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What happens when a prospective or existing client goes silent on you?

When clients go silent, it often feels like they have disappeared.  So why does this sort of thing happen when you are taking your clients’ interests seriously, when they don’t seem to be? What, if anything, can you do to stop […]

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Do you know the answers to all those business questions?

In a recent workshop I was asked “How do I get all the important questions in one place?”  I replied, “i’m glad you asked that question”.  No, I really was.  Because I had recently done a workshop about that very subject as it relates […]

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Ever received a testimonial that brought you to tears?

I learnt a long time ago that a powerful testimonial from a satisfied client can add an amazing amount of credibility to a business, remove objections and speed up the sales process.  In certain circumstances, they can also boost persuasiveness and […]

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B2B sales: are your clients making selling stuff more difficult?

Buying ‘stuff’ is arguably easier and faster now than ever before, even for some big-ticket items like buying a new car.  Every day we can buy whatever we want in mere moments, because consumer purchases require nothing more than a functioning […]

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Telephone calls to prospective clients are just as important as they’ve always been

So, I was invited to attend an internal workshop recently, and I was amazed at the discussions that were taking place.  Julian, my long-standing coaching client, had arranged an internal workshop for three of his newest employees.  Julian, and his wife Nancy, […]

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WHAT TO DO WHEN A PROSPECTIVE CLIENT GOES SILENT ON YOU

Recently, one of my longest standing private coaching clients called me to start one of our regular coaching calls.  I have found over my many years of coaching that there is one key issue to be addressed and resolved during each […]

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CONTENT MARKETING: WHAT IS IT & WHO NEEDS IT?

I recently asked a close friend, who also happens to be one of my business coaching clients, “What do you think about content marketing?”  “What’s that” he said.  Which surprised me, but then, not too much.  Because I believe that if I […]

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People won’t invest in business coaching services

Why can I say this with confidence?   Because I hear this a lot.  Over the many years I have been coaching business owners and their team leaders I have made assumptions about the intentions and spending power of my prospective clients.  I […]

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What is the best question to ask every Gatekeeper?

I was talking to one of my clients recently about a problem he was having with gatekeepers.   What is a gatekeeper I hear you ask? Well, it’s a person whose job it is to protect, control and help optimise […]

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How to build a ‘best in class’ business with a Purple Cow

I don’t know about you, but I read a lot of books.  On average I read at least one business growth and development book per week.  It’s a great way to learn a lot of good stuff, fast. One of my favourite […]

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