Brand loyalty. Customer loyalty. They’re a nice couple of terms, but they don’t actually exist. Are your customers loyal to your brand? If they find a choice that works better,

Over a year ago, friend of the list and daily emailer Jonathan Stark launched his e365 workshop: how to write for a year, daily. Now, you’ll think… But what if

Quick question: What would you say are normal behaviors from your customers/prospects? What do you think are the expectations when approaching a new prospect? Yes. There were 2 questions. 🙂

Selling. You guessed it. Yesterday’s message was about what a normal behavior is acceptable from your prospects. Friend of the list, data science expert and hostess of the podcast Value

“Where were you for the last 10 years?!” That’s one of the best compliments you can get. Not because how it sounds to you, but because what they are feeling.

Make it simple for your customers to get back to you. Ditch the jargon, the brain and extra work, the coordination. Get to the point, tell them the price and

“Music is about soul, feeling and intention.” —Mohini Dey But first, watch this for 2 mins: Most about the features “[…] Very skilled, very technical, amazing in their own ways,

There was a linkedin post talking about entrepreneurship and how “imposter syndrome will be a guarantee” of it. Brian Collins came to say something raw, and brilliant in response. […]

Brian Collins (once again) wrote this article about fear. You need fear, you need insecurity —I’d argue you even need pain. Because that’s what also lets you see into the

Some businesses focus on how to be more cost-efficient, because that’s how they think they’ll win. Others, on how to get more sales (revenue) because the more they sell, the

How do you explore… New approaches? New products and services? New models? New content? New ways of working? Do you go there at all?

You’ve been told or heard “less is more”. As in the belief that simplicity and clarity will always mean more, by taking off what’s not necessary. However, what if it’s

What books are you reading this year? I’m curious to know which ones you find interesting. On my side, here’s my list (so far): Learn Your Lines by Jonathan Stark.

To you, it’s as easy and natural as breathing. It just happens. Feels like magic. To others, that very same thing is unthinkable of —or at least VERY, very hard

You’ve heard (I’m almost sure) that you can do whatever you want to achieve. All of that with formulas on: Exponential growth Compound interest Constant growth Time value 10% of

And here’s Rory Sutherland having a better explanation on why even maths is contextual. “We often, when we look at data, we look at averages. Averages are misleading because what

These are 3 types of tricks our brains play in communication. 5 guys Using the same words, yet talking of (or at least thinking of) different things. If you don’t

When you do work, you’re not supposed to charge “what you’re worth”. That’s irrelevant. What’s relevant is how you can figure out what’s worth to your customer. ‘Cause when you

Today’s message comes from friend-of-the-list and fellow emailer Russell Wadlin, from TailWhip. Your brand. Don’t talk about it.Be about it.✌️ —Russell.

Way 1 Justifying yourself and/or trying to talk them into “reasoning” why you’re worth it won’t pull the trick. Anchoring your offering down, won’t do it either. Bumped into this

Justifying yourself Someone is telling you “you’re too expensive” and they compare your product or service to the competition.[Here’s what you should do:]Ask them, “If I charge the exact same

Yes, I am. [Silence]. What you’re looking for with this answer and this extremely uncomfortable silence: the reaction that will unfold what’s really behind the price objection. In this game,

It’s not a money problem. When your customer (or you) think that raising your prices is a matter of price-sensitivity, think again. It’s not necessarily that. Is $5 expensive? Is

Raising prices based on inflation, higher costs or whatever you choose. It all goes drip by drip. Not too much so that your customers don’t run for the hills. To

The only power you truly have in business: to walk away. And that, it gives you freedom.

Could you sit down next to your strongest competitor and have a conversation that feels like this? Where your prospective customer, your competitor and you are at the same table.

Have you got your own sales process/checklist? This week I ran into a RFP template process checklist. It gave great insights on how to see certain things when preparing /

We talk (ok ok, “I” ????) about sales, the process and how all of this things work around. How to approach the sale, how to filter if prospects are good

What are the assumptions in your industry / niche / specialization / market? How does your market show up? What are the common expectations of your market? What are the

If you find hard to come up with what assumptions look like, I’ll play guineapig for you. 🙂 Brand and Marketing consultants Focus on choosing brand or marketing as strategic