I hope you’re not an “order-taker” consultant… “Order-takers” are stuck doing work they aren’t passionate about… Making little to no impact… Doing business with a “needy” posture. And the absolute worst thing? Most order-takers NEVER get un-stuck. UNTIL: They finally start to show up as a “trusted advisor.” Trusted advisors always -Have a steady stream […]
The Worst Goal
Want to know the worst goal ever? The worst, most misguided goal in the history of goal-making? (Okay maybe that’s an exaggeration… but also maybe not). It’s this: Making more. If somebody says to me, “I just want to make more money,” I hang up. Because it is a terrible, terrible goal to have. Here’s […]
Big Promise?
A lot of novice marketers struggle with this idea of how big to make their promises. They think, “Well, if I just make a really, really big promise… everyone’s going to want to work with me!” So the promise becomes so big, and so outlandish, and so grand… That people start lining up to get […]
Value Persona Matching
There’s a way to get very in-demand, very high-powered and time-crunched CEOs to take you seriously. It’s not a silver bullet or anything. But… as with anything I teach… if you put in the time, effort, and focus, it’ll pay back dividends. (Works not only for CEOs, but for other execs, sales VPs, directors, etc). […]
Instil The Belief
Nobody talks to strangers unless there’s a good reason to do so. No one just wants to get on a call. Nobody wants to just have a conversation. Nobody wants to have coffee. Nobody wants to talk to you. UNLESS… #marketing #consulting #business #success #90daypipeline
Find Your Path
Charlie Munger, Warren Buffett’s close associate, is famous for using this idea of inversion thinking. Inversion thinking essentially states that there’s a path to achieving the goals and the results that you want… But then there’s the path of avoiding disaster. And going down THAT path is inversion thinking. It’s where you think, “Okay, where […]
The Blank Canvas
A lot of times — probably 50% of the time — when someone comes to us they’re fresh & new. Either they were at some kind of corporate gig and they want to go into consulting… Or they were at a firm and they want to go out on their own… Or they just want […]
Stop Consuming Junk
If you’re the “decision maker,” you’re the most important and valuable person in the company. The implication there is if you’re not a decision maker, you’re not terribly useful… And least useful of all if you make BAD decisions. So — as a business owner, as a CEO, as an entrepreneur, as an independent consultant […]
Reciprocity
I recently bought a new mountain bike (Rocky Mountain Fusion 40 for my fellow MTB’ers). When I was first shopping around, I went into my local bike shop to get some advice from the owner. He told me what to look for, what to research and narrowed the scope of the bikes I should be […]
Why I Don’t Negotiate
I don’t negotiate. You shouldn’t either. Sometimes I get people on the phone, and it seems like a good fit at first… but then when I tell them about exactly what goes into the 90 Day Pipeline, and how much the investment is, etc etc… suddenly it turns out it’s not such a great fit […]