Why does it take so long to close a sale with a new customer? The primary answer is usually because they dont know you or your company. However, there are two key components in turning this recurring challenge around so that clients come to you as if they already have an established relationship with you. Targeting a Specific Group through Various Forms of MediaThe first component is to consisten

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In this two-part series, learn why The Golden Rule islackluster in comparison to The Platinum Rule when it comes to gaining morespeaking business. Your pipeline is filling up but you are not closing as muchbusiness as you expected. How do you convert the leads from your marketingactions into revenue? Develop a better understanding of the sales process andhow to quic

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I never realized how much stuff I had until we were packing up to move toanother house! How true! I have helped several friends move in my lifetime andam totally amazed at the amount of inane junk they keep. In full disclosure, Iam NOT an organized person; however, I do understand the liberating benefits ofgetting my office in order.One of the great benefits of this busines

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Oneof my earliest mentors had his office walls adorned top to bottom, side to side,with big, handwritten signs intended as cautions to others as well as remindersfor himself. If youve ever been in a direct sales environment, youve probablyseen such a place. Two of the biggest signs read "You Can Hire Spellers For MinimumWage" and "Thumb-Suckers Not Welcome Here."Crafting th

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Thereare a number of ups and downs in the speaking business. Rejection, eventplanners changing their minds, and economic tightening of belts are all thingsthat are a reality in today's marketplace.I have discovered a few roadblocks that prevent countless speakers fromenjoying the success they deserve. One of the largest roadblocks is a personthat you know quite well. If you r

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