Authentic Selling

Recently I’ve spoken to several who have spent around $50,000 USD on business/marketing coaching or trainings… and often because they didn’t realize those marketers are selling to their trauma. Sadly, much of the persuasion psychology being used (and taught) in marketing — the stoking of fear, uncertainty, doubt (FUD) —…

We become inauthentic when we try to persuade people. When you’re in the energy of trying to “get” someone to believe you and to buy your thing, it becomes too easy to say whatever you think the other person wants to hear. You lose your grounding and integrity. Instead, what…

Too much of online prospecting/sales is about reaching out to strangers or acquaintances who have not signaled their interest in your work. “But based on their profile they might be interested, so I should reach out to them.” Most of the time, this feels to the recipient like spam. Most…

Years ago, I received a simple piece of career advice: “Go where you’re respected.” — eco-entrepreneur Paul Hawken These 4 words have guided my career. It applies to marketing too — aim to sell only to prospective clients who are already eager to work with you. By doing so, there…

It’s unfortunate that most sales conversations don’t feel authentic and uplifting. Here is the typical framework: 1. Cleverly remind the prospective client of their frustrations, blocks, and symptoms that made them want to seek out a solution. Ask questions or tell stories to get them to really feel the pain…

Solopreneurs sometimes wish that they didn’t have to do marketing, and people would just discover them and inquire about their services. For a lucky few, that non-strategy might work. For the rest of us? We have to learn how to do good marketing… Yet, maybe you’ve tried posting about your…

When are you not confident in selling your services? It’s when you don’t believe the transaction is truly a win-win. If you really believe in your services, and know that the person you’re talking to would find it to be a great deal at the price you’re offering, then you’re…

​You would love to do marketing authentically rather than succumb to short-term pressure, deceptive tactics, or hype. And… you need to fill your next course, program, or get some clients soon. So how do we get clients without resorting to conventional strategies that don’t feel right? Here are 5 ways…

In selling, it is typically assumed that you must learn persuasion tactics. Persuasion strategies do work… but only for the short-term. Do you enjoy having to convince or persuade people to buy from you? The idea of “persuasion” sets up an arms-folded, you vs. me dynamic. When a buyer has…