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October 2, 2014

Never Want Your Business To Be Number One…. Here’s Why.

Contrary to popular belief, and most Hollywood movies I’ve seen, being number one at anything gets you hated. Even if a business was adored as the contender, once they become...
October 1, 2014

Courage

Entrepreneurship requires courage. It requires courage to start, it requires courage to continue. But perhaps most importantly, it requires courage finish. As each phase of the entrepreneur’s journey comes to...
September 29, 2014

4 Pricing Mistakes You Should Avoid When Negotiating

Life is one big, ongoing, negotiation. We negotiate about who’s going to drive, who’s going to pick up or fix dinner, who’s picking up the bar tab, and what we’re...
September 25, 2014

Skyrocket Sales By Priming

Let’s have some fun today. Let’s try a little experiment. Read the two lists of qualities below and tell me which one describes the saint, and which one is the...
September 22, 2014

The Interview Method That Finds Great Employees

Most interviews quickly turn into a game of “I'll tell you exactly how you should respond by simply parroting what I say. OK? OK! Let's get started...” You say, “We...
September 19, 2014

Six Advantages that Women Entrepreneurs Have (Over Men)

Look out, here comes the female entrepreneur! Women entrepreneurs are making their way in the business world in a big way. According to the U.S. Census Bureau, there were 7.8...
September 18, 2014

Innovate In A New Way

Walt Disney has been quoted saying, “I believe in being an innovator.” And you know what? So do I, and you should, too! Innovation is the classic strategy for being...
September 17, 2014

Different Gets Noticed

A guy with a spiked backpack walked by me at the airport. Maybe this backpack is something popular with kids. (He told me he bought it at Target during the...
September 16, 2014

Rituals and Superstitions that Boost Your Business

Do you ever try to avoid the number 13, or act a little more cautiously on Friday the 13th? How about throwing salt over your shoulder if you happen to spill...
September 15, 2014

Customers Don’t Buy What You Do

Customers don’t buy chimney cleaning services. They buy safe, roaring fires. Customers don’t buy Terry Cloth, sponges, soap and wax. They buy bragging rights for their shiny car. Customers don’t...

Customers Don’t Buy What You Do

Customers don’t buy chimney cleaning services. They buy safe, roaring fires.

Customers don’t buy Terry Cloth, sponges, soap and wax. They buy bragging rights for their shiny car.

Customers don’t buy legal services. They buy protection or vengeance or ego or money (or all of the above).

Customers don’t buy what you do. They buy the benefit it derives.