In November I am leading a Marketing Yourself Intensive, a 6-week group program for experts and entrepreneurs who want to elevate the cornerstones of their personal platforms. This is not a self-paced online course. It's a group intensive, starting the last week of October, and ending the first week of December. Would you be [...]
A sales process is just moving people through a pipeline. There's a typical progress that people go through, on the journey from stranger to customer. It might start with filling out a form on your website, or giving you a call, or requesting a quote, or walking through your door. Unless you sell on [...]
Your competition can be your greatest strategic support. The insights, mistakes, and victories of your competitors will bear fruit that you can harvest, if you look around and pick it up. Others who serve your market are continually learning about them. What they like, what they don't like, what they need right now - [...]
If you've been kicking the cornerstones of your personal platform, you probably know which one needs the most attention. We all have one area of our business that continually demands our attention. It's not as strong or as supportive as it should be, and it's the area of your business that's holding you back. [...]
Being an expert can separate you from those you are trying to serve. When talking to your customer about the problem they face, they can get stuck in the difficulty. It's up to you to describe the better future that they can expect, after working with you. Sharing a step-by-step journey can be comforting [...]
There are 4 steps to the Marketing Cycle - Know, Like, Trust, and Buy. If you try and skip any of these steps, you won't make it to the end. Each one of these steps is necessary. If someone doesn't Know you, or Like you, or Trust you, it's going to be really hard [...]
We trade value between 6 currencies of exchange: 😃 Happiness 😃 📣 Attention 📣 ⏰ Time ⏰ 💰 Money 💰 🏅 Reputation🏅 💡 Innovation💡 A far deal trades one of these 6 currencies for another, at a rate of exchange that benefits everyone. Living in New Zealand, I often have to exchange monetary currencies. [...]
The #MarketingYourselfBook launches TODAY! If you see any posts on your timeline with that hashtag, please give it a like, a comment, or a share. Every piece of activity on this hashtag today will help make Launch Day better! You know what's really great, though? Amazon reviews. Today is the day to leave a [...]
If you pitch a premium offer to a group of strangers, your closing rate will be low. Customers who already know, like, and trust you are easier to convince, because they only need to take one step up your Value Ladder. Have you ever been offered a free sample in a grocery store? Maybe it [...]
Selling asynchronously is something you can do on a sales page. When you pitch someone across the counter in a showroom, you are selling synchronously. You can respond to objections as they come up, and modify your communication to suit the moment. Selling on the Internet is mostly asynchronous. You craft your messaging, field [...]