9th October 2017

Six-and-two-half reasons why people don’t buy

We’ve all been there. You present your offer to an ideal client, and yet, at the end of the meeting, you walk out without the sale. So, what went wrong? Well, first we need to start by thinking about a sales conversation as a battle of conviction. What do I mean by that? Simple. In any conversation, two (or more) people are “selling” their version of reality. Whoever has the strongest conviction that their reality if right (and all others are wrong) will ultimately win. If that’s you, then the buyer “gets” your point of view and buys. If it’s […]
28th October 2015

Struggling with ‘value’ and ‘price’ – the ‘ancient wisdom’ of the price ladder

In many respects, this is a missing chapter from my book Premium!: How Experts Just Like You Are Charging Premium Rates For What They Know And You Can Too! I say that because I’m about to give you the secret to naming your price and charging whatever you want for your products and services. Yes, you read that right. So read on. A couple of days ago I had an uncomfortable conversation with a client. It was about the price of his offer. Or rather, the value of it. He’d told me what he wanted to charge for his new […]
27th October 2015

Inside the Head of Top-Earning Experts: Mindset Matters

Inside the Head of Top-Earning Experts: Mindset Matters Think about the top-earning experts you know. In my field, it is people like Dan Kennedy, Mike Koenigs, Tony Robbins, Ali Brown, Lisa Sasevich. In your field there will be people who are recognized as being at the top of their game, and at the top of the earnings scale. What characteristics do you think made them successful? You probably thought of their force of personality, their experience and expertise. Those are all important characteristics. But, would it surprise you if I said there is something that’s more important? While all of […]
20th November 2012

13 How are you growing your business?

http://robcuesta.com/6figureblueprint How are you building your practice? You see, the coaching, consulting and professional advice industries have traditionally been built on two ways of getting clients. And I think BOTH of those models are broken. The first is what I call the “Journeyman” model. In mediaeval England a “journeyman” was a craftsman who was just starting out on their career and wanted to become a member of a guild. So the guild told them “study hard, practice – for free if necessary – take our exams and one day you can be qualified (accredited, or certified, or chartered, or whatever […]
19th November 2012

12 Are you pre-eminent?

One of the things I discovered in reflecting on how I grew my coaching and consulting business is that I had unwittingly stumbled on what Jay Abraham–one of the most respected marketers in the world–calls the “Strategy of Pre-eminence”. At the heart of everything I do is the simple principle of creating massive amounts of real value for your audience. That, more than anything else, is the key to creating a tribe around yourself and building a relationship with them. Traditional marketers say “find people who want whatever it is you do or make, get them to pay you and […]