Consistency Of Message

Written by: Jonathan

Every post is a pitch. Know what you're selling: ideas, products, or dreams. When it comes to "content marketing" everything you're sharing is one more snowflake that (should) add up to an avalanche of business. Unfortunately most people who struggle with posting are coming at it from the wrong angle. They're sharing too much personal […]

The Secret Pitfall Of Answering Objections

Written by: Jonathan

Read any book about sales, and you'll see a lot of ink devoted to answering objections. But they're missing the mark. Every question is the result of a concern that your prospect has about your product / service. They may not know how to voice it exactly, so they do what they know how to […]

This Ailment Is Killing Your Business

Written by: Jonathan

If you're a solopreneur, freelancer, creative, business owner, or sales person for any of the above then you might have a case of "Discountitis." Most businesses have it, and they don't understand just how bad the situation is. Discountitis tells your clients that you don't know your business. If you did, then why are you […]

Child-Like Sense Of Wonder

Written by: Jonathan

In the magic world, there's a common refrain that the highest aim is sharing their child-like sense of wonder. But, you know what? I have a daughter who is almost 2 years old. She's amazed that peanut butter sticks to her hand. She loses her damn mind at the sight of a particularly large bubble. […]

Mind Blowing Branding

Written by: Jonathan

Branding isn't just about logos. It's about making your mark in minds. Creating unforgettable experiences. Establishing life-long associations so that your customer will ALWAYS think of YOU when they hear a particular phrase or see a particular image or remember a particular place. 99% of the corporate world is stuck in a 1960's Mad Men […]

Notice What's Missing?

Written by: Jonathan

I was curious, so I asked Google: What is the best way to get the most out of my next trade show booth / exhibit? And this was the AI-generated list that I got. It has VR experiences, games, good booth design, and a lot of other elements. But the absolute number one BEST strategy […]

Persuasive Sales

Written by: Jonathan

Sales psychology tip: People don't buy products, they buy better versions of themselves. I originally saw this graphic and it nailed the concept. This is why I say start at the end and work your way backwards. What's the ideal outcome? Who do they want to be? What do they want to do? What aren't […]

Dealing with burnout

Written by: Jonathan

The better you get at persuasion, the easier it becomes to accomplish what you want to do. If you're doing it by yourself, then its easier to talk yourself into doing the work. If you're working with a team, then its easier to get everyone pulling in the right direction. But, along the way, you […]

Always Glad To Work With Friends

Written by: Jonathan

Today I had a treat: I got to do a crazy-quick "lunch-n-learn" version of my Sensational Speaker workshop with a whole marketing agency full of designers, project managers, writers, and the owners of the company were on the call, too (Hi Marissa! Hi Dan!). I got to walk them through my 7 step persuasion formula […]

New Isn't Better

Written by: Jonathan

New & Shiny: A Cautionary Tale My wife and I both work from home. That means she hears me talking about sales & persuasion at a bazillion decibels and I hear every meeting she has, too. Over the past 6 months I've been hearing a slow motion train wreck (as well as color commentary at […]

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