7 Deadly Sins of Networking

Having a good pitch and a snazzy business card is not enough to network effectively. I am always surprised at the networking mistakes that both newbies and veterans make at networking events, like only focusing on making a sale rather than establishing a relationship, or going on and on about how their business but not showing any interest in the other party.

4 Reasons Establishing Relationships More Important Than Establishing Sales

I ran into my old pal Brian again.  And, again, he started pitching his weight loss supplements.  And, again, he did not succeed.  I diplomatically explained to Brian that I…

Fear of Money and Wealth

One of my clients had a billing dispute with a service provider. The service provider said, “Oh, I don’t do it for the money.” Yet she charges for membership, and…

Scarcity of Time as Sales Tool

I recently had a B2B client that put an estimate together for his client, only to have his client then say the five most dreaded words of any freelancer, “I…

The “Soft No”

Just because a prospect rejects your sales pitch doesn’t mean the sale is over.  Typically, their first “no” is actually a “soft no.” It’s very reflexive for prospects to flat…

Sell Values and Benefits Rather Than Features

When selling anything, it is a mistake to emphasize only the features that your service or product comes with. For every feature, you should present the underlying value or benefit…

Know Why Your Customers Are Buying

I walked into a Radio Shack the other day, and the clerk asked me if he could help me.  Considering I haven’t been in a Radio Shack in over a…

Informational Billboards vs. Sales Portals

I’ve been consulting Twyla about her training business for quite some time. One of the first things that we talked about was converting her website from an informational billboard to…

Some Customers Are Worth Losing

In “A Bronx Tale” (dir. Robert De Niro), the main character, Calogero, befriends a gangster, Sonny. Calogero and Sonny are driving around one day, and Calogero spots a guy who…

Self-Leadership Means Leading by Example

Stan was a customer service associate at a big box retail store. Although Stan had the highest sales out of all the associates, his managers considered him the laziest. Stan…