In-Person Persuasion

Do you send follow up emails to your prospects that start with something like this? “Just wanted to touch base and see if you have had a chance to think about working with me?” “Just wanted to check in and see if there’s anything I can help you with?” “Just wanted to reach out and…

The most common mistake people make in describing what they do is to frame it like a label. “I am a business coach” or “I am a web designer” or as a generic solution “I design beautiful websites” or “I help entrepreneurs make more money”. Try This Instead: Hit it Where It Hurts the Most…

You know why there are ten million articles, books and a gazillion blogs about storytelling? The ones insisting you can’t sell that diaper rash cream without telling a story, a personal heart-wrenching tale of raw pink bottoms and the midnight shrike fests. Because storytelling is the oldest, most potent trick to trick your brain into…

Last summer, my daughter spent almost every waking moment cribbing and whining about getting a kitten. After our insistent and obviously ineffective refusal, she started feeding the stray cats outside our house. I am not exactly sure whether this was her silent revenge or some evil plot to make us keel over and get a…

Before we go any further on this very spammy looking headline, let me be clear. This is not a 3 step plan to twisting your client’s arm and forcing him to spit up your well-earned money (although when you are denied your rightful, that doesn’t seem like such a bad option right?) These are actually…