Gifting as a Form of Prospecting

Gifting as a Form of Prospecting

You’ve surely heard this long-standing piece of wisdom: “It is better to give than to receive.” I agree; it’s a healthy and fulfilling way to live one’s life. It’s the right thing to do. While not as virtuous, there’s a somewhat similar-sounding phrase that’s relevant...
Confidence in Your Price

Confidence in Your Price

My friend and colleague, Lee Salz just released his latest book, Sell Different! and it’s outstanding. For this week’s column I decided to share an excerpt from the book on how to defend your price or fee: By Lee Salz After a lengthy new client acquisition process,...
Dadsplaining the World Mindset

Dadsplaining the World Mindset

I was talking to my teenage son recently, imparting wisdom the way we dads love to do. Some people call it “dadsplaining.” No doubt that term was invented by some petulant teenager, who didn’t fully appreciate his father’s brilliance. At any rate, we talked about...
Fall = Personal Branding Season

Fall = Personal Branding Season

I live across the street from a high school. Make no doubt about it; there are some negatives living so close 2,500 teenagers. You hear a lot of squealing tires and you’re constantly picking up fast-food wrappers that blow into your yard. But there’s a positive as...
Bad Prospecting Email Part II

Bad Prospecting Email Part II

A couple weeks ago, I wrote an article critiquing one of the many bad prospecting emails I had received. I heard so much positive feedback from readers that I decided to evaluate another email for you this week. Like you, I receive tons of prospecting emails. Probably...