Posts by Paul Lawrence
The marketer’s Number One Priority
“If I can do that – get the contract signed by next week – can we lock up this deal right now?” I asked. “Yes, we can,” she answered. Because I asked that one question, a deal that we’d been negotiating for weeks was instantly done. It’s an old technique, but one worth reminding yourself…
Read MoreJump Into a TV Career With This Powerful Selling Tool
The low cost of producing reality shows, combined with their large audiences, equals big profits. According to The Wall Street Journal, each episode of UPN’s Top Model costs about $800,000. Meanwhile, the cost of an average scripted drama is in the range of $2 million.
Read MoreKnow What You’re Doing
When “Winston” asked me to help him promote one of his products, I agreed to mention it in my e-mail newsletter. I told him that all he needed to do was give me a coded link for his landing page. If you’re at all involved in marketing on the Internet, you know that this is…
Read MoreA Tried-and-True Recession-Busting Strategy for Winning Customers
No matter what kind of business you run, I have a secret that can help you make money even while the recession has your clients’ wallets shut tight.
To tell you the truth, this secret is a good way to make money any time.
Don’t Let Your Ego Kill Your Success
There’s a new gal in my sketch comedy group. She’s smart, clever… and will probably not last 90 days.
Read MoreWhen Opportunity Knocks
My good friend “Will” speaks fluent Japanese. He lived in Japan for more than 10 years and knows the culture inside out. When he visits, he supplements his income by giving English lessons to the local people.
Read MoreA Powerful Negotiation Tactic That Can Open New Doors
Just the other day, I had a conversation with a television producer regarding a reality TV project of mine that his group is considering developing. “Rob” told me that they are moving into scripted programming in addition to reality TV. And he mentioned that they have a couple of projects they are excited about, but need rewrites.
Read MoreA Picture Can Be Worth Thousands
Back when my wife Blanca began her first business – a housecleaning service – she was skeptical about including a photo of herself in her ads. So I told her I’d prove it would make her money.
Read MoreOvercoming Customer’s Price Objections
Let’s say you’re a roofing salesman and you get a call from a homeowner who’s concerned about a leak in her ceiling. You do an inspection and realize that what she needs is a $500 repair. But $500 is a lot of money. So, to convince her to do it, you might use a persuasion technique called “perceptual contrasts.” You’ve probably read about it in ETR.
Read MoreHow to Make Your Ideas More Valuable
“Adam” seems like a nice guy. He subscribes to Early to Rise, and, in a recent e-mail, said he is especially interested in my articles about how to get into the movie business. He said that he doesn’t have time to try to get into the movie business himself, but he has tons of ideas. So he would like to offer his ideas to me – and, if I wanted to do something with them, he would get a percentage of whatever money they brought in.
Read MoreEstablishing Trust
“Elise” consults for nonprofit groups, and she’s great at her job. Most of her business has come from word of mouth. But Elise knew that if she could channelize her efforts, she could reach thousands – if not millions – of potential clients. So she began marketing her services with a website, e-mails, and postcards.
Read MoreThe Key to Getting Someone to Invest in Your Small Business
In order to get a private investor to consider your small business, you must convince him that the opportunity is sound, with little risk of failure.
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