Marketing

Two consultants walk into a room. First one says: “I’m certified in life care planning with 20 years of experience.” Second one says: “I help attorneys prove the true cost of catastrophic injuries.” Guess who gets hired? The Great Divide Capability marketing says: “Here’s what I can do” “Here’s my experience” “Here’s my certification” Problem […]

Client Question “I’ve been struggling with prospects telling me I’m too expensive. It seems like price is always the issue that comes up – especially with law firms who say they have budget constraints or get cheaper services elsewhere. How do I handle these price objections? I know my prices are fair for my expertise,

  (And Why “Never” Isn’t Always Right)  “Your dead to me.”  “They left once.   They’ll leave again.”   “Nothing’s changed.”   “We’ve moved on.”  But here’s a different perspective:   What if we’re asking the wrong question?  The Emotional Response  Most leaders react with:  And miss the strategic opportunity.  The Reality Check  Before saying “never,” consider:  Sometimes the

The ancient generals knew something: When you burn your boats, You remove retreat as an option. You make success the only choice. The Safety Illusion Your backup plan feels: Safe Smart Responsible But it’s actually: Limiting Draining Toxic The Energy Truth Every backup plan: Steals focus Divides energy Weakens commitment From your real goal. The

Read Time: 2:10 That prospect who hasn’t called back? They haven’t called back. That’s it. That’s all it means. Everything else? That’s the story you’re telling yourself. The Stories We Tell No callback means: They hate me They found someone else They think I’m terrible They’re laughing at my proposal Actually, no. It just means:

Read Time: 2:15 Most consultants finish their projects and disappear. Send an invoice. Maybe a thank you email. Then silence. They just missed their best sales opportunity. The Hidden Meeting There’s a moment after every project. A golden window. When clients are most willing to talk. Most ready to share. Most open to what’s next.

Read Time: 2:10 Ever wonder why some consultants seem to win all the business? It’s not because they’re better. It’s because they’re everywhere. The Trust Formula Trust isn’t rational. It’s not about logic. It’s about familiarity. The more someone sees you: The more they trust you. Whether they should or not. The Priming Effect Your

Read Time: 2:25 That voice in your head? The one saying you’re not ready? Not qualified enough? Not expert enough? It’s lying. But it’s also giving you a gift. The Imposter Truth Real imposters don’t worry about being imposters. They don’t question their qualifications. They don’t doubt their expertise. Only the genuine ones do that.

Read Time: 2:30 True story: A professional association invited me to speak about sales. With one condition: Don’t mention using the telephone. It was, they explained, beneath their profession. Let that sink in. The Great Irony These professionals wanted to know: How to get more clients How to grow their business How to increase their

Read Time: 2:10 “I’ll email you the proposal.” Five words that kill more deals than any objection ever could. Five words that turn your expertise into a PDF. Your solutions into spam. Your value into just another attachment. The Email Trap You think you’re being efficient. Professional. Responsive. What you’re really doing: Giving away control.