Do you ask prospects to marry you?

Click here to subscribe in iTunes; or, listen to the audio version below: Next to writing, speaking, and drinking coffee at Starbucks (which I'm pretty sure is tax deductible), my favorite professional activity is consulting. I love working with clients one-on-one....

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The ideal “micro niche” market. (If you can find it.)

Click here to subscribe in iTunes; or, listen to the audio version below: I had an interesting conversation with a friend of mine the other day. She's a successful video producer and boasted that she never has to do any marketing. "Business just comes my way through...

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How to Get More Prospect Meetings.

Click here to subscribe in iTunes; or, listen to the audio version below: Let's face it. You can do a fantastic job of prospecting, generating leads, attracting referrals and word-of-mouth, and basically getting lots of potential clients to find out about you and your...

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How to Follow-Up Without Being a Pest

Click here to subscribe in iTunes; or, listen to the audio version below: A couple of weeks ago, I got the umpteenth call from a sales rep who's been hounding me since we chatted at a conference seven months ago. I'm actually interested in working with her firm. But...

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The Fastest Way to Find Prospect Names

Click here to subscribe in iTunes; or, listen to the audio version below: When my daughter was six or so the game we enjoyed playing most together was Where's Waldo. It involved finding the Waldo character amongst a crowd of other people, who were usually doing...

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“Leverage” Your Way to Better Marketing Results

Click here to subscribe in iTunes; or, listen to the audio version below: I had the opportunity to chat with a fellow marketing guy earlier this month. He was about to do a workshop for a local professional speakers group I belong to and I was helping him set up. This...

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Email prospecting example (that worked… )

Subject line: Handouts for the upcoming Plastics Expo Charlotte, I read in Industrial & Marine Valves about your appointment as Marketing Director of CAM Engineering. Congratulations! I suspect you’re now knee deep in getting ready for the upcoming Plastics Expo. Did...

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Does Prospecting Suck?

Click here to subscribe in iTunes; or, listen to the audio version below: Over the past week or so, I've had more than a few people tell me that, although prospecting can get good results, it can also be uncomfortable, embarrassing, and undignified to say the least....

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The Plumber Who Taught Me Prospecting

Click here to subscribe in iTunes; or, listen to the audio version below: Since starting this series on prospecting, I've received a lot of questions from readers, and also some great tips. Thank you! As I said in my last Marketing Memo, prospecting is simply the...

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5 Keys to Painless Prospecting

Click here to subscribe in iTunes; or, listen to the audio version below: Let's face it. No one likes to cold call, warm call, or do any type of prospecting. Even if you don't use the phone and, instead, reach out to new potential clients via email, the process can be...

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The Missing Ingredient to Achieving Goals?

Click here to subscribe in iTunes; or, listen to the audio version below: I'm guessing this is the umpteenth article you've seen this week on setting goals. After all, it's the start of the new year. Just about everyone has something important they want to achieve in...

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How to Land a New Client by Christmas

Click here to subscribe in iTunes; or, listen to the audio version below: A friend called me this morning and asked, "So, what are your plans for the holidays?" "The holidays?" I replied. Then I casually glanced at the calendar. Uh oh. The holidays are next week. How...

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