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Ready, Fire Aim (?)

Ready, Fire Aim (?)

The term, “Ready, Aim, Fire” comes from the military, going way, way back. And then it gained popular usage in business and marketing. Ready: Get your marketing campaign in order. Aim: Clearly choose your target audience. Fire: Launch your campaign.…

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Take The Red Pill

Take the Red Pill

This past week I discovered that I was living inside the Matrix. Well, not the computer-generated Matrix from the famous movie, but inside a particular Mind-Made-Matrix (MMM) that was shaping my perceptions, feelings, and actions. Living inside this MMM dragged…

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What Do You Actually Do?

What Do You Actually Do?

This little question seems to have puzzled self-employed professionals since the beginning of time. Somebody asks you what you do and you make the terrible mistake of actually telling them. Like this: “What do I do? So glad you asked!…

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Who Are You, Anyway?

Who Are You, Anyway?

It's my 69th birthday today (March 9). And I’ve been thinking about what to write for a few hours. The topic of security and insecurity came up. Last week in my Marketing Action Group we were talking about how insecure…

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How To Give Sample Experiences

How to Give Sample Experiences

When I was intensively studying marketing in the “early days” of Action Plan Marketing, I read Scientific Advertising by Claude Hopkins. Perhaps the best marketing book ever written, published in 1923. Hopkins was the father of modern advertising and his…

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I Appreciate You!

I Appreciate You!

Yeah, 2020, has been a really tough year. But you hung in there with all the challenges. And I want to congratulate you and appreciate you for all you’ve done. You’ve… - stayed cocooned in your home office for the…

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Trump: The End Of An Era

Trump: The End of an Era

Well, it's over. And in celebration, I'm featuring the videos of the comedians who have kept me sane and laughing over the past four years. Stephen Colbert Trevor Noah Seth Meyers Jimmy Fallon Jimmy Kimmel James Cordon Bill Maher John Oliver…

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Is It Time To Sell Yet?

Is it Time to Sell Yet?

During the pandemic, selling has been tricky. We don’t want to be seen as being self-serving, wanting to close a deal (with the client’s needs being secondary). That makes sense, but why not sell with the client’s needs being primary?…

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OK, Now What?

OK, Now What?

“How can I attract clients right now? Why are things so hard? I seem to have run out of ideas. Why can’t I create some momentum?” If you’ve been thinking thoughts like this recently, you’re not alone. When I think…

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Dare To Be Foolish

Dare to Be Foolish

Right now we need a big infusion of creativity in our business and marketing. What got us here won’t get us where we need to go.  Let’s get real. The coronavirus pandemic has collapsed the economy. And nobody has ready-made…

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Going Radically Virtual

Going Radically Virtual

Wondering how your business can survive and thrive during the Coronavirus pandemic? The solution: Take your business Radically Virtual. In this article, I’ll talk about how, as a self-employed professional, you can stay put in your home office, work with…

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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…

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How To Write A Great Sales Letter

How to Write a Great Sales Letter

In the ABDO (Attention-Based Direct Outreach) Marketing process there are five main components: 1. Getting your list of prospective clients together. 2. Getting attention via email or other marketing activity. 3. Getting a meeting and initial conversation with your prospective…

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