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The best LinkedIn profiles move people to take action. They are written in such a way that visitors will take action; accept your invitation, want to connect with you, and meet with you because someone they trust recommended you.

A compelling profile, voice mail message, email message – you name it – moves people to action. Isn’t that what you want?

You are in the evidence business! Your prospects need to see the evidence that you are the right fit for them. Your prime evidence building tools are: In today’s blog, I’m going to focus on the stories that come from…

One might argue that if your business doesn’t remain on the cutting edge of relevance, its doomed to extinction (or at least lackluster performance over time).

Taken directly from my book Radical Relevance, here are the 17 Rules of Radical Relevance. Don’t follow them at your own risk.

While it’s difficult to generalize about what prospects consider when deciding to work with you, there is a common denominator in every decision. Your prospects are consciously or unconsciously asking themselves, “Is he/she right for me?” 

Whether you’re sending a gift to a client to say “thank you for the opportunity to serve you” or to your referral source to thank them for an introduction, the more personalized your gift, the…

When calling your new referral prospects, keep these do’s and don’ts in mind to increase your chances of a great first call. DON’T say “How are you today?” in your opening statement. This screams “telemarketer.”…

If “location, location, location!” are the prime rules of real estate, then “personalization, personalization, personalization!” are the prime rules of email. In this article, I share my formula for drafting the perfect email message to prospects, including the 5 parts that I believe every message must have in order to be effective.

While very few people agree on exactly what makes up a great case study, most will agree that they’re a great form of social proof that can help grab the attention of a new client….

When you hop on a call (phone or Zoom) with a new prospect, do you wing it each time? Or do you have a specific process that you prefer to follow? If you’re like me,…

Let’s set the scene. You’ve been introduced through email to a new, in-segment, prospect by a great client. The prospect responded to your email request for a short (15-minute) call to get the conversation started…