Thanks to the Internet, it's never been easier to build relationships with reporters and get quoted in their publications. Journalists from all types of media outlets, including The New York Times, are always looking for sources for their articles. And if you can capture their attention, they will turn to you. Listen as Dan Janal, author of Reporters Are Looking for You! Get the Publicity You Need to Build Your Business, explains how to get on journalists' radar and respond to their queries so that they use your quotes in articles.

Direct download: Get_Quoted_Janal.mp3
Category:podcasts -- posted at: 7:00am EDT

The road to becoming a trusted advisor to clients is paved with good intentions. However, when service professionals head out with all the best goals often things trip them up. In this podcast, Andrea Howe, co-author of The Trusted Advisor Fieldbook, explains what those stumbling blocks are and how to develop your trust skills so that you have trustworthy client relationships.

Direct download: Trustworthy_Client_Relationships_Howe.mp3
Category:podcasts -- posted at: 7:00am EDT

When you make cold calls or send prospecting emails, should you try to sell the person on the value of your services—of what you have to offer? If you answered yes, you are wrong. Listen as RAIN Group Co-President John Doerr explains what you should do, as well as how to sell your services based on value so that you generate new business at higher prices.

Direct download: Cold_Calling_Doerr.mp3
Category:podcasts -- posted at: 7:30am EDT

One of the best ways to run yourself out of business is to discount your price. For once you do that, a discounting mindset takes hold and you will start to offer discounts to everyone and will end up not making any profit. Listen as Mark Hunter, author of High-Profit Selling: Win the Sale without Compromising on Price, explains how to win sales based on the value you offer—not the lowest price—and what to do when a buyer says your price is too high.

Direct download: Never_Discount_Price_Hunter.mp3
Category:podcasts -- posted at: 7:00am EDT





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