Why most small businesses & consultants fail

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Depending upon whose statistics you read, somewhere around 80% of all new businesses will go out of business within their first 5 years. But, that’s not even the worse news. The most depressing statistic is that 80% of those businesses that do survive, will never generate a level of income greater than what the owner would have earned if they had stayed working for someone else.

Damn, that’s sad.

Especially, since avoiding that fate is not that difficult.

According to a study done ...

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How To Get New Business Without Talking With People

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If you want to get a whole lot of brand new business without actually having to talk with people, you’ll find this interesting.

One of the biggest problems about attracting new business using traditional models, is that you usually have to speak with prospects. And when you do that, they have objections. Concerns. They want you to convince them that what you offer will really work for them.

Wouldn’t it be great if you could get a lot more new business without ...

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Mastermind Group Forming

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I wanted to briefly talk with you this morning about potentially joining a small mastermind group I’m considering starting. I don’t know if it’s right for you, there’s no charge for joining, but I’m look for a few, very-specific types of people.

The Mastermind concept, may or may not mean anything to you. The original idea, as pioneered by Napoleon Hill was to assemble a small (6-8) group of people who would be able to provide value added business building ideas ...

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Is Your Website Ready For Mobile? Mobile Marketing Tips

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My how the world has evolved in just a few short years. From desktop computers, to laptops, to ipads to phones…how we access the internet has changed dramatically.

Which is sort of a good news/bad news scenario.

The good is that I can go to your website virtually anytime from any of a number of devices.

The bad news is that your site may look pretty junky from a lot of them. Which is a huge shame, especially after you’ve put all that ...

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Using Stories at the Academy Awards

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One of the more interesting features of the Academy Awards were the backstories from presenters on what motivated them to enter the world of show business. These “personal stories” have applicability to all of us who desire to build relationships and influence the decisions of others.

There’s an old saying that I’m sure you’re familiar with; “People buy on emotion and justify it with facts and figures.” This is true regardless of whether you’re selling B2B or B2C.

One highly effective method ...

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How To Communicate Better With Your Target Audience

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I’ll admit I have a bias.

While I’m not a Luddite driving a buggy, I think that a lot of time we focus way too much on technology as the solution to our business development woes. For example, want to start a passionate conversation? Ask a group of marketers or business owners, “Does social media really work?”

“Yes it does.”
“No it doesn’t.”
“My friend Al got a big account from Facebook, so there!!!”
“I don’t care, you’re still ugly.”

On and on…missing ...

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Where Do The Best QUALITY Sales Leads Come From? (Aside From Referrals)

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Let’s talk a bit about sales leads, and more specifically, the quality of leads that we get from different sources.

I think this is the best method (aside from referrals) for getting prospects that can afford to invest in your services…

What got me thinking about this was a recent marketing conference I attended. As is often the case, one speaker after another proudly proclaimed that a certain method generated the most leads. But after a while that got me thinking.

Sure it’s ...

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How To Make Sure Your Business Is Remembered

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As a wise mentor of mine once said, “People don’t remember facts. They remember stories.” If you want more referrals for your business the key is to be top of mind when people have a need or learn about opportunities that make sense for you. As I learned from hard fought experience, simply educating people about what I did, simply wasn’t enough. In order to be remembered, I needed to make my services come alive through the use of unique ...

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The Best Sales Stories For Getting New Business

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OK perhaps the title of this is a bit grandiose, but it did get your attention. After all who want to read or listen to a sales story that’s dull or boring?

So what goes into the best sales stories? Although we can’t always pull this off, the best stories are ones that spark the imagination. Stories that enable us to visualize a desired outcome or experience. This last point is very important to keep in mind.

When we buy something, whether ...

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