• Be specific about the value you provide, your ideal buyer, and what influences that person.
• Speak and write, speak and write, speak and write.
• Peer-to-peer referrals are the platinum standard, a commercially-published book the gold standard.
• Converse with enthusiasm, volume, and confidence.
• Hang out with people more successful and smarter than you are.
• Develop a powerful brand or brands, culminating in the recognition of your name as an expert.
• Laugh-off unsolicited feedback, negative reviews, and setbacks.
• Watch for patterns of success and failure.
• Build on your strengths, stop trying to correct weaknesses (most self-help books assume you’re somehow damaged).
• Ask penetrating questions and listen carefully to the answers, and stop jumping to a solution or cause right away.
• Generate intellectual property frequently and move to monetize it.
• Pursue highly successful firms which have a lot of money, and for whom $100,000 isn’t even a gnat on the windshield.
• Never spend time nor develop a relationship with a non-buyer, with the exception of being introduced to the true buyer.
• Stop worrying about being liked. Popularity doesn’t create impressive results and won’t pay your mortgage.
• Create a positive support system around you, preferably at home.
• Focus on outcomes and results, not tasks and deliverables.
• Remember what business you’re in. Not all projects are good projects, not all prospects will be good clients.
• If you’re charging by the hour, disregard all of the above, you’re an amateur and none of this will help you.
© Alan Weiss 2013
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