The biggest mistake in marketing (according to Seth Godin)

I was listening to Seth Godin’s Q&A session on The Tim Ferriss Show, and I recommend you listen to the whole thing, but the first question was, “what’s the biggest mistake marketers make?” Godin said (and I paraphrase, I was … Read More

How to Turn a Sales Conversation into a Proposal

How many times have you had a great meeting with a prospect, had the prospect ask you for a proposal, think, “I’ve got this one”, and then sit down and realize the proposal isn’t going to be as easy as … Read More

Sales conversation

12 Secrets of Successful Sales Conversations

You’ve finally got a meeting scheduled with your prospect. (If you missed them, you might want to read about how to get more people to convert on your site, and when to call them to get an initial conversation.) I … Read More

making it hard to talk to prospects-- how to avoid sales conversations

Off to See the Wizard: Do you hate talking to prospects?

When prospects visit your site and ask you to engage with them, do you make it hard? Do you act like you hate talking to prospects? (If you haven’t seen it, yet, you may want to check the last post … Read More

Elon Musk-- master of business and business writing

The Tesla Master Plan and Business Writing

Business writing tends to be sloppy, crappy, and confusing. Have you noticed that some people don’t have time for that, because they are in a hurry to change the world’s transportation and energy infrastructure, while also going to Mars? Elon … Read More

Modern Services Website Makes it Hard to Buy

Does Your Website Keep Buyers Away?

Although we all want to sell more easily, sometimes our website keeps buyers away, acting more like a fortress than a marketplace. Are you making it hard for your customers to buy by keeping prospects away? No, you might insist, … Read More

Bob's Discount Heart Surgery Price Competition

Price Competition How to Avoid It and How to Win It

Price competition can seem scary, but many of the wounds are self-inflicted. While that sounds discouraging, it’s actually good, because it means you can take control of them, avoid them, and win deals at better price points. Pricing is the … Read More

Make Your Proposals Better in 5 Minutes

This blog has lots of advice on creating more compelling proposals and winning more business, but here’s a simple trick you can do in 5 minutes or less that will make your proposals better. Search for “ly”. (Mimiran, Word, and … Read More

Cobbler's Children's shoes: respond quickly on your web leads

Respond Quickly to Web Leads (or Lose Deals)

How critical it is to respond to web leads quickly? I may sound like a broken record, but research from and Harvard Business Review indicates that if you can respond within 1 hour, you get 60X more conversations than … Read More

Tips for Freelancers and Consultants (Free Webinar) I’d like to share some strategies, tools, and tips that you can use to get more clients, get better clients, get paid more, and enjoy life more. The virtuous cycle: Things I learned going from $100 to $500+/hr Thursday, March … Read More