Make Your Final Offer

You need more business.  You need responses to your offers.  But you’re plagued by prospects who don’t respond to your emails or your calls.  Or worse, they “dangle” you like a fish at the end of their rods: They react favorably in the moment, and then become unreachable.  You hear, “Yes, we should talk,” and

The BEST Advisor in Illinois

No, I don’t plan to share an opinion here about who the best advisor in Illinois is, but I wanted to make this point: Most of us know how to meet prospective clients, talk to them, and have them retain us, but the what we do is not a problem.  The problem is who we

Are You Taking Action, or Making Excuses?

Beware the “BUT” Monster “I couldn’t make calls for new business this week like I said I would,” my client, Rick, lamented a few years ago, “Because you forgot to send me the chart you promised.” It was true.  I had agreed to email Rick a “Master Sheet”—an Excel spreadsheet that could serve as a

Slowww Down

“I saw an old client last night in a tavern over a burger and beer,” a financial advisor I’m working with told me.  “He picked the spot.” “One hour of life talk and B.S. and a laugh or two—plus five short minutes of business in the parking lot at the end—and I sold him $4,000

“Approach-Avoidance Tango” Revisited

Two weeks ago, I wrote about the problem that occurs when a prospective client runs “hot and cold”—approaching you as if he’s interested and then blowing you off as if he’s not.  I called this phenomenon the Approach-Avoidance Tango, because it has the air of a dance. After reading my advice, Mitch, one of my

The “Approach-Avoidance Tango”

It can happen to anyone who sells a service:  We speak to someone who is thinking about hiring us.  She calls again with a question and leaves a message to call her back.  We’re enthusiastic about the prospect of working with her—but when we return her call, she’s suddenly unavailable—forever. This is the “Approach-Avoidance Tango”,

Make an Offer, and Let Them Say “No”

Nineteen years ago, I needed lifesaving surgery.  I worked hard to find out who the surgeons with the best reputations were, and then I made separate appointments with each of three doctors who had been most highly recommended. The first surgeon I met with did not impress me one way or another.  The second told

It’s Okay, but Can I Ask You Why?

In conversations with clients and prospective clients, all professionals and salespeople eventually run into what is commonly referred to as an “objection”. Most initial objections, however, are not really objections at all.  They’re Automatic Negative Responses (ANRs). You walk into a department store to buy a picture frame for your mother for her birthday.  You

How To Avoid “Let Met Think About It Junction”

Last time, I wrote about how to handle the “let me think about it” objection. Right after it was published, one of my clients asked me if there was a way to avoid getting all the way to the point where it’s time to obtain a commitment and ending up at “Let Me Think About