About You

If there’s one thing that nearly everyone in business gets wrong when it comes to marketing and selling, it’s this: Making it about ourselves. We tell people about our work, our credentials, our guarantee policy and our T&C and our experience and our success stories… And your buyers… well, I don’t mean to be harsh, […]

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All Kinds of Grumbles… Which to Pick?

There’s a million different things you could choose to work on: From the way your office drawers are organised, to the way your team operates, to starting an ad campaign, updating your website, or following up with those prospects you have on file. Each has a promised reward, and obviously, also a cost. And like […]

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Compared to What?

I’m sure it’s happened to you: You’re talking to a prospect, everything seems to line up, they want what you have, but then comes the devastating price objection. “I don’t have the budget”, or “It’s too expensive”. The one thing you never want to do at this point, is lower your price. For one thing […]

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Transactions VS Relationships

It might look like a simple equation: You have a product or service that solves problem A for such and such a person – so when you meet that kind of person, they pay you and you deliver your solution. After all, a business solves problems or fulfills needs, and earns money in return. But […]

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Said VS Heard

I’m sure it’s happened to you: You’re in a normal conversation with someone, everything is going well, you say something perfectly straightforward or helpful or appropriate… … When suddenly, out of left field, you get the most bizarre reaction, usually something with lots of emotion behind it. Anger, resistance, objections, blame, self-pity… can be any […]

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Any Excuse, to Avoid at All Cost

People often ask me variations of ‘what should I do?’ What should I do to: – Grow my list? – Have more buyer conversations? – Drive traffic to my site? – Spread the word about my business? – Raise my rates? – Increase my close rate? When you’re asking yourself questions like these, there’s two […]

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The Cost of Business That Nobody Should Pay

Being in business has many upsides: you call the shots, you set your prices, you are the only one you’re accountable to, you plan your days and vacations as you want, etc… And, to have all that, we know that there’s a price to pay: Long hours, patience, trial and error, sacrifice, and so on. […]

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Are You Trying to Push a Rope?

Further to yesterday’s article about prioritising growth-driving activities in your business… What if you try with all your might, and results just won’t show up? Instagram, Facebook, outreach, proposals, trade shows, networking… you know you’re doing the right things, and things should be working and improvements (or at least: promise of results) ought to manifest, […]

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How to Reduce Overwhelm, Get More Done, and Move the Needle on Your Business

Being human tends to be a spectacularly inefficient affair. The mind cranks away on thoughts that we’ve thought before, or on things that we fear but will never happen, or it’ll just happily churn away on things that are completely inconsequential for our well-being, relationships, growth, and indeed: sales. Meanwhile, our activities consist of a […]

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Evolution, Scarcity and Ethics

“Hey”, I said. “I thought you didn’t eat sugar?” “I do!” she replied. “But my parents won’t allow me, and in school I can’t because the teachers will tell on me. That’s why I always turn down birthday cakes and stuff”. A school excursion, and we were about 8 years old. This girl’s parents were […]

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