THE WIZARD (bi)WEEKLY

Twice a month we’ll send our best advice, no strings attached.

Let’s grow your business.

No spam. No nonsense.

What’s in a Name?

When I walk into my local Starbucks, I feel like Norm Peterson walking into Cheers. What do you do that makes customers feel comfortable?

Piña Coladas & Persuasion

This is what separates the heroes from schmoes in branding: The ability to use entertainment & humor to drive home the message, rather than obscure it.

What’s Working Well?

Ever heard the phrase: “Don’t know what you’ve got, ‘till it’s gone”? Reinforce the right stuff, and you’ll get more of it. It’s a natural law of the universe.

Do You Trust Me?

You’ll earn respect if you give it. But what if you can’t trust a colleague or employee to perform in the best interests of the team?

The hand of God

Time stopped at 9:22. I was in the middle of a presentation to a group of entrepreneurs. CLICK, the clock stopped.

Marketing in a crisis

Everything you know about business will be challenged. The time for having fun and farting around is over. You will be a Phoenix or a pile of ashes.

Today’s New Branding

New branding is about having a point of view, sticking to it, and having the courage to stand up for what you believe in.

Not Just What, But When

When it comes time to buy, the customer’s priorities change. She might well buy from whichever store offers same-day delivery and installation.

The 6 Objections In Sales

When we understand that objections come from 1 of 6 things that are missing, we are better equipped to fill the appropriate void. The trick is to read between the lines.

What time is it?

Some of you are trying to achieve a goal. That goal has an aspect of time. To double the sales volume by 2025… To buy our biggest competitor by the end of year…

Curiosity did not kill the cat

Why do some customers not buy from you? Be like that two-year-old and constantly ask why. Discover answers no one has before, and you’ll find profound truths to your whys.

No assholes allowed

Remove the poison quickly and surgically. Although they’re high performers bringing in new money, they’re rotting it one asshole move at a time.

Strategy Vs. Culture

Anyone can copy your STRATEGY, but no one can copy your CULTURE. It is unique to your business and your business alone.

Middle Truth

The hero’s truth is glory, conquest, and protection. The villain’s truth (competitor) is glory, conquest, and protection. Your villain does not see himself as a villain. In his story, you are the villain.

It’s natural

Natural ain’t gonna cut it. There are too many businesses waving that stick in the air. You need a strong competitive advantage that is uncopiable.

Selling like Herb Tarlic

“We will match the price of our competitors on any similar product.” With one sentence, he converted us from relational buyers to transactional ones.