When you take the lead to propose a day, time, and place, you’ve saved the prospect a lot of time and anxiety of doing it themselves. You’ve taken friction out of the scheduling process.Read More
The next time you meet with a prospective customer to discuss their product or service requirements, don’t leave without asking this power question.Read More
You can't just toss any old sales proposal around and expect customers to bite. You've got to do your homework and give them something valuable. Here are five articles to help you get started.
BEFORE agreeing to put together the proposal, uncover the customer's backstory first.
Before your next presentation, check your “wheel.” Look for any weaknesses you might find in these 3 “spokes”--Aristotle's elements of influence--because when you strengthen them, you will guarantee that your next pitch will go smoothly.
Social media platforms can be great tools to help grow your audience and attract new business. But if you’re not using email to communicate directly with customers and prospects, you’re leaving a lot of money on the table.
How do you tell stories that sell? Ask yourself: Where does this content fit into the sales cycle?Read More
You could craft the clearest and most compelling proposal, but if the prospect is not ready or have the authority to move forward, you're setting yourself up for failure before you even start.Read More
As entrepreneurs, we need to understand that customers don’t care about our products; they only care about what our products can produce for them in financial terms.Read More
If you want to capture your audience’s attention, first tap into their pain to get them to feel, deeply, that the status quo is unacceptable. Then point them to your content, ideas, product, or service as the elixir that can help take that pain away.Read More
Your pitch should include ONLY the information your audience needs to know to determine the next step they should take with you. No more, no less.Read More
There are a lot of takeaways from Ryan Holiday’s book "Perennial Seller: The Art of Making and Marketing Work that Lasts.” But the biggest one for me? If customers don’t “get it,” don’t blame them.Read More
We fail to engage our audience when we want so badly for them to love us. But they'll only listen to us...when they first feel our love toward them.Read More
I learned this lesson early in my career and it has paid dividends in the two decades since.Read More
You’ve spent several hours writing a sales proposal, making sure you’ve articulated the most compelling benefits of your product or service, and sent it off to the prospect. But a week later, still no word. What should you do?Read More
If you learn how to harness the force behind these laws, you’ll build the marketing momentum—and escape velocity—you need to grow sales and outmaneuver the competitionRead More
Dr. Paul Zak's findings offer insight into how we as entrepreneurs can tap into the power of story to more effectively sell our ideas, products and services, which we'll unpack in this article.Read More
The key to crafting compelling stories that sell your products and ideas is to understand exactly where that story fits into the sales cycle.Read More