I often get asked to read sales letters from new entrepreneurs who are frustrated with their response rates and nine times out of ten when I look at the letter there is something crucial missing: The Customer Most people who are starting a sales process believe that if they describe the awards they’ve won or
In Rhode Island in the early 90’s there were four things to do if you were still in school. You could go to the movies, go mini-golfing, go out to eat, or go to the mall. I’d love to say that I can think of something else, but that was it. I’ll never forget this
The other day I was sitting down with someone who had a great deal of business experience. As a result of the work he had done, he had literally worked in almost every capacity within his industry and held more than a few positions. He referred to himself as a Swiss army knife with a
There is no question that putting together a gathering of great people can lead to all kinds of amazing opportunities, but the effectiveness of the gathering is often affected by the planning of it. A poorly planned gathering can leave you with an empty room, in debt, or worse so it’s important to take the
Givers are the type of people who are happy to send amazing things your way. They are often responsible for meaningful introductions, useful advice, and in some cases very lucrative referrals. There’s likely a very good chance that you have a few givers in your life right now. There are many givers who over the
The business world is full of transactions. Someone pays you for a service and you provide that service, someone pays you for a product and you deliver that product, or someone pays you for information and you provide that information. In most of these situations it is very clear what each side is getting out
I was meeting with a friend of mine the other day and catching up. The week prior I had referred someone with a business to her that I thought could help with her current challenges. I was surprised to hear that this person had a good sales call with her and never followed up on
In all of my interactions nothing has earned me more respect and helped me make more connections than being an O.G. An O.G. is someone who people love to have at their events and who gets invited back all the time. So you may be asking yourself: “How do I become an O.G.?” You may
So I’m about to say something that a lot of coaches and consultants will disagree with, but I really need to say it: Complimentary sessions are not the most effective way to build your business. I once spoke with a coach who told me that he offered a certain number of free sessions every week
Many people will tell you things like “Follow up or fail” or “the fortune is in the follow up.” What most people won’t discuss is how poor follow up techniques can lead to someone never wanting to contact you again. The past few weeks ended up being very busy for me and as a result
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