How trying to convince a client makes stress, not sales.
Nick writes in with the following sale-asphyxiating problem: “As soon as a potential customer expresses an interest, I feel under enormous pressure and probably come over too much like I’m desperate to close at any cost rather than negotiate a reasonable/beneficial deal from a position of power. “How can I be confident and relaxed?” We’ve…
JBNF Seminar Preview
To help you decide if you should join us on Sunday at the JBNF seminar I’ll be doing, “How to Build A Step-by-Step Selling System that Brings You All the Customers You Want” I recorded a brief audio preview that runs a bit over five minutes. [ca_audio url_mp3=”http://gg.podcasts.s3.amazonaws.com/2011-1-17-JBNF-Workshop-Preview-Podcast.mp3″ url_ogg=”” align=”none”] Right click here to download…
How to slay your most debilitating entrepreneurial fears
Fear keeps you small. It occurred to me one day that it’s not the big, obvious fears that keep you small. When you’re afraid of a second heart attack, you know exactly what to do and you do it. But when you have a nagging, undefined fear, it’s like an unseen monster in the dark. …
The first step in building a steady, consistent, predictable flow of customers…
I just got an email from a new subscriber: Hi Dov, I listened to “How to Build A Step-by-Step Selling System that Brings You All the Customers You Want.” (The seminar recording is available to new subscribers. You can subscribe using the form on this page.) Brilliant seminar. No one ever explained small business marketing…
Three Customer-Mind-Reading Questions Entrepreneurs Are Afraid to Ask
The other day I got a call from Rich, who owns a small accounting firm with 6 employees. Rich and I met at some business event a while back and chatted a few times since. He said, “Dov, I’ve got a fair number of small business clients and a handful of big ones. I want…
Eavesdrop: What specific problem does your product or service solve?
Your products and services solve very specific problems for your customers. Right? But if you’re not talking about those problems in your marketing and selling strategies, then what you DO say sounds like blah, blah, blah to the very customers you want. Listen in to excerpts from a coaching call I recently had with a…
Before you do a task, ask these three questions.
The “Alchemist Entrepreneur” relentlessly pursues simple leverage; simple ways to extend his reach, to achieve more with less. Often, this leverage is in his own head. Here’s a bit of mental toughening that helps me. Before you start your next task, ask the following three questions: 1. WHAT will I be doing? Meaning, what will…
Reality. Leverage. Impact. The Guiding Principles of The Alchemist Entrepreneur.
It’s time to peel back the layers and reveal some of the thinking behind the “alchemist” analogy. My allusion is not to the trite fantasy of turning lead into gold. This is more of a thought provoking conversation than a ‘how-to.’ So I decided we’d do this in podcast form, a more personable medium. Message…
Treatise: The Critical Importance of Being Unreasonable
[amprotect=all,amsilent]Hi [name_f],[/amprotect] Do you ever tell yourself “I need to…“, or “I don’t have a choice…“, or just feel frustrated that you’re not yet the person you really want to be? Here’s what I learned: It’s critically important to be unreasonable. Unreasonable defined: When you want – and expect to get – something you can’t…