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When I said in last month's  issue of
The Write Stuff that my office is surrounded by sharks, you probably thought I was exaggerating. But that's no fish story.
I snapped this photo at night on the pier here in St. Simons Island. The fellow is Danny Dumas, and he's a member of a group of volunteers who catch, tag, and release sharks for the benefit of marine science.
 | | The St. Simons Island Pier |
Danny's reel costs about $1,000, and the hook on his 100-lb-test line is about as big as the fish he's using for bait. Danny has caught some seven-foot sharks off the pier and some fourteen-foot sharks farther off shore.
Apparently sharks like to travel. Danny said he caught one that had been tagged by someone in Australia, and another that had been tagged in South Africa.
This next bit of news isn't a fish story either.
Marty Harshberger, a business consultant in the Memphis area, informed me the other day that he has landed another large consulting contract because of the book I helped him write.
 | | Marty Harshberger |
"I gave a copy of Bottom Line Focus to the CEO of a company," Marty told me. "He called me after reading it and asked for a proposal."
"People are leery of consultants," Marty went on to say. "There are a lot of bad ones. But when prospects learn that I am a published author and they read about my no-nonsense approach to solving problems, they want to talk with me. My book differentiates me from my competitors."
In selling yourself and your services, differentiation is critical.
 | | Michael Katz |
In fact, marketing guru Michael Katz makes this very point in his newsletter just this month. I encourage you to read his insightful comments and perhaps sign up for his upcoming Webinar on the subject.
If you want more clients, write and publish a book about your area of expertise. It will set you apart from the competition and help you can land some
really big ones!
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My office is conveniently located on an island in the Atlantic Ocean.