We’ve all been upsold at some point. You know the drill: You buy or sign up for something - or you're in the process of doing so... And suddenly, like a demonic Oliver Twist, somebody asks you for more. To buy more. To upgrade to the 'gold package'... Or add fries you probably don't …
Embracing Constraint: The Improvisation Practice That Produces Better Marketing
Let’s talk about what some people consider to be a filthy, dirty word: Improvisation. It's not outright rude, and it's not a euphemism for the ol' horizontal tango... But still, for some folks in business, the words 'improvise' and 'improvisation' have unholy connotations. They suggest …
Traffic & Conversion Summit Takeaways Part 1
I've spent the last 10 days in California, visiting - among other adventures - the Traffic & Conversion Summit in San Diego. Aside from the obvious benefits of being in sunny California instead of London in February, this huge marketing conference has been a great opportunity to learn about …
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Junior Selling
It's weak. It's embarrassing. It's persuading nobody. And yet, it's everywhere. What is this dog-awful disaster I'm talking about? It's 'junior selling'. Whazzat? Well, it's kinda like what John Carlton means when he talks about "selling from your heels"... And …
The Ultimate Artist As Entrepreneur?
Like many others, I was shocked and saddened by the death of David Bowie this week. I've been a fan of his work since my late-teens, and a flip through my record collection (yes, records) yesterday reminded me that I'd managed to assemble most of the great man's significant albums on vinyl from …
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9 Books To Help You Be A Better Marketer In 2016 And Beyond…
This year I've enjoyed some pretty insightful books that have helped me become a better copywriter, marketer and biz-owner. In this post I highlight the ones I think can help you too. I used to have a kinda... haphazard approach to biz-reading - but in 2015 I've made a concerted effort to …
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What Does An Expert Look Like?
Let’s face it: If you're an entrepreneur or consultant... Sometimes you just don’t feel like an expert It happens. Maybe you have a setback in your biz, or you have a tough week, or you just find yourself overshadowed by the seemingly all-conquering powers of a leading …
Irrational Questions
Here's a quick post for you on an intriguing sales concept that caught my eye recently... It's about: Tapping into your prospect's inner drive ...instead of pushing (ugh) or pulling them into a sale. I'd read about this a while back in Dan Pink's excellent book To Sell Is …
