Category: Business
Your Ideal Employee Profile
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You know you should define your ideal client and filter prospects against that definition. Those ideal prospects are the only ones you want to convert into clients. Sticking to that axiom is going to help you create a business you truly love as you work for people (and on projects) that really get you fired
Why selling a dream is so much easier
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Remember when we talked about selling a dream? Once you get into the habit of selling a dream — as opposed to the actual product or service — your sales process will be so much easier. Think about it your own purchases. Aren’t your quickest and easiest purchases the ones that give you a picture
5 Top Sales Mistakes
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Sales and marketing is hard for most of us. We hate telling people how awesome we are (marketing) and then asking for the sale is often even harder. Once you add in all the mistakes we make while trying to market and sell, and the whole process becomes even harder and increases our chances of
Forget ABC selling
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Have you heard that when doing sales you should ABC? Always Be Closing This is a maxim that many sales people have lived by for their entire careers. Every time you interact with a client try to close them. First time you meet them, ABC. Second call after a demo, ABC. Their dog died, ABC.
Running a business won’t suddenly make you happy
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I work from about 7 a.m. to 1 p.m. every day, and only do client work Monday through Thursday. I spend Friday putting up blog posts and writing code for personal projects. Sometimes the weather calls and I spend Friday afternoon on a mountain, or at the beach, or riding my bicycle. I can live
Challenge and eliminate prospective clients
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Today we’re going to get back to discussing the clients you choose to work with. After a prospect has answered my initial email questions (which you can get in my book) I move to a call with them. The sole objective of this call is to see if we’re a good fit. When I go
Your choices have consequences
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Earlier this week we talked about how there will always be one more thing. One more thing to do before the day ends or one more year to work before you really take a vacation. Next year you’ll really celebrate your anniversary and show your spouse how special they are to you. Next year you’ll
You’re selling a dream…right?
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You need to get clients and I need to get clients. We need this because we have bills to pay and new fancy things that we need to buy (well that’s what I tell my spouse). In order to get clients, and pay our bills, and be able to buy stuff, we have to sell.
There is always one more thing
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It’s easy to let a ‘thing’ stand in the way of you reaching your goal (or goals). Maybe you want to go out on your own and you want to save $10K before you make that leap. Maybe you want to complete one more $5K project before you make the leap. Maybe you work super
You set the standard for your company process
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I once worked at a family run business which had many family members working at it. Both the founders (husband/wife) and their kids were there. Family businesses have some very unique challenges, like kids often get to step into ‘management’ roles at higher salaries than their peers, simply because they’re family. Their aptitude for the
