I worked in corporate jobs for almost 20 years. Working for companies like IBM was a drag. The company was so big you were just a number, and you felt like you didn’t matter. I loved working for startups. We had no rules. We did what needed to be done working in small groups with little structure. Eventually, things change, so More…
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The negotiation has been intense, and the deal is about to close until… Your prospect says, “I need it delivered next week.” Most people would respond, “Why do you need it delivered next week?” Wrong question. You should ask, “What makes it necessary to be delivered next week?” People love to be asked what to do and how to do More…
Mirroring can be a very effective tactic when you are selling or negotiating. I first learned about mirroring in one of Brian Tracy’s sales courses around 2000. In case you’re not familiar with mirroring, Brian Tracy teaches you to mirror the other person’s actions and body language while you are negotiating. If they lean forward, you should lean More…
This week, I received a LinkedIn message that started with, “Let’s do a promo to your list” To be fair, I’ve known this guy for at least a decade. I was a customer at one time when he built custom content management platforms long before platforms like Kajabi existed. Today he’s pitching a “done for you” LinkedIn lead More…
When I’m traveling, I like to look at online reviews to choose my hotel. Positive online reviews are essential for hotels. The more positive reviews, the better. When I travel in the US, the hotel staff never asks me to do an online review. I receive an automated email after I check out, but the staff isn’t trained to More…
Ellen and I are off to Europe for the rest of the month. I know you’ll miss my almost-daily inspirations, but I have you covered. Here are some of my favorite people who send amazing email messages. Laura Belgray – My personal email mentor I met Laura in 2019 at Copy Chief Live and immediately invested in her InBox Hero More…
In yesterday’s post, Some call it beginners luck, I said I love giving referrals and I suck at asking for them. I feel uncomfortable asking for help. Asking for a referral makes me feel desperate. I know it’s all in my head. Just for fun, I Googled “how to ask for referrals” and guess what came up? Templates. Lots of templates. Some More…
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I ventured out on my own in the mid-1990s. Here’s a recap of my first year as a solopreneur: Zero marketing (I had no idea how to market and I didn’t know where to start) Zero sales experience (I was a W2 employee for over 20 years) I earned over $250K 100% of my business was from referrals I never asked More…
One of the first things you learn in marketing is how to identify your ideal client. Create a detailed profile of your ideal client or customer What are their demographics (age, race, ethnicity, gender, marital status, income, education, and employment)? What are their psychographics (social status, daily activities, food habits, and opinions of certain subjects)? What do they love More…
On Saturday, we’re off for an extended European vacation. Our trip begins with four days in Paris. Yesterday, a week before we check into our Paris hotel, they reached out to me with a short email. Let’s make your stay unforgettable Dear Ted and Ellen, Only a few days left before your Parisian break. Adélie and her team are looking More…