What Do You Do, When a Buyer Ghosts You?

It’s one of the most annoying parts of being in business: You engage with a prospect, you have a great conversation, they really like what you do, and then: “Cool, let me think about it. I’ll get back to you.” And then they don’t. You send a followup email, and get no reply. But why? […]

How to Build a Runway

How to build a runway I’ll bet it must feel really sexy, for a business to be looking for investors. Pitch decks, meeting influential people, all the money that they could invest in you… Especially at a time like this, when there’s a lot of money sloshing around. A time when investors have a hard […]

On Selling and Entitlement

There’s a popular idea, that if we’re good people and we’re in business with a purpose, we don’t need to do any selling. That our heart is so much in the right place, and our product or service is so good, people will seek us out and sell themselves. “They know I’m here. They’ll let […]

How to Get Introductions, and The Problem With Binary Questions

One of the best things that can happen for your business, is getting introductions. For example, a while ago I had a friendly chat with an entrepreneur, who introduced me to a friend. Once I spoke with that friend, it took about 30 minutes for her to hire me for a paid speaking gig. No […]

Interested vs Committed: Don’t Misread the Signals

Human interaction is a game of signals. Everything we do or say – or indeed, don’t do or say – gives others a signal. Expert communicators know how to correctly interpret signals. Pro-tip: you can instantly improve your communication skills by installing doubt-bias: Whatever you think the other person meant: doubt its veracity, and call […]

Are You Selling Them a Problem? (pt. 2)

One of the best ways to lose a sale, is ‘selling people a problem’. And, it’s extremely easy to do. “But wait!”, you say. “I don’t sell a problem – I sell a solution!” Of course, that’s what business is about: earning money for solutions. But depending on how you communicate your solution, your buyer […]

What Are You Even Talking About?

The majority of missed opportunities in terms of converting a prospect into a buyer, can be fixed with simple messaging. In teaching, it’s said that we should speak at the level of understanding of the student – and it’s exactly the same in sales. Makes no difference whether your buyer is talking to you or […]

Values vs Value (Your Marketing Narrative)

Lost a big sale the other day, to a company I would have loved working with because they’re developers, they’re dead smart, their software absolutely rocks, and they have their heart in the right place. We’d settled on a coaching programme, to build out a content campaign around the CEOs story and intellectual property and […]

You’ve Already Paid the Cost to Be the Boss. Don’t Pay Twice

All your years of learning, practice, dealing with clients: You’ve paid a tremendous amount of effort and time and money. And all that put together, is what makes you into the pro that you are. You’re a boss in your field, and you paid to get there. The worst thing that you could do then, […]