(Limited-Time Replay) 6-Figure Consulting Strategies

Mel,   The 6-Figure Consulting Strategies webinar with John Paul Mendocha, Perry Marshall, and Jack Born has been posted; and it's only up for a limited time!   Watch it before it disappears at tomorrow, 12/22, at 11:59pm Pacific. You'll find it here:   https://www.perrymarshall.com/training/6-figure-consulting-strategies/replay/   To your success,   Customer Service Team  Perry S. Marshall & Associates     ***NOTE: This email address isn't monitored! If you need help, please email: support@perrymarshall.com     Free Video We manage our emails with Infusion. This Guide and Video explain my secret marketing sauce. If you no longer wish to receive our emails, click the link below: Update subscriber options   Perry S. Marshall & Assoc 159 N. Marion Street #295 Oak Park, Illinois 60301 United States (312) 386-7459   Having trouble viewing this email? Click here

Stanley Steemer's Red-Hot Rage

Mel,   Here's one for your "must remember this before I jump into empty swimming pool" file:   If your customers don't have a big gaping insecurity – or if you don't know what that insecurity is – you're gonna have a hard time selling to them.   I call this the "chip on the shoulder," and it's one of my top requirements for personality-driven marketers.   I first realized the importance of this a few years ago while comparing notes with John Paul Mendocha.   We'd noticed that some B2B markets seem white-hot responsive to business idea pitches—dentists, chiropractors, carpet cleaners—while others you couldn't crack with a bunker-busting nuke.   The chip on the shoulder is key.   A person who has "a chip on his shoulder" is ANGRY.   Take carpet cleaners for example.   A guy who shampoos rugs all day is angry because...   ...because he flunked out of high school and is secretly ashamed of it. Gonna get even with all those over-educated folks who made fun of him and left him in the dust!   ...because his high school sweetheart dumped him for a sharp-looking pre-med college freshman...   ...because when he bought that Stanley Steemer carpet cleaning truck, his father-in-law said, "You're going to do what? You got fired from your UPS driver job, you couldn't sell Kirby vacuum cleaners, Helen and I had to loan you guys money after you wrecked your motorcycle, and... you're gonna clean carpets now???"   Same deal with dentists and chiros.   Why are THEY angry?   Because they're not "real" doctors. And they hate that.   So your typical dentist at age 45 looks like this:   1. The divorce is nearly finalized   2. Recent health club membership   3. Leased a brand new Mazda Miata last spring   4. Young woman on his arm, admires him, makes him feel good. (She's 28, she's his dental assistant, and fortunately he's got several of them working in his practice. She's divorced too so she feels his pain, relates to his chip on the shoulder.)   5. Owns an apartment building or two that haven't made all that much money   6. Took 10 years to pay off his school loans and makes fairly substantial payments on the equipment in his office   7. Was in a couple different MLM deals over the years. Oxyfresh didn't work out all that well and he's pretty burned out on that sort of thing nowadays   8. HATES sticking his hands in peoples' mouths all day long   9. Is quietly and desperately searching for a way to replace his income   10. Lost $166,000 in the recent stock market crash, is not sure how he's going to recover from it. Growing anxiety about retirement.   11. Is acutely aware of the fact that he has a somewhat high-paying squirrel cage JOB that doesn't really pay enough once he covers the alimony payments every month; roiling with frustration that a lot of people respect him and think he's more successful and more respectable than he actually feels   12. Is on all kinds of mailing lists of various business opportunities and schemes   Get the picture?   So how do you find the all-important chip on YOUR market's shoulder?   I have a tool I use for this, a 7-question checklist.   These questions bore through the "outer crust" of minor irritations your customers complain about...   Straight into their roiling, molten core of insecurities won't even admit to themselves.   I shared this checklist with Mastermind Club members a few months back.   You can download the PDF here (current members only).   Still haven't joined? Just click here for access.    Carpe Diem,   Perry Marshall     ***NOTE: This email address isn't monitored! If you need help, please email: support@perrymarshall.com     Free Video We manage our emails with Infusion. This Guide and Video explain my secret marketing sauce. If you no longer wish to receive our emails, click the link below:  Update subscriber options   Perry S. Marshall & Assoc 159 N. Marion Street #295 Oak Park, Illinois 60301 United States (312) 386-7459   Having trouble viewing this email? Click here

Trusted Advisor vs. Trusted Authority – Which One Are You?

Hi Mel,   It’s time dispel an important myth that could be holding your consulting business below the high-six figure or seven-figure level.   Most consultants believe they are a Trusted Advisor to their clients.   They believe that being a Trusted Advisor is what gets them business.   But here’s something I learned from Ari Galper, The World’s #1 Authority on Trust-Based Selling:   Being a Trusted Advisor is NOT the same as being a Trusted Authority.   Being a Trusted Advisor is what you become AFTER you make the sale.   Becoming a Trusted Authority is what you need to become BEFORE you can make the sale.   Because most consultants are highly competent. Most consultants have a solid business background. Most consultants have a proof-packed client case studies under their belt. So, they feel that’s all they need to successfully acquire new clients at a steady pace.   They “cruise” on their own credibility, so-to-speak.   But when most consultants already this credibility, it no longer differentiates you from the crowd.   News flash from Ari: credibility has been commoditized.   The only way to differentiate you and your consulting business is to become the Trusted Authority in your market.   Coming up, February 15, 17, and 19th in Los Angeles, Chicago and Atlanta, Ari Galper will be holding his Trusted Authority Summit specifically for Professional Business and Corporate Consultants.   He will be taking a deep dive into what it really takes to create enough inbound “pull” in your market, so you never have to chase a prospective client ever again.   If you are one of the handful of 35 Professional Consultants accepted (in each city) to attend this ground-breaking training, you will need to come with an open mind, a good dose of humility and a willingness to address the real “elephants in the room” holding you back from the success you deserve.   If your application is accepted, you can come for free ($2,500 entry fee will be waived).   Begin your Trusted Authority journey by clicking here…   To your success,   Perry Marshall     ***NOTE: This email address isn't monitored! If you need help, please email: support@perrymarshall.com     Free Video We manage our emails with Infusion. This Guide and Video explain my secret marketing sauce. If you no longer wish to receive our emails, click the link below:  Update subscriber options   Perry S. Marshall & Assoc 159 N. Marion Street #295 Oak Park, Illinois 60301 United States (312) 386-7459   Having trouble viewing this email? Click here