Your Irresistible Offer
A USP is thoughtful and logical, as Rosser Reeves described, but your Milton, as well as every other prospect in the whole world, yourself included, acts on emotions. Humans are impulsive and according to Nobel Prizewinning economist, Daniel Kahneman, operate on an instinctive and subconscious level to process decisions. According to Dr. Kahneman, humans only… (0 comment)

The 5 stages of project creep
Understanding your emotional response to realizing you are being asked to work for free is the first step to feeling better about those so-called clients. Whether you’re just starting out as an independent practitioner or you’ve been doing it for decades, one thing never changes – someone always wants you to work for free. The… (0 comment)

What A Difference 30 Years Makes!
This post was originally entitled “What A Difference 20 Years Makes!,” but as my good friend Mark pointed out, my math sucks moose eggs, so I have edited it to reflect the corrections. I am sooo embareassed. (Yes, that one was on purpose) *************** I was digging through some files, researching for data to include… (2 comments)

Brainstorming Hour – Cross Selling And Up Selling
We had another great, mind boggling, session yesterday with the brainstorming hour. Talked almost the entire hour about cross-selling, upselling and referring, and how to meet the requirements of IRC §301.7216. I was shocked at how few folks really understood the requirements of §7216, or were even aware of its existence. If you are not… (0 comment)

From 20 To 10 In One Short Year.
How I reduced Client Churn, And How You Can Too! Your clients didn’t sign with you just because they liked the way you described your services, or how well you understood the tax code. As a matter of fact, your clients don’t care a hoot about the fact that you can recite complete passages of… (0 comment)

Niche And Practice Specialization Mentors
The first rule of Rainmaker Marketing is that you must be recognized as an expert who can solve the needs of your target market. Key that to read “you must be an expert on the needs of your target market.” That short paragraph implies two very important requirements. You must be recognized as an expert… (0 comment)