Say “no” to get more “yes”

When I first started in consulting my approach was "say yes and then figure it out". No matter what the client asked for, I would take the job and then learn how to do it myself or hire someone else do to it for me. Website programmed in .asp? No […] Read more »

Success in a new niche

This week one of my Tycoon Inner Circle clients landed his first account in a new niche and wrote this in the members forum: "I have landed a ____________ as a client and it is someone who received my direct mail sequence, spoke to me on the phone for quite […] Read more »

Getting paid on performance

Lately I've had a few conversations with coaching students about how to add performance-based deals into their service mix. The type of deals where you get a percentage of the profits your work brings in. There are a bunch of ways you can do these types of deals. But some […] Read more »

Playing Not To Lose Vs Playing To Win

You've probably heard the saying, "don't put all your eggs in one basket." It's well-intentioned advice that sometimes has its place. (Mostly when you don't control any of the baskets.) But in many cases it's the complete opposite of what you should do if you want to become successful. It's […] Read more »

Competing against in-house staff (Q&A)

Next question in the Q & A series comes from Adam. He wants to know how you market services to companies that already have staff dedicated to the particular problem you solve. "For example, a mid-sized government contracting company is bidding on a new government contract. They have at least […] Read more »

Targeting Larger Clients (Q&A)

All week I'm answering subscriber questions about consulting. What's the most challenging question you need an answer to? Just hit reply and ask. Casey asks: "I'd like to learn more about selling "email marketing" to bigger businesses. Currently I run a white label service setting up email systems, landing pages, […] Read more »

Help Converting Leads (Q&A)

Got a question from Matt: "I'm having some trouble converting leads. I send a heap of free information to the client by email hoping to get some kind of response. 80% of the site, my email doesn't get a response. 20% of the time, the client is interested, but after […] Read more »

Consulting Q&A

First email I've written for in 2015. Took some time at the start of the year to launch a new business and focus on helping my inner circle clients. It's amazing how much progress you can make in six weeks of solid focus. And crazy how fast the year […] Read more »