I was talking with a client today who said he had a mental block about going out there and selling his company’s services. He knew he had to do it. (He needed the revenue badly.) But at the same time he felt really uncomfortable about contacting potential...
Over the years, companies have become much more professional at winning clients. Slide decks look more sophisticated. Background research has got more comprehensive. Presentation skills have got slicker. In a nutshell, overall professionalism has greatly improved. But...
Entrepreneurs like to make business complex. We have so many metrics, so many things on our To Do List. And if we’re not careful, we can lose sight of the 3 metrics that really matter. How many potential clients have we reached out to this month? (With...
One of the biggest decisions an entrepreneur can make is whether to sell their services to general clients, or whether to specialize in serving one industry. The advantages of picking a niche are clear: Many clients in that niche assume that because you specialize in...
The current culture of entrepreneurialism seems to worship working exceedingly hard. And let’s be honest, there’s no doubt that working hard for long periods can aid business success. But what I often see is a dark side to working hard that actually...
Over the years I’ve learned over a hundred techniques for lifting a company’s income. But there is one strategy that is so simple it’s almost ridiculous. Yet the entrepreneurs who really embrace it report extraordinary results. It takes only a few...
