Category: Sales and Influence

  • 6 Reasons You Don’t Have Enough Ideal Clients (and How to Fix That)

    6 Reasons You Don’t Have Enough Ideal Clients (and How to Fix That)

    Ideal clients are the ones we love to do business with. They are easy to work with, appreciate and value us, challenge us and want us to challenge them. Doing business with them is profitable and they think they are getting a good deal from us. We wish we could clone them and they wish all their partners could be more like us. So why can’t all our clients be ideal one? Read on to learn six things that get in the way and what to do instead.

  • 50 Coffees

    50 Coffees

    [Note: I have recommended this process for years. It has helped lots of people. If you don’t need it now, save this article for when you do. -ME] The best way to find a new job, learn something, launch a new business or project, or find employees or clients for an existing business is by […]

  • What’s Truly True?

    What’s Truly True?

    Albert Einstein, on being congratulated that an experiment had confirmed a prediction in his theories of relativity, said, “No amount of experimentation will ever prove me completely right, but one new fact can prove me completely wrong.” Certainty should be reserved for things which are eternally, unquestionably true. Not much meets this criterion. Let’s adopt…

  • Suppose We Don’t

    Suppose We Don’t

    Suppose we cut corners? Suppose we feather our nests? Suppose we get while the getting is good? Suppose we compete on price? Suppose we sue? Suppose we press our advantage? Suppose we underpay? Suppose we over promise? Suppose we cut our training and development? Suppose we bait and switch? Suppose we baffle? Suppose we trick…

  • Getting People Ready to Listen

    Getting People Ready to Listen

    Having difficulty getting others to see your point of view? Start by demonstrating that you understand theirs. Having difficulty demonstrating that you understand their point of view? Start by asking them about it. When people know you have understood them, they quite naturally open to understanding you.   In your corner, Mike Today’s photo credit:…

  • Forfiets


    Forfeiting business with people we don’t like or at a cost we can’t afford is no real loss at all.   In your corner, Mike PS: If it’s not win-win, we have to pass. Today’s photo credit: OliviaKitunen Enid A. Haupt Garden via photopin (license)

  • There Is No Law

    There Is No Law

    There is no law that says we have to compete on price. Despite what people say and what we may fear, we do not need to lower our prices in order to succeed. The law that does apply is the law of supply and demand. If we honestly provide something rare and valuable then people…

  • Getting Others to See It Your Way

    Getting Others to See It Your Way

    To get others to see things our way, we can try being louder, more energetic, more logical, more polite, or more correct. Or (and this is much faster) we can first demonstrate to their satisfaction that we understand their way of seeing it.   In your corner, Mike   Today’s photo credit: jimsheaffer Disco Ball…

  • How Vulnerable Are You?

    How Vulnerable Are You?

    Vulnerability, intimacy, caring, and emotional risk. Mostly we’ve learned to avoid these at work. But, adopted with care, these become our power tools. They build trust which builds all great organizations and differentiates us in the marketplace. You see, work is intensely personal, human. These tools help us navigate the important issues and emotions we…

  • Give Consequences or Explore Them

    Give Consequences or Explore Them

    We can give consequences so that people don’t screw up. “If you don’t complete this by Friday, we might as well kiss the Fortuna deal goodbye!” Or, “We really need to cut this check now or it’ll delay the project.” Threats like this can work in the short term. But they will damage trust and…