Your Need Is the Ugliest Thing

“I most certainly did not need a lecture!” Marie, an internet consultant, wrote me this week. Last week, I had asked for proposals for help with an internet project I’m working on, and Marie had been the first to respond.  Her email had specifically addressed my request and was filled with enthusiasm, and she appeared to have experience in both of the areas

Are You “Recommendation Worthy”?

“I talk to my clients occasionally about introducing me to someone they know who might need my help,” expressed Art, a matrimonial attorney I work with. “But they always tell me that they can’t think of anyone.” “Maybe that’s true,” I suggested. “Do you have a value discussion before you get on the subject of recommending you?”

Make Referrals About THEM

Anita, an advisor in her mid-thirties, was terrified about talking with her clients about introducing her to friends and family members who might need her help. “What are you afraid might happen if you talk to them about introducing you to the people they care about?” I asked her. “Well, I don’t know…,” she began.

“Buyer’s Remorse”

I thought I’d share an e-mail I received recently from an attorney who attended one of my programs… Dear Sandy, I am a corporate attorney.  At a recent event for alumni of my college, I met an alumnus, George, who had started a company with a partner and was looking for an attorney to help him with several matters on

Advantages Are for Anyone; BENEFITS Are Better!

One of the Internet “gurus” I follow once summed up marketing in three sentences: Here’s what I got…Here’s what it will do for you…Here’s what I want you to do next… It struck me that this simple—if grammatically incorrect—triplet is at the core of everything I coach professionals and their sales teams to do in

Approaching…the “S” Word!

“Branding” is just one end of the client-funnel.  This week, terrifying as it may be, I’d like to talk about what’s at the other end…the “s” word.  You know…“sales”. Whether you’re marketing your services, trying to get a new job, or looking for a business partner, at some point, you’ll be “selling” yourself or your

Simple Pictures Are Best

When my daughters were little, I used to love to read them a particular book.  The book is so seemingly outdated that it has only recently been revived from out-of-print status by the miracles of internet shopping (and used copies now sell for just a cent).  It’s called Simple Pictures Are Best. It’s the story of a farmer

Start “Branding” You

“A 15-minute call could save you 15% or more…” When you Google search “gecko”, GEICO appears first on the web list. I’ve been preparing for my web program on kick-starting your business next week.  So, this week, I thought I’d revisit (and shed some more light on) a classic business strategy: branding. In any practice, branding

You Can’t Count the Time You Spend Washing Socks

Many professionals complain about the long hours they work.  For some, at least, all those hours are being compensated.  These professionals are moving and shaking because they want to make as much money as possible—even at the cost of family time, recreation, and often, their own health.  It’s difficult to be sympathetic about their complaints,

Put Referrals on Your Agenda

A few years ago, I presented a teleseminar for advisors throughout the U.S. on referrals. During the live Q and A, Paul, an advisor in the Midwest, expressed frustration with his efforts to grow his practice by asking for introductions. “I ask my clients about people they know who could use my help,” he told