The difference between success and failure is action. Specifically: Your ability to take action immediately when you spot a great opportunity. Successful people live and breathe this philosophy. Most people do not take action fast enough. They make excuses. They complain. They blame others. Most people wallow in their own self-pity. They waste their days away waiting to win the lottery – looking for a giant bag of money to
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When I purchased my most recent car, the minute I stepped onto the lot a salesman was all over me. He asked questions. He followed me around. He even offered to get me a cup of coffee while he went to get the keys for the test drive of the car. It was at that point I turned the tables on him. You see, having developed the sales process for
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The title of this article is a common question we ask when we meet someone new. As such, we all answer it regularly. Yet the answers I hear from people often make me cringe. When you have an opportunity to talk about yourself do you downplay your accomplishments? Or do you go in the other direction and talk, ad nauseam, about who you are, what you’ve done, and why you
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Marketing is all about building new relationships. Whenever you start a new relationship you take some risks. The biggest risk you face is that the other person will reject you. Rejection hurts. And no matter how many people love you, some will always reject you and inevitably, you’ll feel the sting of that rejection. For every hundred positive reviews of one of my books or audio podcasts, there are always
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Recently I had breakfast with a guy who held himself out as a “trial lawyer.” Let’s call him Mr. Wells. At breakfast, Mr. Wells went to great lengths to talk about the type of litigation matters he wanted to work on. He spent fifteen minutes telling me how great he was and how successful he had been in his law practice. Later that day I logged into a discussion forum
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Last week a couple of kids showed up at my front door at dinnertime. They looked like something from a modern version of Of Mice and Men. Directly in front of me was a small kid with combed hair parted to the right, tucked-in school uniform shirt, and slacks with a sharp crease in the front. At his side was a chubby kid with wild-man hair, mustard-stained uniform shirt that
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Do you know the difference between someone who builds a successful business and someone who does not? Persistence. Back when I worked with a large consulting firm I consulted with FORTUNE 500 companies. Each year I would hang a list on my office wall of “future clients”. The list contained some prestigious names. And next to the name of the business would be a list of potential contacts with whom
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Right now there is a decision maker in a large company lying awake, staring at the ceiling, wondering how he is going to handle a serious issue. He wants help. He wants to call someone who can ease his anxiety. This is a smart guy. He’s well educated. He has a couple of decades of experience. He is politically savvy and financially adept. Yet this particular issue has him vexed
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The number one question I receive from clients (lawyers, medical professionals, business owners) is: “How do I get more clients?” Set aside, just for a moment, the fact that this is the wrong question to ask…let’s take a moment and address the issue that is keeping most professionals up at night. Common Myth: You must be a great salesperson to be good at client attraction. You are not out looking
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There’s a lot of hocus pocus out there about marketing. Everyone wants the magic pill or secret formula to use in order to get more clients, immediately. Those things don’t exist. Know what works? Good, old fashioned persistence aligned with the right actions. Here are five things you can do today to help grow your business. Make a telephone call to one of your current clients. Ask how things are
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