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How to Connect on LinkedIn

How to Connect on LinkedIn

As wonderful as LinkedIn can be to find and connect with your ideal prospects, most of us have no idea how to actually turn them into paying clients. This is the first of a few articles on how to do that. This is based on…

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Power Outages and Mindsets

Power Outages and Mindsets

Here I am sitting in my 54-degree frigid office, typing with numb fingers.  The power has been out since Saturday evening and we're not sure when it will be restored. But thanks to my trusty new WEN generator (above), I have power to my computer,…

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What Are You Really Selling?

What Are You Really Selling?

If you’re a self-employed professional, you know what you’re selling, right? Management development programs, executive coaching services, communication skills training, financial planning, etc. Right? No, wrong. Those are your services, but that is not what you are selling and not what your clients are buying.…

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Mastery of Marketing Campaigns

Mastery of Marketing Campaigns

The majority of clients who have come to me over the years want to know how to get more clients faster. And they’re often looking for a “silver bullet” that will draw new clients to them magically. The closest thing I know to a silver…

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The Secret to Winning the Marketing Game

The Secret to Winning the Marketing Game

Marketing is a game. And the whole point of a game is to make something more important than something else. What we make important in the marketing game is attracting great clients, earning good money, and making a difference. There are two important secrets to…

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Imagination is Actually Magic. Seriously.

Imagination is Actually Magic. Seriously.

What would be real magic? Making something instantly appear out of nowhere. Or disappear. And we know, according to proven scientific principles, we cannot transcend the physical laws of the universe. We can’t turn the moon into the sun with a wave of a wand…

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Stories You Tell Yourself About Marketing

Stories You Tell Yourself About Marketing

Why does marketing often feel like a struggle, a challenging and not very fun to do? I want to suggest that it’s mostly because of the stories you tell yourself about marketing. If you haven’t noticed, you are always telling yourself stories. And the first…

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Navigating the Rapids of Your Mind

Navigating the Rapids of Your Mind

Imagine you’re in a kayak paddling down a river. It’s a beautiful day and you’re feeling great. But then, up ahead, you see a fork in the river. To the right, the river is flowing smoothly; to the left, you see rapids and rocks. So,…

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How to Make Your Marketing More Proactive

How to Make Your Marketing More Proactive

Several years ago, I was meeting a participant in one of my group programs. We were discussing his speaking plan. “Jeff, I’m glad to hear that you’re getting speaking engagements and that people are enjoying your talks. But what are you doing with the cards…

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How to Market Without “Bad Manipulation”

How to Market Without “Bad Manipulation”

This past week, someone sent me this question: “Would you take some time to answer how good marketing is not emotional manipulation/controlling?” Great question. When you really think of it, marketing is simply a process of getting people to respond to you favorably. You have something…

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20 Ways to Make Your Marketing More Likable

20 Ways to Make Your Marketing More Likable

Quick, what do people respond favorably to? Simple, everyone responds favorably to stuff they like. And conversely, people respond unfavorably to stuff they don’t like. And that, dear reader, is the complete story of human psychology in a nutshell! Just think of all the marketing…

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A Marketing Plan for an Ex Nun

A Marketing Plan for an Ex Nun

One of my most rewarding clients was a nun. Patty Grasher was a nun who lived in a convent for 28 years. And I was rather surprised when she signed up for one of my programs about 15 years ago. She blew away my pictures…

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A Little Story about Ice Fishing

A Little Story about Ice Fishing

I want you to introduce you to an Eskimo boy named Tulok from Inukjuak, Canada. Although born in the Arctic, he didn’t spend a lot of time living there. Because of his high intelligence as a child, he was lucky enough to get a scholarship…

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