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Category: Communicate Your Value

If you want to attract more Right-Fit Clients™ you need to deliver remarkable value. Value that gets your clients talking about you to others. Value that is worthy of remark. When I interview top producing…

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Imagine you’re relaxing in the Lazy Boy in the family room, following a big holiday dinner with your family, and your sister’s new beau plops down on the sofa next to you and asks the…

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If you want to attract and win more right-fit clients, you must ensure that the information you are conveying to the world about your value is, in fact, what you intend to communicate. Here are 9 questions that will help you to both assess your value, and create an action checklist to focus your messaging.

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I just read a powerful book that you need to know about, because it has changed how I view my own business. Here are the two biggest lessons I learned:

#1. You need to be the GUIDE in your clients’ stories, not the HERO, and;
#2. If you don’t understand both your prospects’ internal and external problems, they won’t want to work with you.

To find out what the heck I’m talking about and the name of this game-changing book, keep reading (+BONUS VIDEO)

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Here are 10½ New Year’s Resolutions you can make and keep for acquiring more ideal clients in 2018:

Repeat after me…

1. I resolve to… create and deliver a discovery process with prospects that leads with value so that I win the business and my initial process alone generates some introductions.

2. I resolve to… employ an onboarding process that welcomes my new clients down the metaphorical red carpet – so they go “wow” much more than I expected.

Don’t stop at here! Keep reading and have a spectacular year!

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“Sometimes change to an industry can come so fast that you’ll wake up one day and wonder what planet you’re on. That’s what happened when services such as Napster, Uber, and Netflix burst onto the scene.”

Then Craig got super serious and added, “We must always be ready to justify, defend, or reframe our value to our prospects and customers or we’ll die a fast death in the marketplace.”

You simply must read this excerpt from my new book; an interview with Craig Strent, CEO of APEX Home Loans. Craig is a creative thinker who has built a successful business.

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What does it take to get your prospects and clients to take action? It’s a complicated answer, but this blog will simplify things for you a bit. The first question to ask yourself, “Is the problem I’m trying to solve Latent or Blatant? Second question, “Is this problem Aspirational or Critical?”

Click to see the diagram that will give you a fresh perspective on how to approach prospects and clients – to move them to take action.

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In a sea of sameness, video can help you stand out and connect in ways other mediums just can’t accomplish.

Words on a website page (or LinkedIn Profile) can only go so far in helping your prospects and clients connect with you; want to do business with you.

Real photos of you and your team working with real clients is SO MUCH better than using a bunch of clip art images that your visitors have already seen in other places.

But nothing engages the senses and draws people in like video… good video.

If you’re thinking, “But I have a face for radio and I stiffen up in front of a camera,” keep reading.

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524 professionals responded to our most recent study related to Value Propositions.

44% said they did not have a well-defined value proposition. Hmm… If they don’t have a clear value proposition, can you imagine what their prospects think?

I would wager my entire retirement stash that of the 56% who said they did have a clearly-defined Value Proposition, half or more would not have a compelling, client-centered way to communicate their value.

What about you? Could your Value Prop use some CPR, before it flatlines completely? Click to find out.

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My entry into marketing was in 1980, when I wrote and marketed a book about airline careers by placing small ads in the back of various publications.   I learned the principles of direct-response marketing…

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