Archive for the ‘Sales / Business Development’ Category

Switching from Mac to PC? Maybe Apple really isn’t that cool…

  “I’m no longer in love with Apple. I think I’m going to switch from Mac to PC,” I said out loud as I walked out of the Apple Store in the Staten Island Mall, past tables of iPads, iPhones, MacBooks, and iMacs. Okay, no—I didn’t really say that out loud. In that crowd, at […]

Read more

True—what you wanted, didn’t happen…. But it’s not for the reason you think!

  The event you wanted to organize didn’t happen. But’s it’s not because you couldn’t get a sponsor. The company you wanted to start never got off the ground. But it’s not because you didn’t have the money. The sale you wanted to make never closed. But it’s not because your prospect was “just kicking […]

Read more

Blend In, Then Stand Out!

  “Dare to be the same!” What?? Well, only at first… A common marketing mistake of business owners is to try to establish how their business is different from others in the marketplace before establishing how their business is the same. Really?  But isn’t that how you compete, by showing how you are different? Indeed – it may […]

Read more

Blend in first, THEN stand out!

  “Dare to be the same!” What?? Well, only at first… A common marketing mistake of business owners is to try to establish how their business is different from others in the marketplace before establishing how their business is the same. Really?  But isn’t that how you compete, by showing how you are different? Indeed – it may […]

Read more

Q: When do investors HATE hearing GOOD ideas?

[really_simple_share]A: When they don’t like the person pitching the good idea!

And I don’t mean they don’t like your personality!

I mean, do they trust you that if they hand you their money – that you are capable of following through, and providing them a return on their investment without losing their capital?

Read more

Why is it more difficult to gain trust from some people than others?

[really_simple_share]At least since I became a patent lawyer, and perhaps earlier, I’ve always been fascinated by why some people were so easy to connect with – both professionally and personally – while others were not. Why some people naturally trusted me and became clients, while with others it felt like there was some type of trust barrier that I couldn’t explain. With the first group, from the moment we met, there was instant rapport. It seemed so clear we would be working together. Many of them were thrilled and thankful to be working with me. With the second group, from the moment we met I felt their skepticism. And no matter what I did, I could never overcome it or explain it – that is until now.

Read more