 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 MoreThe Worth of Your Business is Determined by Perceived Value
When it’s all said and done, the viability and worth of your business is determined by clients, specifically, the value they determine they receive from you and your work.
Read MoreSteve Jobs on Focus
It means saying no to the hundred other good ideas that there are. You have to pick carefully.
Read MoreGive It Up
What’s the poundage you need to shed on your “to do” list that’s keeping you from getting to the next level in your practice?
Read MoreAll I Want for Christmas is You
Why did this song become so popular and remain so? Maybe one reason is how the word “you” is used.
Read More“Should I Price My Service Lower When I’m Starting Out?”
“Should I Price My Service Lower When I’m Starting Out?” November 12, 2019 This question comes up frequently when I speak to student entrepreneurs or owners of new businesses. I recently got this question from a business school student who said he wanted to start a consulting business. It’s an understandable question, but it comes…
Read MoreYour Certifications Are Worthless
Your Certifications are Worthless September 17, 2019 Earlier this year, I was working with a bookkeeper who wanted to sharpen his proposals and achieve better pricing for his work. I ask him to role play with me as if I were the client and he were talking with me about what he could do for…
Read MoreHappily Ever After
Happily Ever After August 27, 2019 Divorce is terrible. At best, it sucks the life out of everyone involved. Individuals confronted with this pain and having to hire a family law attorney to manage the necessary legal process are on an emotional roller coaster. Knowing the mindset of prospective clients needing their services, here are…
Read MoreThe Price of Air in New York City
The Price of Air in New York City July 25, 2019 What’s the price of air in New York City? If you’re walking down the street, the price is zero, just like it is in Atlanta, Houston, or Topeka. If you’re living in a New York City high-rise, the price of air is $11 million.…
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