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The Corporate Agent

Helping small business owners tap into the power and profits of the $8.3+ trillion corporate marketplace. 

Are you an author? (or want to be)

As you read this I’m gathered together with some of our ah-mazing VELOCITY program members for our first business VELOCITY intensive. 

This elite group understands that the most dramatic shifts in your business occur when you step out of your day-to-day environment and gain an outside perspective.

I wanted to take a moment to reach out and let you know about a very special event coming up – it's your very own chance to get out and experience a huge shift of your own.

Join me as I present at The Author 101 University event, Oct 23 -26 in Los Angeles.

>>> Get all the details here: Click Here

What's this all about? It’s your chance to learn from some of the world’s leading marketing and publishing experts…

In one weekend, you'll:

  • Connect with literary agents who want to represent you

  • Get your new book published or your old book revitalized

  • Discover how to make your book a bestseller

  • Design the “impact-driven business” that’s right for you

  • Learn how to turn your online promotions into huge exposure (and sales)

  • Transform your message into a mega success business

  • Meet and network with amazing people

  • And so much more...

If you're an aspiring or accomplished author, speaker, entrepreneur, small business owner, or simply someone who wants to network with and learn from bestselling authors and experts in marketing...

You've just got to join me at the next Author 101 University.

This event is the only place in the world where you can get everything you need as an author - under one roof in one weekend.

Isn't it time you discovered all the world holds for you as a successful author?

BOTTOM LINE: This is your chance to break pattern and meet top publishing and marketing experts. Discover their proven techniques to get your book published, so you can double (or even triple) your income.

I hope to see you at the next Author101 University event

Oct 23 -26 in Los Angeles.

>>> Get all the details here: Click Here

 

Discover the 7 Secrets to Eliminate Overwhelm (and Avoid the Million-Dollar Mistake) at INSIDE EDGE

In our last blog post, we explored what it means to speak your genius thanks to Eiji Morishita’s INSIDE EDGE 2014 breakout session, Learning the 7 Truths to Speaking Powerfully and Profitably Making a Movement that Matters. If you missed it, you can read all about it here.

 

Drumroll, please. Because this post marks the last in a 12-part series in which we teased and tantalized you with inside look at every upcoming INSIDE EDGE 2014 breakout session.

Yeah. Like that.

(Wait, what? You mean to say you don’t have your ticket yet? What are you waiting for?! Get yours here, and be sure to join us in Scottsdale, Arizona June 26 through 28.)

And so, right before we head to the desert sands of Scottsdale to blast the boardroom doors of Corporate America wide open and show you how to profit from this multi-trillion-dollar marketplace, we are pleased to pull back the curtain one last time and take a look at what Time Triage Founder™ and CEO, Terry Monaghan, will be sharing in her breakout session.

 

Meet Terry Monaghan (@TimeTriage)

For over 15 years, Time Triage™ Founder and CEO Terry Monaghan has been helping clients from around the world to unlock the creativity and intelligence of their teams in order to better leverage their time, talents and efforts.

As Terry teaches, in participating in the design and implementation of the structures, systems and processes that create a space in which performance can thrive, her clients experience results far beyond what is often predictable.

Case in point? To date, at least eight of Terry’s Time Triage™ clients have been finalists or received the distinguished Enterprising Women of the Year award.

A guest columnist for the Washington Business Journal, Terry has developed four workshops, including Time Triage™; Planning 101 – Now What do I Do™; Six Steps to Take Control of Your Email™; and Take Back Control™; as well The Dreaming Retreat™, a weekend retreat designed to improve productivity.

Terry is also regularly featured as an expert media source and keynote speaker on a variety of platforms including ABC News Radio, National Business Education Association, FTNS Radio, Alpha Delta Kappa and The Performance Institute.

 

Terry Monaghan’s INSIDE EDGE Breakout Session Presentation

7 Secrets to Eliminate Overwhelm (And Avoid the Million-Dollar Mistake)

 

What You Can Look Forward To

To have a profitable business (and not just a job for yourself), you must have the time to put the “big rocks” — those critical, must-do strategies and steps that you’re learning here at INSIDE EDGE — in your jar.

Just as important, you also need time to be able to savor your success. 

In this breakout session, you’ll discover where you are getting stuck and the steps you can take to eliminate overwhelm — once and for all. You’ll learn exactly how to:

1.     Uncover hidden challenges that may be sabotaging the growth of your business, as well as keeping you working too many hours for far too few results;

2.     Discover the all-too-common mistake you’re likely making that is costing you dearly (and what you can do about it); and

3.     Implement one simple process that could open up two hours a day, every day for you to use however you want! (Imagine that!)

Once you’ve completed this session, you’ll walk away knowing precisely what you need to do to get far more done in less time — and enjoy a better quality of life along the way.

 

Gain the INSIDE EDGE

If you find yourself wondering when your 24/7 life went to 36/9 (and why you still have no time), you must attend Terry Monaghan’s INSIDE EDGE 2014 breakout session, 7 Secrets to Eliminate Overwhelm (And Avoid the Million-Dollar Mistake).

Don’t have a ticket just yet? No problem. Grab your ticket today, and be sure to join us in Scottsdale, Arizona June 26 through 28.

 

Previous Blog Post:

Learning the 7 Truths to Speaking Powerfully and Profitably Making a Movement that Matters. If you missed it, you can read all about it here.

 


Speak Your Genius by Learning the 7 Truths to Speaking Powerfully and Profitably Making a Movement that Matters at INSIDE EDGE

Our last blog post was all about the ultimate x-factor and why it’s crucial to your success that you learn how to be not just an expert, but the expert in your field. It’s all a part of Deborah Dubree’s upcoming INSIDE EDGE 2014 breakout session. Did you miss it? Catch up here . 

 

So we’ve made it down to the final two blog posts in our INSIDE EDGE 2014 sneak-peek series. Which means we’re this close to Scottsdale.

(Don’t have your ticket yet? We’ve got you covered. Get yours here, and be sure to join us in Scottsdale, Arizona June 26 through 28.)

With literally hours to go till kickoff, we thought we’d take a moment to share with you some powerful insights you’ll learn from INSIDE EDGE breakout panelist Eiji Morishita, who is CEO of GeniusSquared and Founder of The Movement Makers Mastermind.

 

Meet Eiji Morishita (@GeniusSquared)

Known as “The Authority Genius” to clients and colleagues alike, Genius Squared CEO and founder of The Movement Makers Mastermind, Eiji Morishita has made it his mission to empower leaders to Make Movements That Matter™. At the core of his teachings lies the know-how that all leaders need to profit from their genius and build an epic speaking business that makes a huge impact and creates a lasting legacy. That’s one reason why companies such as Palm, eBay and Sun Microsystems, among many others, seek out Eiji’s own genius, time and time again.

Eiji Morishita’s INSIDE EDGE Breakout Session Presentation

Speak Your Genius: 7 Truths to Speak Powerfully and Profitably Making a Movement that Matters

 

What You Can Look Forward To

In Eiji’s fun, content-rich breakout session, you will discover:

1.   The two simple techniques that United States presidents use to connect with any audience;

2.   The four universal passions you need to build trust and generate high-ticket sales for your events;

3.   How to command presence and move your audience to immediate action;

4.   How to speak so powerfully that people want what you have even before they know what it is; and

5.   A simple path to adding multiple six figures to your business through speaking engagements.

It’s all about learning how to make your genius your greatness, and how to share this greatness for maximum impact, no matter what your profession.

 

Gain the INSIDE EDGE

If you are passionate about building something bigger than yourself and are hungry for strategies that will help you increase your income, the time you share with loved ones, and the lives you impact, grab a front-row seat at Eiji Morishita’s INSIDE EDGE 2014 breakout session, Speak Your Genius: 7 Truths to Speak Powerfully and Profitably Making a Movement that Matters.

Don’t have a ticket just yet? No problem. Grab your ticket today, and be sure to join us in Scottsdale, Arizona June 26 through 28.

 

Previous Blog Post:

The ultimate x-factor and why it’s crucial to your success that you learn how to be not just an expert, but the expert in your field. It’s all a part of Deborah Dubree’s upcoming INSIDE EDGE 2014 breakout session. Did you miss it? Catch up here.

 


The Ultimate X-Factor: Don’t Just Be an Expert, Become the Expert in Your Niche at INSIDE EDGE

 Last time on the blog, we shared insights from Vanessa Shaw on how to think like a CEO and avoid the biggest dysfunctions that are capping your income at $200,000 or less. It’s all a part of Vanessa’s upcoming INSIDE EDGE 2014 breakout session. If you missed it, go here.

 

If you’re like us, waiting for the official INSIDE EDGE 2014 kick off in Scottsdale is becoming excruciating. And that’s understandable. Because when you’ve got something this revolutionary in the hopper, you want to share it with the world as fast as you can.

(And if you haven’t purchased your ticket to INSIDE EDGE yet, we still have a small number left. Grab your ticket today, and be sure to join us in Scottsdale, Arizona June 26 through 28.)

And while it’s true that good things come to those who wait, there’s a lot to be said for making the most of the present moment. That’s why we’re excited to share with you what you can expect from INSIDE EDGE breakout panelist Deborah Dubree, Ultimate Performance Expert and CEO and Owner of ClearEDGE.

 

Meet Deborah Dubree (@Deborah_Dubree)

Deborah Dubree embodies what it means to go from average to exceptional. The author of Average is an Addiction: From Mediocre to Millions!, Deborah worked her way up from receptionist to CEO of a $20 million construction company with little more than a high school diploma and a ton of determination.

Known for her signature, tell-it-like-it-is coaching style, Deborah’s work attracts exceptional minds of all stripes, from small business owners and C-suite executives, to sales pros and professional athletes, all who want to achieve the ultimate x-factor in their business.

 

Deborah Dubree’s INSIDE EDGE Breakout Session Presentation

The Ultimate X-Factor: Don’t Just Be an Expert, Become the Expert in Your Niche

 

What You Can Look Forward To

FAIR WARNING: This breakout is not for sissies, dreamers or mediocre “experts.”

In this high-voltage, breakthrough breakout session, you’ll learn how, by becoming the expert in your field, you’ll bypass average and put your business on the fast track to success. In doing so, you will be in the unique position to:

1.   Command your own price;

2.   Stand out in a crowded marketplace;

3.   Dominate your niche; and

4.   Serve as the expert CEOs turn to when they want the best.

As Deborah will explain, the secret to achieving expert status is to stop doing what everybody else is doing and start doing what actually works.

 

Gain the INSIDE EDGE on The Ultimate X-Factor and Don’t Just Be an Expert, but the Expert in Your Niche

If you’re fed up with making less money than you’re worth, are willing to do whatever it takes (and unwilling to settle for less than the best), and are ready to declare your space and be the sought-after expert in you field, you cannot afford to miss Deborah Dubree’s INSIDE EDGE 2014 breakout session, The Ultimate X-Factor: Don’t Just Be an Expert, Become the Expert in Your Niche.

Don’t have a ticket just yet? No problem. Grab your ticket today, and be sure to join us in Scottsdale, Arizona June 26 through 28.

 

Previous Blog Post:

Think like a CEO and avoid the biggest dysfunctions that are capping your income at $200,000 or less. It’s all a part of Vanessa’s upcoming INSIDE EDGE 2014 breakout session. If you missed it, go here.

 

Think Like a CEO: Learn How to Avoid the 5 Biggest Dysfunctions Capping Your Income at $200,000 or Less at INSIDE EDGE

Last time on the blog, we covered the ins and outs of Sheevaun Moran’s INSIDE EDGE 2014 breakout session, “Earning Profits from the Inside Out.” If you missed the post, you can catch up here.

 

(We’ve been getting some questions into our team about tickets to INSIDE EDGE. And as of now, registration is still open although we are quickly running out of seats. If you still haven’t purchased your ticket to INSIDE EDGE yet, grab your ticket today, and be sure to join us in Scottsdale, Arizona June 26 through 28.)

When the rubber meets the road, focus kicks into overdrive. And that’s where we are right now: focused, and ready to bring you the very best on how to land lucrative corporate clients.

 

Who better to showcase on today’s blog, then, than business growth coach and income generation mentor, Vanessa Shaw?

Meet Vanessa Shaw (@VCShaw)

Vanessa-Shaw.jpg

Vanessa Shaw has dedicated her career to helping people achieve greater success, happiness and fulfillment in their personal and professional lives. As a leading business and marketing mentor, she has a track record of helping international clients overcome challenges and create lucrative businesses that positively impact the lives of others.

How does she do it?

First, by encouraging business owners to “get real.” This is especially true for those entrepreneurs who are feeling maxed out, tapped out, and like they’ve hit a financial glass ceiling in their business. But as Vanessa teaches, the trick is to start thinking and acting like a CEO. Do that, and you’ll start to see the real, measurable results you truly want in your business — and your life.

 

Vanessa Shaw’s INSIDE EDGE Breakout Session Presentation

“Think Like a CEO: How to Avoid the 5 Biggest Dysfunctions Capping Your Income at $200,000 or Less”

 

What You Can Look Forward To

After attending Vanessa’s dynamic and authentic breakout session, you’ll walk away knowing…

  • The top 5 dysfunctions that are keeping you from the income, success, and clients you want — and the best way to create immediate results and momentum in your business right now;

 

  • The mindset you must embrace in order to step confidently into your role as business owner and/or CEO of your company;

 

  • How to step out of overwhelm, stop working in your business, and turn your “busy” workdays into successful multi-figure payouts;

 

  • How to discover and defeat the "saber-toothed tiger" that’s wreaking havoc on your leadership potential and profits;

 

  • How to leverage your brilliance and work from your vision to create a powerful business you love; and

 

  • The exact winning strategy that’s a real game changer in your business — and one that business schools won’t even teach.

 

If you’re ready to kiss overwhelm goodbye and welcome more opportunity and income into your business than ever before, you’ll want to grab a front-row seat at Vanessa’s breakout session.

 

Gain the INSIDE EDGE on How to Avoid the 5 Biggest Dysfunctions Capping Your Income at $200,000 or Less

Revitalize your entrepreneurial dream and awaken the powerful, profitable business owner inside you at Vanessa Shaw’s INSIDE EDGE 2014 breakout session, Think Like a CEO: How to Avoid the 5 Biggest Dysfunctions Capping Your Income at $200,000 or Less.

Don’t have a ticket just yet? No problem. Grab your ticket today, and be sure to join us in Scottsdale, Arizona June 26 through 28.

 

Previous Blog Post:

Earning Profits from the Inside Out.” If you missed the post, you can catch up here.

 

Learn How to Earn Profits from the Inside Out at INSIDE EDGE

Last time on the INSIDE EDGE 2014 blog, we shared what you can look forward to from Shanti Morojna when she leads the INSIDE EDGE 2014 breakout session, “Become Absolutely Unstoppable with Sales Conversations Mastery.” If you missed the post, you can catch up here.

 

All most there! We are this close to kicking off INSIDE EDGE 2014 in Scottsdale. So close, in fact, that we can practically taste it.

(If you haven’t purchased your ticket to INSIDE EDGE yet, don’t worry. There are still a few spots left. Grab your ticket today, and be sure to join us in Scottsdale, Arizona June 26 through 28.)

 

In the meantime, let’s take a look at what Sheevaun Moran has planned for her breakout session, “Learn How to Earn Profits from the Inside Out.” If you’ve ever wondered how you can up your game and enjoy the kind of income you know you deserve, settle back and read on.

Meet Sheevaun Moran (@Sheevaun)

 

A teacher of truth and energetics that always result in more energy, clarity and passion, Energetic Solutions CEO Sheevaun Moran has dedicated her career to helping CEO's, leaders and entrepreneurs achieve every goal they set out for themselves.

Through the use of proven processes designed to bring clarity, simplicity and understanding, Sheevaun guides her clients in grasping the role that this inside out clarity plays in earning profits beyond what they had thought was possible — fast.

 

Sheevaun Moran’s INSIDE EDGE Breakout Session Presentation

“Learn How to Earn Profits from the Inside Out”

What You Can Look Forward To

In this groundbreaking session, you’ll discover how you can use your inner wisdom and access clarity in order to increase the flow of money into your business in a powerful way.

In just a few short minutes, you will have identified many of the obstacles that have held you back or kept you in a stuck place. What’s more, Sheevaun will teach you her three go-to tools for moving you from chaos into clarity. Here, you’ll learn how to:

 

1.   Clear the inner chatter, worry, fear and tension that stops the outer success;

2.   Access your deserved prosperity;

3.   Acquire the tools you need to resolve obstacles as they show up;

4.   Eliminate in just a matter of seconds the unconscious saboteur; and

5.   Erase those fears that have been holding you back.

 

So powerful are these tools that many who have worked with Sheevaun’s programs have seen immediate results from just these three techniques.

 

Gain the INSIDE EDGE on Earning Profits from the Inside Out

If you’re ready to enjoy success on an entirely new level, don’t miss Sheevaun Moran’s INSIDE EDGE 2014 breakout session, Learn How to Earn Profits from the Inside Out.

Don’t have a ticket just yet? No problem. Grab your ticket today, and be sure to join us in Scottsdale, Arizona June 26 through 28.

 

Previous Blog Post:

Become Absolutely Unstoppable with Sales Conversations Mastery.” If you missed the post, you can catch up here.

 

Become Absolutely Unstoppable with Sales Conversations Mastery at INSIDE EDGE

 

Last time on the INSIDE EDGE 2014 blog, we pulled back the curtain on Robin Colucci’s upcoming INSIDE EDGE 2014 breakout session,
“Learn All You Need to Know on How to Write a Book that Sells... YOU! Increase Your Credibility, Income and Impact.” If you missed it, check out the post here.

 

With INSIDE EDGE 2014 just days away, so let’s jump right in. Today’s topic? It’s all about mastering sales conversations. And who better to do that than Executive Coaching Goddess Shanti Morojna?

 When it comes to business challenges, nothing can be more daunting than a sales conversation — especially when you take into consideration all of the unspoken ways in which we communicate.

If only you had a magical eye to see into your client’s mind so that you could bridge that gap between you and the opportunity. Miss it, and you could go into yet another round of pitching and asking for the sale — or lose the opportunity altogether.

You’ve been down that path, and you know your time, your energy and your expertise are too precious to waste again.

 

That’s where Dr. Shanti Morojna comes in.

With a profound understanding how to master every sales conversation, Shanti works with clients around the globe to help them uncover and release the most hidden and stubborn subconscious barriers that prevent them from having the life and business that they dream about — and were meant to have.

Shanti Morojna’s INSIDE EDGE Breakout Session Presentation:

“Sales Conversations Mastery”

What You Can Look Forward To

In this eye-opening breakout session, Shanti will help you gain crucial insight in the dynamics of a sales situation and give you the tools you need to navigate a conversation so you can work more effectively and close the highest percentage of the right deals, on the spot.

Here, you’ll discover:

  • 3 crucial elements of the dynamics in the conversation;
  • How to stop serving your “safety mode” and start serving clients;
  • How to use your body to guide you through the conversation; and
  • How to dare to say the right thing and change the flow of the conversation form "almost no" to an absolute "YES!"

…plus a treasure trove of information that will skyrocket your personal and professional success.

 

Gain the INSIDE EDGE on Sales Conversations Mastery

If you’re finally ready to learn how to approach sales conversations with ease and close highest percentage of sales ever in an authentic and graceful way, you won’t want to miss Shanti Morojna’s INSIDE EDGE 2014 breakout session, “Sales Conversations Mastery.”

We’re pretty much down to the wire. Grab your ticket today, and we’ll see you in Scottsdale in a few days!

 

Previous Blog Post:

“Learn All You Need to Know on How to Write a Book that Sells... YOU! Increase Your Credibility, Income and Impact.” If you missed it, check out the post here.


Learn All You Need to Know on How to Write a Book that Sells... YOU! Increase Your Credibility, Income and Impact at INSIDE EDGE 2014

Previously on the INSIDE EDGE 2014 blog, we showcased branding genius Kerri Konik and shared a glimpse into her upcoming INSIDE EDGE 2014 breakout session, “Crafting a Brand that Resonates, Communicates and Closes Big Business.” If you missed it, you can catch up here.

 

(Psst! INSIDE EDGE 2014 is fast approaching, which means there’s no time to waste. If you still don’t have your ticket, we’ve got you covered. Grab your ticket today, and be sure to join us in Scottsdale, Arizona June 26 – 28.)

Boy, oh, boy, have we got you covered when it comes to learning the best strategies out there today for landing lucrative corporate clients.

 

From Carola Eastwood and Chetan Parkyn’s breakout session, “Discovering Your Unique Blueprint for Career and Business Success,” to Jill Wesley’s “Top 3 Secrets to Getting Long-term, Lucrative Training Clients,” to Kerri Konik’s genius presentation on all things branding (mentioned above), we are tempted to ask: How does it get any better than this?

But we already know the answer.

Because when it comes to previewing breakout sessions at INSIDE EDGE 2014, we’ve only just skimmed the surface on this blog.

 

Case in point? The Get Published Coach Robin Colucci. Read on, you’ll see what we mean.

Meet Robin Colucci (@AuthorAlchemy)

When consultants, coaches, and other entrepreneurs take on the challenge of writing and publishing books for business growth, many often turn to Robin Colucci for her expert guidance and practical know-how. Small wonder, then, that her clients have been published by the majors, such as Random House, Doubleday, John Wiley & Sons, and Hay House, just to name a few, while others have self-published their work.

Once published, many of Robin’s clients have become best-selling authors, been featured on national and local TV news programs, magazines, and newspapers, and have gone on to build businesses that dominate their markets.

 

Robin Colucci’s INSIDE EDGE Breakout Session Presentation:

“How to Write a Book that Sells... YOU! Increase Your Credibility, Income and Impact”

What You Can Look Forward To

You already know that writing a book can be a game changer. And you’ve probably been telling yourself you need to finally write yours —and pronto. But then again, you don’t want to go through all the work of publishing a book only to see mediocre results.

This powerful session will reveal the EXACT 3 TRAITS of a winning book concept that will help you to: 

  • Connect with ideal clients and get them excited to work with you

  • Establish your credibility and expertise;

  • Set yourself above the competition;

  • Open doors to speaking engagements;

  • Expand your network; and

  • Develop and deliver private and group coaching programs, workshops, signature talks, keynotes and other revenue-generating modalities.

Under Robin’s expert guidance, you’ll learn how writing and publishing a book that becomes your biggest power tool in growing your business can also help you to establish yourself as the leading authority in your field.

 

Gain the INSIDE EDGE on Writing a Book that Sells... YOU! and Increases Your Credibility, Income and Impact

If you know you have a book inside you that’s waiting to be born or are eager to learn the next steps to getting your work published, Robin Colucci’s INSIDE EDGE 2014 breakout session, “How to Write a Book that Sells... YOU! Increase Your Credibility, Income and Impact” is something you won’t want to miss.

Don’t have a ticket just yet? Yes, we’re just about out of seats (not marketing hype; just the facts). Grab your ticket today, and we’ll see YOU in Scottsdale, Arizona June 26 through 28.

 

Previous Blog Post:

 "Crafting a Brand that Resonates, Communicates and Closes Big Business.” If you missed it, you can catch up here.

 


Crafting a Brand that Resonates, Communicates and Closes Big Business at INSIDE EDGE 2014

 

In our last installment on the INSIDE EDGE 2014 blog, we previewed for you Jill Wesley’s breakout session: “You Got the YES! Now What? The Top 3 Secrets to Getting Long-Term, Lucrative Corporate Training Contracts.” Did you miss it? No worries. You can get the scoop here.

 

Based on the emails coming in to my team (and the social media buzz), it looks like our attendees are just as excited about getting to Scottsdale as we are. (Don’t have a ticket just yet? No problem. Grab your ticket today to join us in Scottsdale, Arizona June 26 through 28.)

If that sounds like you and you can’t wait these last few days until INSIDE EDGE 2014 kicks off for more proven strategies on how to land those lucrative corporate clients, you’re in for another treat. Because today we’re going to provide a special look into the business practices of Kerri Konik, Founder and Principal of Brandscape Atelier.

 

Say “Hello” to Kerri Konik (@brandsatelier)

Spend any amount of time with Brandscape Atelier Founder and CEO Kerri Konik, and you understand why she’s considered to be the brand identity and emotional resonance expert.

With a passion for all things branding, Kerri has spent over 28 years helping small business brands prevail. Understanding that, no matter what the endeavor, the force of creativity is the imperative, essential element that makes all things possible, Kerri works closely with each client to develop brand strategy, identity, messaging and marketing that resonates, inspires, and enables the exponential impact they aspire to make in the world through their businesses.

Kerri Konik’s INSIDE EDGE Breakout Session Presentation:

“Crafting a Brand that Resonates, Communicates and Closes Big Business”

What You Can Look Forward To

As anyone will tell you, branding is often a complex mystery and a daunting process — especially for start-up entrepreneurs and small business CEOs. No matter how big the company or how long it’s been in business, however, the pressure is high to build a great brand.

All too often, however, business owners poke around in the dark trying unsuccessfully to develop their own brands, a process that costs time, money, and even big-name clients.

The breakthrough comes when you understand what branding truly is, and how to refine your own brand and leverage your brand messaging to gain the competitive edge in your marketplace — and in the hearts and minds of your clients.

In this heart-to-heart breakout session, you will:

  1. Learn what a “brand” really is and how to easily and systematically define, design and deliver meaningful brand communications;                                                                                          
  2. Discover big agency strategies and secrets of the “big cat” brands and how to approach and scale those proven, expensive and effective methods for your own brand with the right-sized investments, while still igniting rapid-growth results.                         
  3. Learn how to develop brand experiences that really connect, communicate and inspire.

As Kerri will explain, an emotional transaction always precedes a business transaction. And it is only when that occurs that a strong relationship between you and your prospect is possible, and closing repeat business is simple and enjoyable for you and your ideal client prospects.

 

Gain the INSIDE EDGE on Crafting a Brand that Resonates, Communicates and Closes Big Business

If you understand the value of developing brand experiences that truly speak to your ideal clients and want to learn more of Kerri’s insights into “Crafting a Brand that Resonates, Communicates and Closes Big Business,” join us in Scottsdale at INSIDE EDGE 2014.

Don’t have a ticket just yet? No problem; you can still get in on the action if you move quickly. Grab your ticket today, and be sure to join us in Scottsdale, Arizona June 26 through 28.

If you’re already attending, be sure to check back here for additional updates — and feel free to help us spread the word! Don’t forget to use hashtag: #insideedge

 

Previous Blog Post:

“You Got the YES! Now What? The Top 3 Secrets to Getting Long-Term, Lucrative Corporate Training Contracts.” You can get the scoop here.

 


What are the Top 3 Secrets to Getting Long-Term, Lucrative Corporate Training Contracts? Find Out at INSIDE EDGE 2014.

 

In our most recent post leading up to INSIDE EDGE, we gave you an insider’s look at what to expect at Carola Eastwood and Chetan Parkyn’s breakout session, “Discover Your Unique Blueprint for Career and Business Success.” If you missed it, click here.

 

The excitement we feel with INSIDE EDGE 2014 looming on the horizon is palpable. (If you follow the link to the website, you’ll soon see why. Also, if you haven’t reserved your spot yet, what are you waiting for?! Go here, and get on it. You’ll be so glad that you did.)

 

As we count down the clock to “go time,” we’re happy to share another behind-the-curtains look at our illustrious panel of 12 breakout-session experts who will be sharing their can’t-miss strategies for taking your business to amazing heights.

 

Next up is Jill Wesley, Founder of Corporate Trainer Academy.

 As any corporate trainer will tell you, success in the training world goes beyond getting the client. In fact, if you’re going to rise above in a crowded marketplace, you need to present and facilitate like a pro, design top-quality training programs, and keep your clients coming back for more, year after year.

 

That’s where Corporate Trainer Academy’s Jill Wesley comes in. With a resume that reads like a Wall Street ticker tape machine (Jill has personally delivered more than 2,000 training programs to 80,000 employees in 25 countries over the past 20 years), she has worked with Citibank, Clorox, Panasonic, the NFL Players Union, Stanford Law School, and dozens of other organizations, just to name a few.

 

Her specialty? Presentation Skills and Train-the-Trainer strategies designed specifically for coaches, authors, speakers, and trainers who are hungry to learn the ins and outs of designing and delivering world-class corporate training programs.

Jill Wesley’s INSIDE EDGE Breakout Session Presentation:

“You Got the YES! Now What? The Top 3 Secrets to Getting Long-Term, Lucrative Corporate Training Contracts”

What You’ll Learn

In this leading-edge breakout session, Jill will open up her personal playbook for success, sharing the specific strategies and skills she uses everyday to make a real impact, get referrals, and generate income.

More, Jill will take you deep into her three “Corporate C’s” for success, including:

1.   Corporate Confidence : 5 presentations every trainer must master;

2.  Corporate Content : 3 Keys every corporate trainer needs to align their programs to their client’s goals and objectives; and

3.  Corporate Connections : 5 strategies for building long-term client relationships.

Whether you’re already offering training programs in the corporate marketplace or are ready to start doing so, this is a must-attend session you cannot afford to miss.

 

Gain the INSIDE EDGE on Getting Long-Term, Lucrative Corporate Training Contracts

If landing (and keeping) long-term, lucrative corporate training contracts is on your to-do list for success, join us in Scottsdale at INSIDE EDGE 2014.

Don’t have a ticket just yet? No problem, there’s still time! Grab your ticket today, and be sure to join us in Scottsdale, Arizona June 26 through 28.

If you’re already attending, be sure to check back here for additional updates — and feel free to help us spread the word! It’s easy; simply use Twitter hashtag: #insideedge

 

Previous Blog Post:

Discover Your Unique Blueprint for Career and Business Success.” If you missed it, click here.

Discover the Unique Keys to Your Business Transformation at INSIDE EDGE (plus a BONUS for attendees!)

Last time, we shared with you a sneak-peek on the brilliance that is Ron Wilder and the wisdom you can look forward to when he takes the stage at INSIDE EDGE. Did you miss it? Click here for all the juicy details.

 

Can we just stop right now and take a moment to figure out, once and for all, where time goes? Because, seriously? All of a sudden, we’re into the third week of June, which means, as of this writing, INSIDE EDGE is a mere ONE WEEK away.

 

Yup. We’re just one week from sharing with small business owners just like you the most groundbreaking strategies available for growing your business like gangbusters by tapping into the multi-trillion-dollar corporate client marketplace.

Holy cannoli, Batman!

Before we — ahem — get ahead of ourselves (but when you’re on the verge of something this exciting, how can you not?!), we thought it would be a great idea to introduce you to the 12 INSIDE EDGE breakout session speakers who will be joining us in Scottsdale this month.

 

Meet Carola Eastwood and Chetan Parkyn (@ChetanParkyn)

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INSIDE EDGE is proud to include breakout session speakers Carola Eastwood and Chetan Parkyn, the dynamic duo co-CEOs at the forefront of The Success Transformation.  

Business transformation experts who mentor small business owners looking to transform their performance, achieve the success they long for, and move their lives from friction to flow, Carola and Chetan bring decades of dedication, wisdom, and depth of insight to their business mentoring and life-transformation coaching sessions.

Integral to their work is the team’s transformational Human Design system, a highly impactful readings system that reveals your life and being in remarkable detail and serves as an essential tool for self-awareness, personal mastery, and business success.

 

Carola and Chetan’s INSIDE EDGE Breakout Session Presentation:

“Discover Your Unique Blueprint for Career and Business Success:

What You Can Expect

Within each of us there exists a perfect pattern, or “blueprint” that determines not only who we are, but also how we succeed in life. Much in the same way that our genetics determine our physical characteristics, our “Human Design” provides a detailed map to our surest and most direct path to success.

All too often, however, when we move through life unaware of this unique blueprint, we find ourselves moving outside of the flow, experiencing friction in our professional and personal lives, and otherwise falling far short of what we know we can accomplish.

 

In this breakout session, Carola and Chetan will take you on a path to discovery where you’ll learn:

  • All about your unique set of Keys to Success — what they are, and how they work to unlock success in every aspect of life;
  • How to use these Keys to set a new course for your business triumphs by streamlining sales and delivery processes to generate massive profits; and
  • How to achieve the inner freedom you desire to live a purposeful, self-directed life while creating and growing a highly rewarding business.

 

INSIDE EDGE Bonus!

All INSIDE EDGE attendees are invited to pick up a complimentary copy of their Human Design Life Map, which will be available at The Success Transformation exhibitor table. Staff will also be on hand to print your Human Design chart as you enter the training room, so be sure to arrive five to 10 minutes early to receive your copy.

 

Gain the INSIDE EDGE on Discovering Your Unique Keys Success

The keys to your own success transformation are yours for the taking, but you have to attend INSIDE EDGE 2014 to learn first-hand from Carola Eastwood and Chetan Parkyn how to access them.

Don’t have a ticket just yet? No problem, it’s not too late. Grab your ticket today, and be sure to join us in Scottsdale, Arizona June 26 through 28.

If you’re already attending, be sure to check back here for additional updates — and feel free to help us spread the word! Just use hashtag: #insideedge

INSIDE EDGE 2014 Sneak Peek: Aligned Action’s Ron Wilder

Do you hear that? It’s the sound of the clock ticking, letting you know that INSIDE EDGE is just four short weeks away.

 

Which means we’re also just four short weeks away from sharing with you the most groundbreaking, cutting edge, can’t-miss strategies you as a small business owner need in order to land corporate clients (and reap the massive results that follow).

 

And we cannot wait for the chance to do just that.

But since we know that one of the most important steps in reaching success is to prepare for success, we thought we’d introduce you to the 12 INSIDE EDGE breakout session speakers who are working behind the scenes even as we speak to make this event unforgettable.

Say Hello to Ron Wilder (@ronwilder)

First up on our prestigious list of breakout experts is

Aligned Action’s Ron Wilder.

When it comes to business, Ron isn’t content to just play the game to win; he’s all about changing the game altogether.

In 2003, when Ron first launched his strategy-focused executive coaching and advisory firm Aligned Action, he knew that if his clients were going to change the game in their business, they would need to do what Ron did during a make-or-break moment that defined his own career: they’d have to start thinking from the perspective that what they wanted to create already existed, and then reverse engineer their decisions and behavior from that starting point.

Today, that “mindset shift” informs everything that Ron does as a strategic adviser , coach and teacher to business leaders from around the world and is the cornerstone of his success.

 

Ron’s INSIDE EDGE Breakout Session Presentation

“Know Your Price Point: Stop Leaving Money on the Table”

 

What Ron Has In Store for You

If you’ve been an entrepreneur for any length of time, you know just how important it is to know your price point. After all, presenting your fees can be a make-or-break moment for your business: land the contract, and you make money. Fail to do so, and you leave money on the table.

For all its importance, talking money with a potential client is often also a source of tremendous anxiety. The key is to learn first how to create clarity and confidence around your fee structure and then to master the skills you need to present your fees clearly and effectively.

In this breakout session, Ron will share his strategies for setting and presenting fees in a way that helps you not only get the business, but also get the right business. These strategies include how to set fees that enable you to reach your personal, professional and financial goals; how to determine whether or not to implement a price change; how to present your pricing to a client; and how to use your price point on a path to growth that impacts your skills set, mindset and bottom line.

 

Gain the INSIDE EDGE on Setting and Getting Profitable Fees and Stop Leaving Money on the Table - Once and for All

To learn from Ron first hand how to set and get profitable fees for your services so that you never leave money on the table again, you have to attend INSIDE EDGE 2014.

Don’t have a ticket just yet? No problem. Grab your ticket today, and be sure to join us in Scottsdale, Arizona June 26 through 28.

If you’re already attending, be sure to check back here for additional updates — and feel free to help us spread the word!  #insideedge

www.insideedge2014.com

Separation of Purse and Pain: The Little Known Sales Obstacle Sabotaging Your Big Opportunities

by: Angelique Rewers

Remember when you were a teenager and you wanted to buy that new pair of shoes?  Or that fancy new snowboard? If you had a part-time job and your own money, no problem. But what about those pricier purchases — like say, a car — that required you to go to your parents for the money? 

If your parents were tired of driving you around town, they might be more than happy to fund the purchase. On the other hand, if you had an older brother or sister who was chauffeuring you around town — and your parents weren’t the least bit inconvenienced by you not having your own form of transportation, they wouldn’t have a great sense of urgency in purchasing yet another vehicle for the household. In fact, they would be perfectly content leaving things the way they were. 

This is a perfect example of the separation of “purse and pain.” Your parents control the purse strings. And you, the 16-year-old driver without a car, is the one experiencing the pain of being reliant on someone else to get you where you want to go. No matter how much a used car salesman tries to sell you that bright yellow Jeep Wrangler, it doesn’t matter. He’s talking to the wrong person.  

This is the same trap that all-too-many experts fall into when they engage in conversations with professionals inside of companies who they “know they can help.”  

Let’s pretend that you’re an executive coach who finds him or herself in conversation with the senior director of a department who is facing a daily barrage of bickering among her team members. 

The senior director is elated to meet someone like you who can help her eliminate this daily frustration. The more she starts to imagine what daily life could look like if she worked with you, the more excited she gets — and the more excited you get thinking you have a red hot opportunity on your hands. (In the sales world, we call this “happy ears.”) 

Here’s the problem. While the senior director may have purchasing authority on lots of other things, when it comes to bringing in an executive coach, this senior director isn’t holding the purse strings. Human resources is holding the purse. 

So after a number of “really great conversations” with the senior director, you and she decide the next step is for her to speak with human resources to get your team coaching program approved. 

The senior director schedules the meeting and goes to speak with her colleague in HR. (You see where this is going, right?) Of course, human resources is NOT experiencing the pain that she’s experiencing on a daily basis. They don’t have any idea of the real impact it’s having on her projects or her budget. In fact, her colleague in HR is under the impression that this so-called “bickering” is just part of the normal course of the workplace — not to mention that it’s her job as “the boss” to deal with it.   

And because this senior director who has been so excited to work with you has absolutely ZERO sales training, the chances that she’ll be able to “convince” HR of anything, let alone hiring you to coach her team, is slim to none. 

In other words: Game over. 

What’s fascinating to me is that most small business owners who focus on selling to companies where there is often a separation of purse and pain run into this problem somewhat frequently — yet they almost always approach the situation with the same failed strategy over and over again. 

This is one of the key areas that we focus on when we work closely with our clients because it’s almost inevitable that they’ll run into this scenario on a regular basis. The solution is a lot more involved than can be captured in a single article, but here’s a big tip I can share with you here. 

And that is this: Never “hire” your prospective client as your sales person — which is exactly what you’re doing when you rely on them to go “sell” the idea to the person or department inside their company controlling the dollars. Nearly 100 percent of the time this is the approach they will suggest to you. And if you allow them to take this route, you might as well forget about the opportunity.

Stop Being So Boring! The Simple Client Prospecting Mistake You're Making & How to Fix It

By Angelique Rewers

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There's an interesting thing that happens when many small business owners expand their target market beyond other small business owners to also focus on selling their expertise to higher-paying companies: They suddenly lose all personality.

Actually, it's worse than that. They become a painful bore.

Or at least that's what you would believe if you read their marketing materials -- especially their emails and voicemails introducing themselves to potential clients.

Back when I was a corporate decision maker, I could have lined up the dozen or so incoming prospecting emails that I personally received each day and, if I took the name of the person off the signature line, you would be hard pressed to distinguish one expert from the next.

But why is that? Why do so many experts seem determined to blend into the background?

There are two primary reasons...

Reason #1: Fear. Yeppers. Our good friend, Fear, has a leading role in this play. Because many solopreneurs fear saying the wrong thing — let alone elicit an unkind response from a prospect — they work and rework their emails and other marketing materials so many times that, by the time they are finished, the only words remaining are so watered down and sanitized that an android could be mistaken for the author. 

Hiding beneath the surface-level fear are two much deeper issues. First, the need to be liked by others. And second, a greater belief in lack versus a belief in abundance — meaning that they are so afraid of missing out on a potential sale because there is a finite number of opportunities available and thus, if one opportunity leaves the station they’ve actually experienced a “loss.”

This is where mindset work becomes so crucial to your business. When you move beyond both worrying about what others may or may not think about you, as well as being attached to the outcome of whether or not a company or individual buys from you, you’ll be able to step fully into just being YOU with ease and grace. When that happens, your beautiful personality — the very personality that your existing clients LOVE about you — will shine through. You’ll stand out. And you’ll close more new clients more quickly. 

Reason #2: Not understanding that your audience is other humans. Here’s the thing. Over the years, I've marketed to virtually every level of the totem pole inside of companies, from executive assistants all the way up to CEOs, across dozens of different industries. I've marketed to consumers. I've marketed to entrepreneurs. I've marketed to people in places like Algiers, Dubai and Cairo. I've marketed to men and women, young and old. Engineers and artists.  Financial consultants and wellness experts. And just about everything in between.

And here's what I can tell you with certainty: I have yet to meet a group of humans who WANT to be bored out of their minds! Nor have I met anyone who actually wants to—cravesreading something that’s a snore. Period. 

Think about this. The CEO of that company you would LOVE to have as a client — well, she probably was watching the Super Bowl on Sunday just like you were. And that head of human resources — he was probably at his daughter’s basketball game this weekend. Or maybe he was building something in his garage. Or perhaps he finally had a chance to catch Anchor Man 2 with his wife. 

People are people are people. And when you let your personality shine through when you reach out to people, you’ll connect with them on the human level. When that happens, you’re able to have more REAL, open, honest conversations with potential clients about what they really need right now.

Stop Being So Boring! The Simple Client Prospecting Mistake You’re Making & How to Fix It

There’s an interesting thing that happens when many small business owners expand their target market beyond other small business owners to also focus on selling their expertise to higher-paying companies: They suddenly lose all personality.  

Actually, it’s worse than that. They become a painful bore. 

Or at least that’s what you would believe if you read their marketing materials — especially their emails and voicemails introducing themselves to potential clients.

Back when I was a corporate decision maker, I could have lined up the dozen or so incoming prospecting emails that I personally received each day and, if I took the name of the person off the signature line, you would be hard pressed to distinguish one expert from the next.

But why is that? Why do so many experts seem determined to blend into the background?  

There are two primary reasons… 

Reason #1: Fear. Yeppers. Our good friend, Fear, has a leading role in this play. Because many solopreneurs fear saying the wrong thing — let alone elicit an unkind response from a prospect — they work and rework their emails and other marketing materials so many times that, by the time they are finished, the only words remaining are so watered down and sanitized that an android could be mistaken for the author.

Hiding beneath the surface-level fear are two much deeper issues. First, the need to be liked by others. And second, a greater belief in lack versus a belief in abundance — meaning that they are so afraid of missing out on a potential sale because there is a finite number of opportunities available and thus, if one opportunity leaves the station they’ve actually experienced a “loss.”

This is where mindset work becomes so crucial to your business. When you move beyond both worrying about what others may or may not think about you, as well as being attached to the outcome of whether or not a company or individual buys from you, you’ll be able to step fully into just being YOU with ease and grace. When that happens, your beautiful personality — the very personality that your existing clients LOVE about you — will shine through. You’ll stand out. And you’ll close more new clients more quickly.

Reason #2: Not understanding that your audience is other humans. Here’s the thing. Over the years, I’ve marketed to virtually every level of the totem pole inside of companies, from executive assistants all the way up to CEOs, across dozens of different industries. I’ve marketed to consumers. I’ve marketed to entrepreneurs. I’ve marketed to people in places like Algiers, Dubai and Cairo. I’ve marketed to men and women, young and old. Engineers and artists.  Financial consultants and wellness experts. And just about everything in between.

And here’s what I can tell you with certainty: I have yet to meet a group of humans who WANT to be bored out of their minds! Nor have I met anyone who actually wants to—craves — reading something that’s a snore. Period.

Think about this. The CEO of that company you would LOVE to have as a client — well, she probably was watching the Super Bowl on Sunday just like you were. And that head of human resources — he was probably at his daughter’s basketball game this weekend. Or maybe he was building something in his garage. Or perhaps he finally had a chance to catch Anchor Man 2 with his wife. 

People are people are people. And when you let your personality shine through when you reach out to people, you’ll connect with them on the human level. When that happens, you’re able to have more REAL, open, honest conversations with potential clients about what they really need right now.

7 Signs Your Deal is Stuck (And 3 Things You Can Do About It)

There’s nothing worse than thinking you have a new client opportunity practically in the bag, only to see it slip through your fingers.

While you certainly aren’t going to “win them all,” there are things you can do to keep otherwise lucrative opportunities from going up in smoke.

For starters, you need to recognize when a potential opportunity is in jeopardy. Here are seven red flags to watch out for.

  1. It’s taking longer than 2 days to hear back from your prospective client in response to your emails and/or your voicemails. 
  2. When you do hear back from your potential client, it’s always by email (not phone) and the responses are almost cryptic. Not only that, but you’ve noticed a change in their tone and style.  
  3. The client has pushed back the timeline two or more times in terms of getting you something that they’ve promised — whether that be scheduling a follow-up meeting, giving you an answer, or sending over a signed agreement to move forward. 
  4. Although you thought the client was ready to go, now they have more questions and are asking for you to provide additional information and details. 
  5. You suddenly find yourself dealing with a different decision maker in the process than the person who originally said they wanted to hire you and your company. 
  6. The client has gone completely radio silent. 
  7. You have a strong “gut feeling” that something is going on that your prospective client isn’t telling you.

(That seventh red flag is especially key. Most humans are quite good at picking up on the subtleties of body language, tone of voice, and human behaviour — and in sales, it’s absolutely essential that you listen to your instincts. Usually they’re right!) 

If you do find yourself facing any of these red flags, what then?

First, do a little self-assessment of the needs discovery process. (This is a process I explain in detail in my “Get Your First Corporate Client Blueprint” program.) Over 90 percent of the time, a deal gets stuck because the outside expert or small business owner (that would be YOU!) gives up control of the sales process — and/or he or she doesn’t ask every single question that must be asked in the initial conversation.

Once you recognize where the train went off the rails, the second step is to re-engage the client into a scheduled conversation as soon as possible. You can use this meeting to take the client back through a complete needs discovery process to see what you missed the first time through. But here’s the thing. Scheduling this new conversation will be tricky because the client will resist agreeing to a meeting for a number of possible reasons. 

The client might be in limbo him or herself if they are waiting for other decision makers (like their boss) to make a decision. If they feel they are in the dark as well, they won’t want to meet with you. Likewise, they won’t want to meet with you if they have “bad news” to deliver to you or if they feel you will approach the conversation as a pushy sales person. However, scheduling this meeting is almost the only way to get the opportunity back on track.

In my experience, you essentially have two options. You can be direct and let them know that you have enough experience to recognize when a project is stalled. You’d like to strategize with them to see if (a.) the program or services are no longer a fit, (b.) if the program or services needs to be tweaked, or (c.) if the goal of the program is still a priority, how you can get the effort back on track. (By the way, this direct approach is the one I personally take.)

Alternatively, you can approach the potential client with the promise of sharing some additional insights or best practices that are relevant to the effort — and then turn the conversation back to how these additional insights might affect the project that is now on the back burner. In other words: a red herring.

Third, and finally, you’ll need to make a decision as to how much effort and energy you will continue to invest in what is likely a slowly dying fire. It can be hard to walk away from an opportunity that you have become emotionally attached to. But every minute you spend focusing on what is now a “bad prospect,” you miss out on other opportunities that can turn into big revenue streams for your business

5 (Authentic) Ways to Get Past the Gatekeeper

Receptionists. Executive Assistants. Junior staff members.

They are all gatekeepers to the decision makers you have to reach in order to win lucrative corporate clients.

Not only do these gatekeepers take great pride in protecting their bosses from unwanted interruptions (especially from people trying to sell them something) — but they also fear getting in trouble should they accidentally let the “wrong” person through.

So how then can you “get around” these gatekeepers?

Unfortunately, a lot of the strategies you’ll find in books and online articles are old-school phone prospecting techniques — approaches that would leave most small business owners feeling like a sleazy sales person.

For example, one approach professional sales people will tell you to use is a directive statement + the word “please” many times over. Like this:

Assistant: “May I ask who’s calling?”

Sales person: “Yes, please. Please tell Mr. Smith that John Doe is calling please. I’ll hold please.”

Now, don’t get me wrong. Believe it or not, that strategy actually does work. But most small business owners who try those old-school telephone sales techniques do so with a knot in the pit of the stomach and require a long shower afterward.

Having been one of those gatekeepers…. Having had my own gatekeepers when I was a decision maker in corporate… and now being on this side of the table as a small business owner… I’d like to offer five different — and much more authentic — strategies.

1. Don’t treat a gatekeeper like a gatekeeper. Treat them like the decision maker that they are.

The funny thing about “gatekeepers” is that a lot of them (namely executive and administrative assistants, as well as entry-level employees) actually know a hell of lot more about what’s going on in the day-to-day activities of their company, their department, or their team than their bosses do.

In fact, it’s the assistants and bottom-rung employees that are where the “rubber meets the road.” So if you want to find out what’s going on in a department or company, as well as find out what their biggest priority is this minute, the very best way to do that is not to try to get “past” the gatekeeper at all. Rather — you want to try and “sell” the gatekeeper the exact way you’re eventually going to approach their boss. Show you’ve done your research. Pique their interest with an irresistible outcome. Ask a question to get them talking.

And remember… they are a decision maker. They are deciding whether or not they are going to let you through to talk to the right decision maker. They are deciding whether or not to help you. Win them over, and you’re halfway in the door.

2. Call after hours. Before hours. Or at other “odd” times.

I once called a Chief Marketing Officer of a $100 million company on a Friday evening around 7pm. To be honest, I was fully expecting to get his voicemail. But sure enough, Jason answered the phone. Not only that, he was in a very talkative mood (one of the benefits of calling outside the hustle and bustle of normal business hours) and the conversation led to an opportunity that was not only much bigger than what I had anticipated, but also one that I wouldn’t have even known existed had I not been able to engage him in conversation.

Bottom line: While receptionists and many assistants will exit the office at the more regularly scheduled quitting times, you can find decision makers at the office at all hours of the day.

3. Attend and speak at events.

One of my favorite ways to avoid gatekeepers is to take them out of the equation altogether. When you meet a decision maker at a live event, suddenly you’re not a ‘salesperson’ trying to get through; you’re YOU! In other words, now they see you as Lisa, Cindy, Mike, David, Carol… not a “dialing for dollars” sales guy or gal who is easily hung up on.

Did you know there are more than 5,000 live events every single day in the United States alone? There is literally an association or a conference for every topic, industry, expertise and niche imaginable. Just a few weeks ago, one of our private clients attended a luncheon within 15 miles of her office. Seated on one side of her was a top executive from a major retailer. On the other side of her was a top executive from a major e-commerce company — a name we all know too well. Guess who not only has their business cards, but appointments to speak with them further?

If you really want to get to the top people who can say “yes” to hiring your company in one conversation, it’s an absolute must to get out from your office and meet people in person. In fact, you don’t have the time not to do so.

4. Leverage LinkedIn.

I have a hard time remembering what the world was like before we had email, cell phones and social media. How did anything ever get done!?

LinkedIn truly is a blessing for those of us who want to get our foot in the door with companies. The mistake a lot of people make, however, is going straight to the decision makers themselves — which defeats the beauty and brilliance of LinkedIn.

The real power of LinkedIn is the introduction. When you find someone that you want to speak with in order to discover how you might be able to help their company, the best way to approach them is by getting an introduction from someone else in your LinkedIN network who also shares a connection with that person. This warm introduction once again allows you to be seen as a real person… a friend of so-and-so’s… an expert who can help them… not a door-to-door salesman.

5. Send a well-timed, incredibly valuable resource.

Imagine this. You’re a director at a mid-size company who has just announced a new program for your employees. A few days later you receive a package (via FedEx or UPS that requires signature) that includes a copy of a special report, e-book, insights paper, DVD, CD, book, or other incredibly helpful resource that is relevant to that very type of initiative or program. Along with the item is a handwritten note from an expert who says… “I saw the recent news coverage about your new employee program. I help companies to measure and maximize their results in this area and, based on what little bit I know so far about your efforts, I thought this resource might be helpful to you. Enjoy! – Jane”

Do you think Jane may have caught the eye of that director? Do you think that that director might swing his chair to face his computer and type Jane’s website address into his browser to see who this Jane is? Do you think when Jane calls in a few days to make sure he got the package and to ask if it was helpful that there is a greater chance that this director might take her call? (I do.)

These are five authentic strategies that have worked for me, as well as for my private coaching clients. But I would love to hear what has worked for you. Share in the comments section below your favorite ways for getting to the decision makers.

Just Help Them Put the Milk Away: How Small Projects Quickly Lead to Big Clients

Have you ever been putting groceries away one minute and then the next minute you find yourself cleaning out the entire refrigerator?

I mean like… you’re pulling things out of the depths of the abyss… things that you don’t even know what the heck they were when they first went in. You’ve got the drawers pulled out… the scrub brush in your hands and you’re on a mission!

Before long, your five-minute chore of putting the groceries away has turned into a two-hour-long excavation.

Fridges aren’t the only culprits. Closets are the same way. One minute you’re hanging up your coat. The next minute you have a full-blown spring-cleaning project on your hands — with everything strewn out all across the living room floor. And now there’s no turning back, baby!

Do you know what else is like that?

Corporate client projects.

Yep.

About a year ago, I had someone write me a question on a webinar asking, “Isn’t it a bad idea to go for small projects first? What if you miss out on a big opportunity?”

Let me tell you. There are a lot of things you need to worry about in your business. This ain’t one of them.

The bigger the corporate client project, the harder everything becomes.

More people need to be involved in the decision-making and approval process.

More moving parts come into play with the project — which means the client has a lot more “to figure out” before they can move forward.

Bigger time commitments are needed from the client — so suddenly they can feel like it’s “too much to take on right now.”

Plus, the risk for the client — both financially and from a success perspective — gets a lot bigger, too.

Don’t get me wrong. Big projects can be great. But when you’re just getting to know a new client — or, more precisely, when they are just getting to know you — it’s a lot easier for them to start with something small…

Something that they can wrap their head around.

Something that doesn’t feel too overwhelming or too risky.

And something that isn’t going to require a lot of their time and effort on their part, given that they already have a lot on their plate.

But here’s the thing. Once they start working with you, it’s soooo easy for one thing to lead right into another. One minute they’re putting groceries away (small project), the next minute they’re buying a whole new refrigerator (big project).

They key to finding the “fast money” inside of companies is to identify that project that’s just going to help them put the milk away before it spoils. It has a clear scope. It’s urgent. It’s simple. They can start now.

Get that project — AND do a great job with it — and the bigger ones will fall into place before you know it.

Helping small business owners tap into the power and profits of the $8+ trillion corporate marketplace.