What do your clients do after you leave the room?

There is no fadeout, no ending music, no rolling credits.  After you leave the room, your clients’ lives go on, just like your life goes on.  So what are your clients doing after you leave the room? And why should you care? Nobody wants to buy your product It’s a common refrain on this blog. …

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Unique Value Proposition or Unique Sales Proposition

What is the difference between a unique value proposition and a unique selling proposition? This question has come up several times in the last few months.  And the truth: there are varying views on this.  But the most common consensus is:  A value proposition is about your client A selling proposition is about you Unique…

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New Course: Why You Need Customer Profiles

In the video below I tell the story of a business who went after any client they could. “After all”, they told me: “We are a new business and we need to grow”. Find out how that went for them, and why building customer profiles saved their sanity, their success, and their business. And then,…

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Do you know what your clients want?

Your clients know what they want.  To get what they want, they need something: you. You know what they need, which allows them to get what they want. (If this doesn’t sound familiar, see the link above).  Now let’s make sure that you understand what your clients want.  How Let’s start with how your clients…

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How do you describe your business?

Join me with the Atlanta chapter of the National Association of Women Business Owners (NAWBO) to review my favorite “good example of bad”, three words you should never use in business, and to workshop what you should use instead. This talk I offer is highly interactive, and the local chapter of NAWBO has the perfect…

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Why you don’t want to sell quality

Look through the language you use to talk about your business.  Consider your website, your pitches, your business cards, your brochures, the way you introduce yourself at events and in interviews.  Now review all that language asking yourself a single question: what’s the alternative? “Quality” is not a quality message Imagine that you are about…

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Let’s talk about an entrepreneur’s biggest mistake

What is an entrepreneur’s biggest mistake? I was asked this question just the other day. And as much as I am not a fan of questions that require absolutes, I will still answer a question when it is posed.  And the answer to this one is: thinking they know what their customer wants.  One coin:…

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Find out what your clients fear

All of your clients want something.  All of your clients need something too.  And all of your clients also fear something.  They may talk about it, ignore it, or not even have thought about it yet. Still, they know that every decision they make involves some risk.  What are the risks Every decision carries risk. …

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Best of 2020

That’s right: this is a summary post.  The best of the year from my blog posts, YouTube videos, and products.  Blog Posts The four most popular posts of the year touch on all the main topics: keeping happy and productive employees, trusting your clients, (not) offering discounts, and, of course, remote working.  The only two…

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How to describe the technical benefits of your service

Your clients want to know what’s in it for them when they buy from you.  They want to know the benefits of using your service.  Note the plural use of the word: there are always multiple benefits and as a business owner or leader, you must know what they are.  Last time (link above) we…

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