Download: MP3 (67.7 MB)

We buy from those we trust and we trust those we know. You may have the solution to someone’s problem but if someone doesn’t know that your solution can be trusted, it’s going to be a tough sell.

Familiarity is key. You want people to be comfortable with you and you want to make a personal connection. In relational terms you want to court them—flirt with them even! It sounds crazy, but people crave this.

We get so caught up in pitching and teaching and providing samples that we forget one of the biggest hooks: story telling.

You’ll hear more on that analogy (along with riveting story of 3rd Grade Ben & The Note), but I’ll also be talking about the 3 modes a client or customer is in.

Most people are only reaching customers in 1 or 2 of these modes. Sure, you can still make some sales and land some gigs, but you’re missing out on so many opportunities. You’ll learn what those are and how to attract people in each one of those modes.

Show Notes

I’m having technical difficulties with the feed breaking related to something in the show notes. I’ve spent several hours troubleshooting the formatting and cannot find the issue. I’m not sure what is causing it, but I have to leave for my sabbatical week.

In the mean time I’ll have to remove the show notes until I can figure out what’s causing the issue. At least this will resolve the feed issue so the iTunes can at least read the show and propagate the audio.

If I get a chance, I will add a link to the show notes uploaded separately.

Edit: Link to show notes