Let me ask you, what is it that you do that makes it so hard for other people to copy?

If you said anything like, quality, or speed, or service, or that you’re very relational, you are only scratching the surface of your personal power.

The thing is, other people are going to be saying the same thing too.

After all a restaurant should never claim, “We have high food quality standards” as their differentiator. Because every restaurant should have that standard. In fact it’s expected. So why waste breath and space saying it?

So how do you avoid it…


Have you ever thought about your prospects as an audience?

Imagine you’re doing a talk on a stage. You fight past all the jitters, nerves, and self-doubt. There are 450 faces staring back at you waiting to hear the gems of insight you’re about to share, that will completely change the way they’re doing things.

You know that at the end of your rockstar talk, you’ll be introducing your service — what you do for bread.

That’s how you should be thinking about your prospects. I’m sick and tired of so-called gurus talking about squeeze funnels and conversion pages.

It…


Believe it or not …

I used to work in advertising. Mad Men style agencies.

The best in the business weren’t the most creative (although that helped). They were the ones who were experts at noticing and identifying human insights.

What is that?

A Human Insight, is a little quirk you’ve noticed, that many people seem to share, that no-one else seems to be talking about. That little observation is a way to build instant rapport with a stranger.

When Nike created, “Just Do It,” the geniuses behind that slogan noticed that humans tend to wish for better health and…


Recently I was working with a client and his new sales guy was young, and ambitious. there was one problem though, he only had one tool in his toolbox.

Confidence.

Confidence is a great attribute in Sales, no doubt. But often inexperience gives young sales people a false confidence because they haven’t been out in the wild, slapped around a bit, until they learn to be resilient and adaptable.

Anyway this client of mine, who is a rockstar boss, was almost pulling his hair out because this young sales gun kept bulldozing prospect calls with pushy confidence. …


I was on running a Marketing Bootcamp session the other day with a new group of clients and something that came up was that while it seemed like lead generation was the most critical thing to address, there was actually something even more pressing.

Don’t get me wrong. A strong lead pipeline is the lifeblood of any services business.

But what about the clients you already have that are ‘less than ideal’ in the tier of service they receive from you.

Sometimes in these sessions the first thing that we discover is that there are actually a ton of customers…


Did you know that your services are not your solutions?

In your business, you might actually be helping someone overcome a fear, or you might be providing the age-old human desire for convenience. It is incredible what people are willing to give up in order to get convenience.

Don’t assume that a prospect or customer is thinking about your product or service as solution that is going to address their need (yet).

They may not even know about you just yet.

Not sure what I mean? Let’s look at the basic human drivers that make people take action.

There are…


Recently I was talking to a client who was looking to leverage her material to create additional streams of income.

We have already worked together to create her marketing automation so she is a gun in that regard.

It’s the types of services she could offer that was the issue. I shared with her the same techniques for generating new ideas that I’m sharing with you here.

Innovation isn’t only what people buy, it’s also how they buy it.

Imagine you own a bakery and you’re selling muffins. Every other bakery in the city also sells very similar muffins. Yes…


The first question you should always ask before talking to a prospect, isn’t “What problems can I solve?”

The first and most important question is “What problems do they have?”

See the difference?

You don’t want to say to yourself, “Well the problem is that people don’t know about my business.” That’s not a real problem. That’s a problem for you. It’s not a problem for them.

Back when I was writing ads and doing the marketing for Black and Decker cleaning products, I was tasked with selling the new vacuum cleaner.

Closest I’ve ever come to being a vacuum…


Have you ever felt afraid of being more than one thing? For example, growing, did someone ask you what you wanted to be when you grew up? Maybe you said to yourself, “Well, I don’t want to grow up.”

Or like most kids you probably said, “A policeman.” Or “A scientist.” Or “An astronaut.” Or “A Ballerina.”

I don’t think many kids have said, “I want to be a science artist.”

I don’t think I really believe that there is such a thing as an ‘entrepreneur’ anymore. Not in the way we’ve all been defining it anyway. It’s touted like…


Have you ever felt afraid of being more than one thing? For example, growing, did someone ask you what you wanted to be when you grew up? Maybe you said to yourself, “Well, I don’t want to grow up.”

Or like most kids you probably said, “A policeman.” Or “A scientist.” Or “An astronaut.” Or “A Ballerina.”

I don’t think many kids have said, “I want to be a science artist.”

I don’t think I really believe that there is such a thing as an ‘entrepreneur’ anymore. Not in the way we’ve all been defining it anyway. It’s touted like…

Justin Theng

► Marketing Coach ► Marketing Training ► Marketing Strategy ► Lead Generation ► Speaker ► Author

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