When Is The Copy Better Than The Original?

We all strive to be originals. The one that others want to copy. But can the copy ever surpass the original? You betcha. Consider this: Cher, live in Las Vegas. Then, just an hour later, “Divas” featuring a Cher impersonator. Can you guess who was better?

Yep—the imitator by a long-shot. Which got me thinking: what might make a copy BETTER than the original?

You take a flaw from the genuine article—and make it your calling card. While Cher was behind the curtain making uncountable costume changes, her impersonator was out in front, building a fan base.

You make it about content, not just window dressing. Cher looked bored in a series of Bob Mackie gowns while her counterpart (still looking every bit the diva) belted her songs out like her life depended on it.

You forge new territory vs resting on your reputation. Cher often simply stood and sang a few bars from her hits while her impersonator led energizing dance numbers with her back-up dancers.

Would I go to another Cher performance? Not a chance. The moral of the story: An original who loses her edge can command an audience (and premium fees) for a limited time only. But a “copy” who has found a better niche can steal the show.

Back to Basics For The Holidays?

The holiday season is officially upon us. How will you cut through the holiday clutter to reach your clients?

Electronic holiday card? Tough to be personal or original with that. The delete key awaits you.

List of New Year’s resolutions? Maybe—if you can make it really different. There’s that delete key again.

Client gifts? Only if they are appreciated and memorable—in a GOOD way. No fruitcakes, please.

I propose a simpler solution in this year of “resets”. What if we—consultants, advisors and coaches—simply write a personal note of thanks to those who we appreciate?

Yes, it can be electronic, but it must be genuine and unique to each individual client, referral source, prospect and colleague. What do you think?

Make Yourself Unforgettable

After a year of hefty cost cutting, clients are starting to invest again. Are you the one they’ll call when they need help?

Introducing my new i-seminar series: Make Yourself Unforgettable. It’s a series of 10 web-enabled calls to help strengthen your name and make you the one to call. And—since everyone loves a deal—if you purchase the series by December 31, 2009, you’ll save 20%.

Prefer your learning in-person? Then come to one of my workshops in Marina del Rey or Chicago. Book it now, pay for it by December 31 and take 10% off the price.

Come on, join us. Make yourself unforgettable.

The 3 Minute "Love" Rule

Many people intuitively size up potential mates within 3 minutes of their meeting. Which gives us a 3-minute window to find lasting love. Could that also apply to advisors and clients?

What does it mean if it’s true?

It means our first interaction, from the welcoming smile on our face (or opening email), to that initial handshake, to how well we listen, is screaming a message to the client. Make it the right message.

It means our visual—how we appear to the client—matters. A lot.

It means that fees aren’t everything if someone really wants to work with you. You don’t have to be the cheapest option.

It means if we mess up the first 3 minutes, we might as well pack up and go home.

Are You Being Seduced By Silly Math?

Silly math happens when you take numbers that don’t add up and convince yourself they do. Before you know it, you’re making decisions that cost you real money. For example:

Low paying client = high-paying client.

All clients are not the same. Spending more time with a client who won’t pay your top fees rarely makes sense. If you truly enjoy working with them or you’re getting critical experience, invest away. But not because it’s easier than trolling for new, better clients.

One-off project minus investment time= new revenue stream.

New consultants especially are prone to this. You get paid for 3 days of delivery but decide not to charge for the 5 days of prep since you’re sure it will open up a lucrative revenue source. If you’re going to blaze new territory, make it a conscious choice with a clear sales plan.

Speaking invitation minus your target audience = great opportunity.

It’s easy to be flattered. Instead, take a deep breath, and ask the tough questions. Who will be there? Are they the right level, specialty, industry? Are they buyers? Can you draw a straight line from your speech to powerful new relationships? If not, consider whether you can afford to accept the invite. Ego won’t grow your business.

The challenge then is to leap beyond silly math and make decisions based on what really matters to you—and its true cost. Now if I could only do that at Costco…

Neutralizing Trolls, Vampires and Werewolves (Just Say No, Part 2)

Even after Halloween, the goblins abound: trolls, vampires and werewolves that keep you (and your business) from doing and being your best.

“Trolls are critics who gain perverse pleasure in relentlessly tearing you and your ideas down”, says marketing guru Seth Godin. Trolls can be a time-consuming distraction, especially in social media. The key to neutralizing a troll is to simply ignore them—this is what delete keys were designed for. If you don’t engage, they have nothing to work with. Period.

Vampires drain your lifeblood—you give them your energy, but get nothing back. The cringe-inducing prospect who demands your constant attention, yet finds your fees too high? Vampire. Ignoring vampires doesn’t work—it requires a stake through the heart. Or at least a heavy dose of garlic. Delivering a firm “no” to their demands tends to ward them off.

Werewolves lull you into a false sense of security. Easy to work with when things are going their way, they become scary beasts when their “trigger” is activated. And if you are in their sights, dramatic action is in order. A silver bullet—fast, precise and final—is the only sure cure.

No matter which demon plagues you, the key to neutralizing them is to work quickly, with conviction and consistency. You’ll be glad you did.

When to Just Say No

We’ve all had them. A proposal that goes nowhere—sometimes the very one you’ve worked the hardest to win! In this economy especially, you can’t afford to waste time with the wrong prospects. Consider these 3 signs that it’s time to decline to propose.

You can’t get them to their goal

A good advisor always starts by helping the client clearly articulate their goal(s). But if you can’t align your delivery with their vision (and reality), it’s a match doomed to failure. Better to make an effective referral under these circumstances--good for the client AND it builds goodwill for the future.

Their focus is on cost vs net results

Listen carefully when a potential client speaks about costs. Is their focus on fixing a cost issue? No problem—if you can help. But if their focus is on your fees independent of results, you haven’t demonstrated your value. They won’t hire you unless/until you can show them a clear win.

They haven’t tasted success

When most early conversations are littered with all the reasons why past projects or consultants didn’t work, beware. What about you—your team, your process—is going to truly produce success in their eyes? Ask yourself and ask them. If you can’t draw a straight line to their success, refer them to someone who can.

The conclusion? Time spent on no-win proposals is better spent developing your “sweet spot” clients.