How to double your prices and still close more sales

Want more money for the same amount of work? Easy. Just raise your prices. But Jacob, you say, won’t that just drive away my clients, and create some resentment with the ones who stay? Well, yes, if you simply raise your prices and don’t change anything else. Do that and you’d better expect a few Read more about How to double your prices and still close more sales[…]

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The overlooked, underappreciated marketing secret of a top performer

Genius is the art of taking pains. –Claude Hopkins, Scientific Advertising   I’m going to make a bet with you. Google “10 Best Marketing books” or “Best books on copywriting,” or similar searches. You’ll find dozens of marketing blogs where writers have posted their favorite marketing books. I bet you at least half of them Read more about The overlooked, underappreciated marketing secret of a top performer[…]

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37 Ways to Use Your Backbone Marketing Content

Over the last few weeks, I’ve been putting together a series called Selling a Complex Service. (If you haven’t seen it, just look under the category called “Selling a Complex Service.) The whole series shows you how to create a permanent, organized collection of videos and articles that each address each objection or question that could slow Read more about 37 Ways to Use Your Backbone Marketing Content[…]

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Build a Permanent Marketing Campaign

How to Sell a Complex Service, Part 4 I’m going to show you the simplest, most effective thing you can do to sell a complex service. This final tactic will consolidate all the groundwork you’ve been laying down in parts 1, 2 and 3. You’ll turn your best ideas and your best ammunition into a Read more about Build a Permanent Marketing Campaign[…]

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Try this if you’re in a cynical and sophisticated market

Selling a Complex Service, Part 3 Once in a while, a new business comes along that’s almost a guaranteed winner. It’s something nobody else has ever done, and people immediately understand it and want it. Uber is an example. Push a few buttons on your phone, any time of day or night, and within minutes Read more about Try this if you’re in a cynical and sophisticated market[…]

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The Secret of the Aviator’s Cigar

How to Sell a Complex Service, Part Two Once upon a time, a young airplane mechanic named Tom had a brilliant idea. Tom realized that he could make more money, with less work, by refurbishing the interiors of small, private aircraft. He knew how to make the inside of a plane more luxurious and comfortable. Read more about The Secret of the Aviator’s Cigar[…]

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How to Sell a Complex Service

Part One: My encounter with Gandalf   There are two reasons people won’t do business with you. Either they don’t want what you’re offering, or they don’t believe you can provide it. If either of these conditions are present, you’ll miss out on the deal. But sometimes, someone just doesn’t understand your business. They might Read more about How to Sell a Complex Service[…]

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This Unexpected Twist Will Transform Your Business in 2019

Let’s not start with the obvious. That’s what everybody else would do. I’m going to show you how to be different next year. How to have a breakthrough whenever you want it, doing something that none of your competitors are doing. Something so powerful, transformative, and brain-bendingly awesome that if you can pull it off, Read more about This Unexpected Twist Will Transform Your Business in 2019[…]

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Here’s one way to stop thieves from plagiarizing your content

This “old school” tool might be worth looking at again. I’m thinking about using a century-old marketing practice to counter a new, evil software. Let me put you up to speed. First, the software. I bought it last week for a totally different purpose than its creators intended. You see, it lets you create e-books Read more about Here’s one way to stop thieves from plagiarizing your content[…]

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Why doesn’t sharing free information work for you?

You’ve probably heard this before. Be a resource, they say. Add value. Make yourself useful to as many people as possible, and a river of clients and referrals will flood you with riches. Except, does this really work? Kind of, but it’s not that simple. Let me give you an example. I met Jared through Read more about Why doesn’t sharing free information work for you?[…]

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