What are you afraid of?

What are you afraid of?

Every time you buy something, you deal with your fears. They may be tiny enough for you to ignore them; but the size of those fears could destroy the common sales truism “People don’t like being sold to, they like to buy”. Risk reversal is about dealing with those...
Making your offer more irresistable

Making your offer more irresistable

If you have started to develop your niche, it’s time to make it easier to sell your services. Packaging your services in a easily accessible manner, then making them more attractive to your target audience, is easier when you understand their problems and show how...
Poor packaging prevents performance

Poor packaging prevents performance

Does the way you package your service prevent people from using it easily, and how would changing that help generate additional client loyalty? There I was tired and away from home, having forgotten my glasses. I only need them for reading, or other close up work, so...
Soap powder: How it can help you sell more.

Soap powder: How it can help you sell more.

The way soap powders, and other consumer goods, are marketed could help you improve your marketing effectiveness. Yes, I know you’re trying to sell a service rather than a boring soap powder, but let me wash my thoughts in public and share an idea about selling more....
2 cast-iron reasons why networkers need a ‘product ladder’

2 cast-iron reasons why networkers need a ‘product ladder’

In our book, ‘The Go-To Expert’ (click on the link for a free chapter) – Jon and I talked about the need for professionals to have a product ladder. In this blog post we will discuss what we mean by a product ladder and how it will help you generate...