The Huge Mistake Most Consultants & Advisors Make

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When one talks with consultants, advisors or experts about why they decided to do what they do, the answer almost invariably is that they’re passionate about what they do. Maybe that’s a bit of an overstatement-it’s hard to get too passionate about supply chain management-but I’m sure you take my point.

For example, financial advisors get into that business because they’re fascinated about the markets. Leadership consultants are intrigued about how companies can do a better job of developing talent. The ...

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Two Approaches For Selling To The Affluent

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As I mentioned earlier, Marian & I recently went up to Boston. There were a couple of reasons. First, Boston’s a pretty cool city, and although I grew up just outside it in the town of Lincoln, I can’t say as I knew the city all that well. So we spent the weekend touring the historic areas, museums, cemeteries, and had a great time.

The second reason we were up there was because of my prep-school, the Continue Reading →

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How to get prospects to re-engage with you

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This is an ADVANCED strategy which is really only suitable for companies with established intelligent marketing funnels.

Mort was pretty proud of his list. “Over 100,000 opt-ins” he crowed.

Except…in reality, 98,000 of those people never read the emails he sent. That sat on his list like some sort of indigestible mass, clogging up his email delivery system.

Sure, having a large list is better than having a small one. But, if the majority of people aren’t reading your materials, there’s no benefit ...

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Building affluent relationships

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I just returned from a weekend in Boston. Part of the agenda was attending a reception hosted by my prep school, Buckingham Browne & Nichols, for financial supporters of the school. Marian & I recently did out estate plans, and since my years at BB&N were so positively life changing, we decided to set up a scholarship fund once we’re gone.

What was particularly interesting, and a lesson for anyone ...

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Escaping Sales Hell

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If you love what you do, but hate having to sell your services, you’ll find this helpful.

Most everyone I’ve met who offers advice or services, truly loves their work. They love helping their clients reach their goals and solve problems. They love being able to devote their time to their passion. They love everything about their profession, except for one thing.

The hate sales.

“It makes me feel like I’m having to justify the value of what I do.” is the comment ...

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How successful consultants attract new clients

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It doesn’t matter what type of business you’re in, there are a small handful of “major players”. I’m sure you know who they are in your field.

You also probably (and correctly) think that they’re no better than you. Sure, they know their stuff. Sure, they’ve proven that they can solve client problems.

But so have you.

So why is this small handful of people at the top of the pyramid, and you’re not?

The good news is that you can become one the ...

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The fastest way to get more new traffic

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(Warning: Some may find this offensive. With that caveat, what I’m about to share…is the truth, as I’ve learned the hard way.)

Traffic.

Leads.

Prospects.

…more of them.

What’s the quickest way?

Here’s the answer-it hinges on a question.

Are you willing to invest some money?

If the answer’s Yes, then you can get a lot of traffic real fast.

How fast?

Today.

If you don’t have any money, or you still think that getting new clients should be free…can you still get more leads & traffic.

Sure.

But it will be slow.

Real slow.

Because, when ...

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A cool way to engage your prospects & clients

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One of the areas in which most marketing efforts fall flat is in communicating with their prospect, rather than just talking at them. This is where face-to-face selling has an enormous advantage. So the question becomes, is it possible to set up an intelligent marketing system that mimics the relationship building component that is a lynchpin of personal selling? The good news is that we can.

Here’s how to do it.

The key to building a relationship is to talk with your prospect about the issues ...

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The opening sentence for your sales letter or email

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It’s often been said that they key to writing a great sales letter or email, is to write a great first sentence. After all, if they don’t read the first sentence the whole marketing effort comes to a grinding halt.

As legendary copywriter John Caples put it, “The goal of the first sentence is simply to get the reader to read the second sentence.”

I would add to that it should not only hook the reader’s attention, it should also build credibility ...

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A Great Follow-Up Email Sequence

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To set the stage, let’s remember that there are two components to the marketing system.

  1. Get new prospects to engage with you and become subscribers.
  2. Convert those prospects into actual paying clients.

The role of the email sequence is on the CONVERSION side of the equation. It’s real tricky to get brand new people to opt-in using cold emails, so personally I wouldn’t recommend it.

The question now becomes, once they’ve opted in-what should you send them? I recommend a series of 7 emails ...

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