85. It’s About Making Money by Maria Marsala All too often, because we love what we’re doing, too much is given away for free by owners “thinking” that people will love their services and buy. However, free begets free. It’s better to be paid all you are worth from the get-go. Do this by figuring [...]
2012 05 13

Earlier this year, I did something against my better judgment that I've promised myself I'll never do again. As you probably know, in January I held my famous "Sales Breakthrough" live intensive seminar in Los Angeles attended by a sold out crowd. Whenever I announce a high-impact training like this, we typically get calls into our office from sales executives from large companies asking if they can send one of their people to "check us out" to see if it's a program they want to bring in-house. And when they mean "check us out", they mean coming for free, no charge, zero investment. Their thinking goes like this: "Hey, we're a big company and if you let us attend for free, we shouldn't have to pay anything - of course we can afford it - but a promise to consider hiring you, is enough clout to let us in at no charge." Earlier in my career, when I was constantly in search of my next "big" client, it was easy to be seduced by the proposition of landing a big company with a well-known bran ...

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• Patrick Currie, Sydney - 4/11/2012 - I have been asked many...
  2012 04 04

So, do people prefer to be asked for referrals or not? And is asking for referrals the proper way to go about getting more client referrals? To answer this question, we need to look at another question: Many marketers debate whether people prefer to be educated or ’sold.’ I’ve never liked that comment, frankly. They argue that [...]
2011 02 11