Every day for the last several weeks, I receive an email or a message on LinkedIn or Facebook Messenger from someone who has read Eat Their Lunch: Winning Customers Away From Your Competition. Most of these notes are to inform me that the contents…
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There is something you’ll notice about football (American football). The teams that tend to lose big games have quarters in which they score no points. When you look at all four quarters and the number of points scored by each team, the losing…
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It’s easy to make one call to a prospective client each quarter, believing that your single attempt is prospecting. You can try again in another quarter, and there are more prospects to call, and in some cases, fresh leads continue to stream in.…
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If you want to lose weight, there are a few disciplines that you must keep. You need to eat certain foods while avoiding others, always in certain amounts, and increase the amount of time and energy you spend moving your body. There are no secrets…
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This is what makes prospecting so difficult. For most of us, there are more non-prospects than there are prospects. There are also more prospects than dream clients. Even though there are enough dream clients for you to pursue, only some…
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You have prospects who are difficult to contact. They’re hard to reach by phone and impossible to reach by email. No matter what you try, you can’t seem to connect with them, and they never respond to your attempts.
You have prospects who are…
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Knowing something and not doing it is the same as not knowing.
It's easy to develop unhealthy habits. Without ever meaning to, you can get very comfortable with the way things are, even when they aren’t what you need them to be. Change is…
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There is a reason you aren’t buried with work that others are. The first rule to getting out of a hole is to stop digging. Some people I know have more work than they can handle. They really want to stop digging, but they can’t. They say…
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