Interesting vs Useful

While asking questions and listening are at the heart of ethical selling, there will come a moment, or several, where the buyer wants you to say something. Answer a question, explain something, repeat something… That’s a crucial moment, because the way you handle that determines whether or not your sales conversation will go smoothly, or […]

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10 Principles for a Fun and Profitable Business

Some of these took me a long while to accept, others to discover, and some to implement. All of it is, I guess, a work in progress – like the self, our business, and life in general. So here’s what I learned over the years, in no particular order, to help make your business easier, […]

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Look! Book! Ten Rules for Ethical Selling

One of my favourite things when working with clients, is looking at the assets that aren’t being utilised in their business. Makes for fun and fast growth, when for instance you take the asset called ‘subscriber list’ and you start talking to the people there. After all, most people collect email subscribers, but never send. […]

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The Cost of Short-Term Thinking

It’s not that I’m a consultant or coach for the hospitality industry, but man there’s a ton of lessons to be learned from what I see here in town – this time, courtesy of a different establishment than the one I wrote about last week. “I need another waiter”, said my buddy the restaurant owner. […]

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Better or Worse

He’s a terrific guy, an awesome waiter. He does have the Granada ‘mala folla’ attitude, but once you accept that, you realise he’s actually not boorish at all – that’s just his sense of humour. And at work? I’ve never seen a waiter run faster than him. It’s astonishing. But the other day, having lunch […]

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Because Nice People Should Finish First

Last night, a friend held my feet to the fire about my work, USP, and elevator pitch. To her, ‘coach and consultant for ethical business growth’ isn’t what I should run with. So I tried to explain: “You ever notice how people high in integrity, folks who really want to do right by people, are […]

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The Case for Being a Technologist in Business

The E-myth says that someone who’s awesome at doing something people pay for, isn’t necessarily also good at running a business. So when you go from the Operator in, to the Owner of the business, things get easier. You stop exclusively working IN your business, and go to working ON your business. A level up […]

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Fix, Prevent, or Upgrade?

There’s three kinds of value a business can deliver: Fix, prevent, improve. When something in the world or business of our client is failing, we can offer to fix it. Generate more leads, run a promotional campaign in order to make payroll, quickly implement a social media strategy in order to get more people show […]

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Your Way, or No Way?

In your business, how do you handle the sales and price and T&C parts of being a freelancer or solo owner? Specifically, when clients try to haggle, or try to make you play by their rules – what do you do? It’s very common for us to then start to appease the buyer. But when […]

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Do You Need More Geese?

It’s great when something starts to work, when we get noticed, when we start to land more clients. Suddenly, things start to flow: it’s like you found the goose that lays the golden eggs! For example: tenacious, persistent, dogged commitment to quality. If you keep that up long enough, sooner or later word of mouth […]

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