What Causes Clients to Worry

What Causes Clients to Worry

If you want to win a new client, you must understand a simple, little word that actually has complex meaning: “value.” Value lives in the prospect’s head, not yours. Each person defines what is valuable to him or her. Nobody else can do that. Not a family member, not...
How to Move Your Competitors Out of the Way

How to Move Your Competitors Out of the Way

In many cases, your new clients come at someone else’s expense. In other words, when you win a new client, your competitors lose. And often, your new client means a competitor loses one of their existing clients. It’s called “competitive displacement,” and it’s...