Show Your Work

alt text image of a blackboard with a long math equation

When you were a kid in school, your math teacher made you show your work. In my case, the Nuns at St. James the Less insisted that any answer without the accompanying steps to arrive at that answer was wrong. It wasn’t enough to know the right answer. You had to prove you knew … [Read more...]

The Real Proof Provider

alt text image of a businessperson pointing at a document

Case studies. ROI analysis. Client testimonials. A slick full of logos. Third party validation. References. Awards. Years in business. Number of locations. Global footprint. Press releases. Any and all of these can be useful proof providers. But it depends on what you are trying … [Read more...]

13 Ways to Resolve Concerns and Get to Yes

alt text image of a pinky promise

Before your dream client makes a decision, they suffer through a period of indecision. They worry about making a mistake. They have concerns, and it is your job to help them resolve those concerns. References: Some of your dream clients will be confident moving forward with … [Read more...]