To win clients your book needs your proprietary process

Sometimes a line from a movie says it all. Remember when every burger joint had a secret sauce? In the film “Fast Times at Ridgemont High,” teenage workers from various fast food restaurants reveal what goes into the “secret sauce” for their hamburgers. One says “ketchup and mayonnaise,” and the…

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Four ways other than books to get published

Not ready for the full-fledged how-to business book? There are other ways to see your name and website address in print. These were suggested by Martin Hill, former editor of the San Diego Business Journal. Write a letter to the editor. According to Hill, these are among the most well-read items…

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Three habits that send consultants to the poorhouse

So what is a poorhouse?  According to the website poorhousehistory.com, 19th century poorhouses were tax-supported residential institutions to which people were required to go if they could not support themselves. They were started as a method of providing a less expensive (to the taxpayers) alternative to what we would now…

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How to write how-to articles

Do you feel like a well-kept secret?  You are not alone. When I survey professionals, entrepreneurs and consultants about their No. 1 lead generation challenge, two out of three say that not enough potential clients are aware of their firm.  Some think the solution is to produce a beautiful brochure (and…

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How to win clients with an extraordinary guarantee

The Sears catalog built its reputation on it.  Rolls Royce has become legendary by offering it.  Federal Express transformed it from a begrudging obligation to a powerful marketing tool.  What is it?  The extraordinary guarantee. And it just might be the key to substantially increasing your ability to woo and…

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