Category Archives: sales

New Sales from Old Clients: The $78,000 Referral Success Story

Where are your best clients? Under your nose. Want proof? Your probability of selling to a new prospect is 5-20%, according to Marketing Metrics. That matches my experience. Yours, too, of course. Because selling to strangers ain't easy, no matter how warmed up they are. HOWEVER. Your probability of selling to an existing client is…
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How to Sell a Service at High Prices: $55,000 Case Study

How to sell a service at high prices? That's a tricky question. And this will be a tricky answer. Because I'm writing this in the back of an Uber ride to the airport. And the suspension on this car is shot to hell. It feels like we're on a mogul run down a mountain ...…
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Selling Stuff Sucks. Selling Money at a Discount is Better

To tell you the truth, I don't like to sell stuff. I don't like to sell services. I don't like to sell products. Instead, I would rather sell money at a discount. Offering $20 bills at $5 apiece, for example. Doesn't that sound like fun? It is. And it can happen to you ... ...…
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