Archive for Paul Lawrence

Negotiate the Close
by Paul Lawrence (06/23/2009)

“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.

Jump Into a TV Career With This Powerful Selling Tool
by Paul Lawrence (06/20/2009)

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.

Know What You’re Doing
by Paul Lawrence (06/12/2009)

Don’t Let Your Ego Kill Your Success
by Paul Lawrence (05/26/2009)

There’s a new gal in my sketch comedy group. She’s smart, clever… and will probably not last 90 days.

When Opportunity Knocks
by Paul Lawrence (05/12/2009)

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.

How Your Competition Can Help Your Business
by Paul Lawrence (04/29/2009)

You should be making it a habit to study your competitors’ advertising promotions. If they’re direct marketers, get on their mailing lists. If they use other channels to market their products, keep track of what they’re doing with those media.

A Powerful Negotiation Tactic That Can Open New Doors
by Paul Lawrence (04/16/2009)

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.

A Picture Can Be Worth Thousands
by Paul Lawrence (04/13/2009)

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.

If It Works, It’ll Be Right Away
by Paul Lawrence (04/02/2009)

When you buy advertising space in a newspaper/magazine or on TV/radio, the salesperson will almost always encourage you to buy a “package.” His argument will be that it’s going to take time for their readers/viewers/listeners to notice you.

Overcome Customers’ Price Objections With the “Starbucks Break Down” Technique
by Paul Lawrence (03/26/2009)

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.

How to Make Your Ideas More Valuable
by Paul Lawrence (03/17/2009)

“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.

Establishing Trust
by Paul Lawrence (03/03/2009)

“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.

The Key to Getting Someone to Invest in Your Small Business
by Paul Lawrence (02/24/2009)

In this tough economy, you might be thinking that it’s impossible to find the capital to start a small business. If you’re hoping to get a business loan from a bank, you’re probably right. But if you’re thinking of getting money from a private investor, nothing is further from the truth.

If You Get Knocked Down, Get Up
by Paul Lawrence (02/20/2009)

The letter was from the publisher of a magazine where I’d just placed an ad for an instructional ballroom dance video I’d produced. He informed me that he was pulling my ad. Why? After watching the video, he felt that the quality wasn’t good enough for his subscribers.

Obtain the Rights to a Product With Little to No Money Upfront
by Paul Lawrence (02/07/2009)

Let’s say you come across a great product that you think will be a big seller. You could obtain the rights to market that product - and then license those rights to an experienced marketing company.

5 Steps to Getting a Recession-Proof Side Business Off the Ground
by Paul Lawrence (01/29/2009)

In this troubled economy, almost everyone can use the security that a side business can bring. I’ve been involved in a low-capital side business for years, and it has been a steady source of additional income for me. It’s something you, too, should consider getting into. I’m talking about the event promotion business.

A New Tool for Aspiring Online Marketers
by Paul Lawrence (01/19/2009)

Now, there’s a very easy way to get your online newsletter started. Yahoo has a component called “group publishing” that allows you to start your own e-list and publish to that list whenever you want. For free. It’s so user-friendly that even someone with very little technical knowledge (like me) can set it up without any assistance. All you do is go to Yahoo and click on the “groups” link. It’s self-explanatory from there.

Is This the World’s Most Profitable Business?
by Paul Lawrence (01/15/2009)

I’m an entrepreneur, and I’ve been involved in at least a dozen profitable enterprises over the years. But the business I’ve been in for the last five years is by far the best. Let me give you an idea of just how powerful this business is. After the costs of creating and selling my products, I am still able to bring in a 95 percent profit. What’s more, this business has proven to be successful… even in a struggling economy. (In 2008, though the economy was crumbling, mine continued to bring in about $12,000 a month.)

A Technique That Always Works to Win Over the Crowd
by Paul Lawrence (01/06/2009)

Whether it's speaking to a group of peers at a company meeting, a group of potential clients, or a group of seminar attendees who are there to hear you share your knowledge, being a good public speaker can really pay off.

Find Your Strength Zone
by Paul Lawrence (12/31/2008)

I’m going to share with you a success strategy that can do more to help your career than just about anything else. And most people are doing the exact opposite. What most people do is identify their weaknesses and then put a great deal of work into improving themselves in those areas. But as John C. Maxwell points out in his book Talent Is Never Enough, you will have a much better chance of rapidly advancing in business if you focus on your strengths.

How to Get Your Offers to Celebrities
by Paul Lawrence (12/27/2008)

When I was getting ready to promote the 2008 International Sketch Comedy Competition, I needed a celebrity host. I’d been producing this event for several years - but this time, I intended to market a video of it. And I knew that if I wanted to have a chance of doing that successfully, I needed a “name.”

How’d You Like an Extra $30K in Your Pocket?
by Paul Lawrence (12/17/2008)

I had some good news yesterday. The latest product I licensed to a marketing company has brought in about $250,000… so far. So from this one product alone, I will be receiving a royalty that will net me at least a $25,000 profit for the year, although it will probably be more.

Help Yourself by Putting Your Customers First
by Paul Lawrence (12/11/2008)

An insurance agent named Tolbert had a remarkable ability to sell insurance. He’d been trained to sell people the most insurance that he could and he did it well, according to Stedman Graham in his book Build Your Own Life Brand. But although Tolbert was very successful, he was not happy.

The Lesser of Two Evils
by Paul Lawrence (12/03/2008)

I’m sure you’ve been in a position - both in your personal and your business life - where you’ve had to persuade someone to make a decision that they were not really eager to make.

How to Build an Instant Business
by Paul Lawrence (11/20/2008)

If you read the advice of many “small-business experts,” you’ll be told that you should expect to wait at least a year - possibly more - before your start-up can begin to see a profit. That’s what I was taught when I studied business administration in college - and it turns off a lot of aspiring entrepreneurs. “I can’t afford to wait that long,” they think. “I need to make money NOW.”

Listen For the “We”
by Paul Lawrence (11/13/2008)

Do your employees feel like they’re part of the team? Those who do are likely to make a vastly superior effort. The problem is, it’s not always easy to tell how people genuinely feel. But there is a very effective technique that can give you valuable insight.

Piggyback Your Way to New Customers
by Paul Lawrence (11/06/2008)

To find potential piggyback partners, you’re going to have to do a little legwork (or phone work). If you are a masseuse, for instance, you might contact local gyms, sportswear shops, and beauty salons. If you are a party planner, you could contact paper goods stores, local bands, and event venues.

Making $10,000 in a Weekend With One Fun and Easy Venture
by Paul Lawrence (10/25/2008)

Creating your own videos is a great way to make a little - or a lot of - extra cash. In fact, I’ve been producing instructional videos for years. I enjoy a steady stream of income from this fun side venture. And you could, too.

Quick Tip: Egos Can Help You Sell Out Your Event
by Paul Lawrence (10/16/2008)

When you have a limited budget, one of the best resources you have for promoting an event is the people who’ll be participating in it. And one way to get those people really pumped to help out is to appeal to their egos.

The Power of Who You Know
by Paul Lawrence (10/09/2008)

“Allied Power Linking” is a powerful tool. But, as with any power, you have to use it carefully so it doesn’t backfire. Here are some tips to keep in mind when employing this technique.
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