Richard Moore's Recent LinkedIn Posts

"They loved it, Richard. They said it sounds great." A client messaged me that after a sales call And he still didn't get the deal "But Richard, they said it sounds great, they liked it" And that is exactly why the prospect didn't buy Because "sounds great" is what people say when they understood you but didn't feel compelled (hint: they're just being polite) He'd walked the buyer through every detail of how he works: ↳ The process ↳ The phases ↳ The deliverables ↳ The timeline 45 minutes of HOW ↳ And the buyer sat there politely, ↳ followed along and said ↳ "sounds great, can you send me something so I can look it over?" (That's a no by the way) just a very polite one And I see this constantly with people who are genuinely good at what they do: ↳ They over-explain because they think more detail will make the buyer trust them more ↳ All it does is drive a proposal ↳ And proposals are where deals go to quietly die The buyer doesn't need to understand your method (That's the magic which is your job to know, not theirs) They need to feel what changes for them if they say yes: ↳ What problem goes away? ↳ What does their life look like after? ↳ Why does this matter to them specifically right now? When something feels simple, people treat it as simple And when they treat it as simple, they say yes I told him: strip it back to 3 things That's all you present Even my Accelerator has loads of moving parts But I present it as 3 things: ↳ The modules ↳ The group calls ↳ And the fact I'm present Your language should be: "The way this works is really simple. There are 3 main parts" It's what's been working phenomenally well for me and the Art of Sell members. -- PS 'Sounds great, send me something' is one of the most expensive sentences in sales Inside Art of Sell, people who've closed 9-figure deals and sold at the highest level show you exactly how they stopped hearing it. Join Art of Sell for free for 7 days: https://lnkd.in/eHw5fitm #RichTips

I'm moving towards 120,000 followers over the 8 years of being here on LinkedIn. More importantly I've worked with hundreds of founders in the middle-age, ex-corporate founder space And there's one truth I've found when I speak to people who desperately chase follower counts They overlook that going viral tends to attract a certain type of person. You see, the reason why viral posts tend to be written in a particular way that is to be: - focused on high readability - leverage shock - start with sensation - or even suggest scandal Here's the reality: 1. If you write to go viral, you tend to get the people who love viral posts stepping forward 2. If you write for senior decision makers, you tend to get senior decision makers stepping forward So using language like "easy" or "I did X in one month. Now you can too" DOES WORK ...with the wrong people You'll get the desperate, the gullible and unable to afford Hype (in short) must be used carefully  Specifically, hype must be married with actual results Hype with nothing else is for newspapers  (Again, consider the demographic reading those types of newspapers) Not "wrong", just not premium So performative displays of experience (photoshoots, I'm looking at you, for example), are seen right through. If you insist on using them, you had better be saying something special, based on lived experience in your caption. Premium decision makers don't buy performative poses; they buy lived experience Why? Because the buyer emotionally needs to feel assured that their high spend is going to deliver when they hire someone So here's your lesson: If you are writing in such a way that optimises for virality but want to get premium buyers, you're misaligned Similarly if you're writing for premium buyers and hoping to go viral, you're also misaligned The influencers go viral and the grown-ups speak to the grown-ups  You get to choose -- I can't be wrong when 100s of senior decision makers choose me over influencers DM if you're done with being told you need to go viral and want to explore how grown-ups work #RichTips

There's a sentence I use in DMs that gets people on a call within 2 messages And it feels like the opposite of selling. But first, let me tell you what most people do instead: ↳ They have a nice conversation in the DMs ↳ It goes well ↳ The person is clearly interested And then nothing happens Because they don't know how to get from conversation to call without it feeling like they've switched into sales mode And I see this especially with people who've come from corporate: ↳ In corporate, meetings were just scheduled ↳ Someone sent a calendar invite and you showed up ↳ Nobody had to "pivot a DM into a sales call" That wasn't a skill you ever needed. Now you're solo And the thought of saying "shall we jump on a call?" to someone you've been having a nice chat with makes you feel a bit desperate So you keep chatting ↳ For weeks sometimes ↳ "Building the relationship" ↳ With the paragraphs building up Until the prospect forgets why they were interested in the first place. Right, here's what I have done to close deals instead: After we've had a bit of back and forth and they've opened up about something they're working on, I say: "Look, that's the bit I do really well. I've got a few minutes at [specific time] today if you're free - shall we explore how it would look if I helped you with this? Also, it'd be great to connect properly, don't you think?" There's no pressure in it. "It'd be great to connect properly" reframes the call as the natural next step Not a pitch Just two people having a proper conversation instead of typing at each other ↳ And "I've got a few minutes" positions you as fitting them in. ↳ That's very different from dropping a Calendly link and hoping for the best You probably have 5, maybe 10 warm conversations in your DMs right now that could become calls this week You just need the sentence And the nerve to use it What's stopping you from asking? -- PS The full DM-to-call framework is one of the sessions inside Art of Sell that members say moved them forward the fastest Because most of them were in the same position - warm conversations, no idea how to bridge the gap Watch this series plus any of the other 170+ replays for free for 7 days On me: https://lnkd.in/eHw5fitm #RichTips

Stop "being yourself" on sales calls I mean it Because for most founders, "being yourself" on a call means: ↳ Softening your offer so you don't come across as salesy ↳ Rushing through the price so the 'awkward bit' is over faster ↳ Making the whole thing sound smaller than it is so they don't think you're trying to squeeze money out of them Then they say a polite "thank you" and hop off the call Never to return And you tell yourself they weren't ready But here's what actually happened: You made yourself small And the buyer treated your offer accordingly Now here's the part nobody talks about: That call doesn't just cost you one deal It costs you the next 5 Because every time you shrink on a call and lose ↳ The icky feeling gets louder ↳ You start tensing up before the call even begins ↳ You're already apologising for the price in your head before you've said a word And the buyer feels all of it I went through this for a period when I left corporate. I'd been closing 6-figure deals with a brand and a business behind me. Then suddenly asking a founder for a few thousand felt like pulling teeth The problem wasn't my delivery I'd stopped seeing myself as the prize In corporate, ↳ I never questioned whether the offer was worth it ↳ I walked in knowing ↳ And that energy carried the whole call The moment I went solo, I lost that certainty And I started "being myself" which really meant being the uncertain version of myself. So what fixed it? I had to reposition how I saw my own offer before I could present it with any weight ↳ I stopped comparing my price to what felt comfortable ↳ I started comparing it to the cost of the buyer's problem going unsolved ↳ And I reminded myself that every founder I'd helped had got results that far exceeded what they'd paid That changed how I carried myself on calls And the buyers felt the difference immediately Are you being yourself on calls? Or are you being the uncertain version of yourself? -- PS A good number of AoS members joined while stuck in this exact cycle. Underpricing, apologising for their offer, losing deals they should've closed. Inside AoS we work on how you carry your offer, because that matters as much as what's in it If you want to see what that looks like, try it free for a week here: https://lnkd.in/eHw5fitm #RichTips

In 1920, a psychologist called Edward Thorndike figured out something that's costing you money right now on LinkedIn He called it the Halo Effect. When people are impressed by one trait, they assume you're good at everything else too. And on LinkedIn? The belief is the halo is your follower count Big following = must be great at what they sell So people chase it. More posts, more visibility, more engagement from people who will never buy from them And I watched this play out all last year: ↳ My reach dropped over 50% ↳ And it was my biggest year for revenue (These 2 things are connected by the way) When the reach dropped, the people who stayed were the ones who actually buy. The ones who left? They were never going to ↳ I had fewer eyes on me ↳ But better ones And I think that's the bit most people miss Serious buyers aren't counting your followers. They're reading your stuff and asking themselves one thing: ↳ does this person get my world? That's it. That's what they care about - Someone in my community closed a $66k deal in December with under 3,000 connections. - Meanwhile I've watched people with 300k followers and over 1m impressions a week struggle to close $5k And every single time, the difference was positioning. Now look, I know people love the vanity metrics. ↳ The likes feel good. ↳ The comments feel like progress. ↳ But if your calendar is empty and your content is performing, something is off And usually it's that you're writing for virality when you could be writing for the 50 people who might actually hire you Hype only works with broke buyers I'll say it again: Hype only works with broke buyers You want high ticket? Write like a grown up Who are you actually writing for? -- PS This is one of the reasons Art of Sell speakers aren't chosen for stage charisma. Some are as awkward as Elon Musk, but they've closed 9-figure deals and understand their craft at the highest level. Substance before sparkle, in my world. Always. If you want to see what that looks like from the inside, join the AoS community for free for 7 days: https://lnkd.in/eHw5fitm Tomorrow's speaker is working with Mel Robbins and counts the Hormozis, Jesse Itzler and Daniel Pink as his clients. #RichTips

These two people are incredible. And I want to share why. Yesterday in London we had the second part of our Position to Convert event. This is an immersion that founders joined to understand deeply strategy, brand and conversion. And in covering those three topics there's no way I could have done it on my own. To have Sara Marshall, with her background in strategy and Aarti Parmar, with hers covering brand, it teed up the day for an incredible event. Because enthusiasts can chat about those topics  ↳ But when you bring lived experience  ↳ Case studies ↳ Examples with detail that you did yourself  ↳ and answers to the questions that start "Yes but what about if..." It provides a level of depth that made me proud to be part of it. Huge thanks to the attendees who came along, too. You were all fantastic and the interaction was a truly wonderful moment to experience. While it was incredible to see Sara and Aarti delivering their art, it was also an event only made possible by the work, interaction, and sharing of those who attended. Thanks also to Art'Otel for providing a beautiful location, view (and catering). I'm genuinely excited to see the journeys of the attendees in the weeks and months ahead. What's been the most notable event you've attended recently? -- PS it is a seriously small world. It was quite amazing to see how many people knew each other or were connected only by one person to someone else.  Just shows how connected we really are if we spend any time networking on platforms like LinkedIn! #RichTips

Last year it was Daniel Priestley, Rory Sutherland and Ferne Cotton In June, I'll be sharing a stage with Jamie Laing, Timothy Armoo, Amelia Sordell, Daniel Priestley and many others And for the 1,600 people attending #Atomicon2026, I know you can't wait But the good news is TODAY, organisers Andrew, Pete and Suman have produced "Bundlemania" so you can get wild amounts of goodies from all us speakers if you buy your ticket before the weekend https://lnkd.in/eqShT4MW If you're hoping to attend this year on 16 June, this week is your best time to get a ticket ...because they are at their lowest price now and are being increased at midnight tonight They're also offering payment plans if you need them. This week a ticket will get you access to: Bundlemania – a huge collection of free courses and resources (including Art of Sell 👀) Big Networking Week (23–27 March) – a full week of online networking and connection ATOMICON 2026 – happening 16 June, with fringe events the day before Here's your link: https://lnkd.in/eqShT4MW -- PS who is going that I know? I want to meet as many of you in person as possible! #RichTips

I've never met a founder who was struggling because: ↳ They didn't have enough leads ↳ Their content wasn't good enough ↳ Or they weren't posting often enough And yet that's where most of the effort goes More posts More DMs More engagement And the pipeline stays the same Look, when someone comes to me and says "I'm struggling to convert," I don't look at their content first I look at their positioning and the story behind them Because almost every time, they have leverage they're not using ↳ Past clients ↳ Past employers ↳ Results they've delivered ↳ Experience that would impress the right people And they're just not expressing it in the right way There's also something I see a lot that I'd describe as an inadvertent entitlement Where founders assume that: ↳ because their content is good ↳ buyers should come to them Your content can be brilliant and still attract the wrong people. Or the right people who don't convert. And if that's happening, it's a positioning issue. Ed Essey, ↳ one of our AoS speakers, ↳ dealt with this at Microsoft He is a Senior Director at Microsoft Garage and his job is often to take brand-new software and make it something customers would actually buy The products were brilliant But they were impossible to explain So Ed ran hundreds of positioning experiments until people understood what they were looking at If you're good at what you do but people aren't buying, you might be in the same place Ed was The product isn't the problem How people see it is By the way, Ed wasn't brought in because he was a keynote speaker or a coach. Instead, it was because he's led global teams at the highest level and made real commercial change That's who teaches inside Art of Sell. People like Ed, like Kasey Brown with her background at Goldman Sachs, Stripe and Accenture, like Silvia D'Anna who was Nike's e-commerce Director, EMEA, for the Jordan brand. They're not here to dazzle you with a TED talk But they've done the work And they have receipts So they're here to share how it's done If your content is working but your deals aren't, what would change if you fixed how people see you? -- PS Join the Art of Sell experience for free for a week here: https://lnkd.in/eHw5fitm #RichTips

I asked an Art of Sell member what surprised her most about joining Let's call her Patricia She said: "I thought I needed sales training. I actually needed to stop being alone" - She'd left a successful career in teaching - Used to being in a team, surrounded by people, busy calendar Then she started her own business And the calendar went empty And when your calendar is empty, your head fills up ↳ Am I doing this right? ↳ Is anyone going to buy this? ↳ Maybe I'm not cut out for this Patricia told me she'd get trapped in these negative thought cycles. Just sitting there. Wondering No one to check in with No one who gets it There's actually research on this: ↳ A former US Surgeon General called loneliness a public health epidemic ↳ And the data shows it does more than feel bad - It impairs your decision-making - And makes you more risk-averse So you're sitting alone, second-guessing yourself and becoming less capable of the one thing that would fix it: selling That's the cycle Art of Sell broke it for her The weekly sessions gave her something to put in the calendar when the calendar was pretty empty ↳ Something she felt like she was actually doing ↳ And the community gave her people who understood the feeling ↳ She needed a tick list and safe hands to guide her through it And here's what I think people get wrong about Art of Sell: They think it's a course Instead, it's a place where people who are good at what they do but stuck on the selling part get honest about that and do something about it 60-minute sessions Replays you can go back to And people who've been exactly where you are -- PS Patricia's not the only one. ↳ A good number of Art of Sell members joined during their lowest month ↳ The weekly sessions and the people inside changed how they showed up on calls within weeks If you want to see what that looks like from the inside, join the Art of Sell community for free for 7 days: https://lnkd.in/eHw5fitm This week's session is Accenture's former sales trainer on Handling Objections. Session starts at 4pm UK time tomorrow (24th March) #RichTips

"Richard, they said they'd get back to me Monday. It's now Thursday. Should I follow up?" Yes. But not with the message you're about to send. Because I already know what it says: "Just wanted to check in" "Let me know your thoughts" And both of those can kill the deal. I know that sounds extreme. But there's a reason. When you say "let me know your thoughts" you're handing control back to the buyer with no structure. - There's no next step - There's no open thread - You've basically said "the ball is in your court" and walked away And in the buyer's head, that conversation is now closed. Psychologist Bluma Zeigarnik figured this out in 1927: ↳ People stay mentally engaged with things that feel unfinished. ↳ The moment something feels complete, the brain lets go "Let me know your thoughts" feels complete to them. They're done thinking about you. Now here's the real issue: Your chances started cooling the moment the call ended. I say this to my clients all the time: your buyer will never be more in the buying zone than they are right now. On this call In this moment Every hour after, it fades So when someone says "can I get back to you in 2 days?" Most people say "of course, take your time" And I get why. It feels polite. But I think we both know ↳ "I need time" tends to mean I don't want to do it now ↳ Because if they wanted to do it, they'd be jumping So what do you actually say? On the call, before it gets to Thursday: "Look, it's completely fine if you want some time. But is there something that's not quite landing? Because it felt like you were with me earlier and something's shifted" It's not pressure if you're being honest about what you're both feeling. And if you're already at Thursday and you didn't do this on the call: Don't check in Give them a reason to re-engage "I've been thinking about what you said about [specific thing from the call]. I had an idea on how we could approach that differently. Shall we grab a quick chat" That reopens the loop Now they're thinking about you again Remember: ↳ The worst follow-up is no follow-up ↳ The second worst is "just checking in" -- PS A stuck winner is someone who can have a great conversation but can't turn it into a deal. If that's you, Art of Sell was built for you We help stuck winners (not wounded losers) Experience the community free for 7 days: https://lnkd.in/eHw5fitm #RichTips

Here's the reality for coaches on LinkedIn: It's rarely your offer that gets the deal. These 6 things make the difference: 1. You are seen as aspirational in your space 2. You're present online. Not unavailable 3. You give time to them in the DMs 4. Clients believe "you've got this" 5. You actually have an opinion 6. Your energy is welcoming Each of these you can already do Each of these needs you to show up Each of these is what they actually want ↳ Because your offer is only the device ↳ Because they don't care how; just what The coaches that win get it's about people (After all, this whole thing is a human sport) Not just about the offer on its own Unless you engage the way they need you to They'll never buy how you want them to. Remember that: how they receive you matters Not that you just want them to buy Who is the coach that was there for you? -- PS: Sometimes the offer isn't enough. The knowledge or the ideas you can share. Instead, you need to bring the experience too. For them. So it feels good to grow with a winner. That's what we're doing in the Art of Sell community. Adding great experiences to the members that are part of the group. Full answers. Feeling heard. Collaborative growth. Find out more on my featured links #RichTips

There's a sentence I use in DMs that gets people on a call within 2 messages And it feels like the opposite of selling. But first, let me tell you what most people do instead: ↳ They have a nice conversation in the DMs ↳ It goes well ↳ The person is clearly interested And then nothing happens Because they don't know how to get from conversation to call without it feeling like they've switched into sales mode And I see this especially with people who've come from corporate: ↳ In corporate, meetings were just scheduled ↳ Someone sent a calendar invite and you showed up ↳ Nobody had to "pivot a DM into a sales call" That wasn't a skill you ever needed. Now you're solo And the thought of saying "shall we jump on a call?" to someone you've been having a nice chat with makes you feel a bit desperate So you keep chatting ↳ For weeks sometimes ↳ "Building the relationship" ↳ With the paragraphs building up Until the prospect forgets why they were interested in the first place. Right, here's what I have done to close deals instead: After we've had a bit of back and forth and they've opened up about something they're working on, I say: "Look, that's the bit I do really well. I've got a few minutes at [specific time] today if you're free - shall we explore how it would look if I helped you with this? Also, it'd be great to connect properly, don't you think?" There's no pressure in it. "It'd be great to connect properly" reframes the call as the natural next step Not a pitch Just two people having a proper conversation instead of typing at each other ↳ And "I've got a few minutes" positions you as fitting them in. ↳ That's very different from dropping a Calendly link and hoping for the best You probably have 5, maybe 10 warm conversations in your DMs right now that could become calls this week You just need the sentence And the nerve to use it What's stopping you from asking? -- PS The full DM-to-call framework is one of the sessions inside Art of Sell that members say moved them forward the fastest Because most of them were in the same position - warm conversations, no idea how to bridge the gap Watch this series plus any of the other 170+ replays for free for 7 days On me: https://lnkd.in/eHw5fitm #RichTips

These 6 things changed how I onboard clients And now I'll never go back... Consider them ahead of next week. 1. When You Should Speak ↳ There's so much advice about "how much we should speak on calls"... ↳ But most of it is from people who haven't closed 1,000s of sales. 2. When They Should Speak ↳ When you've had this many interactions over 20+ years, you learn some things... ↳ And here's the truth for you about when they should speak. 3. How Much It Should Happen ↳ It's all about balance. Knowing how much to speak and listen... ↳ Is key to making your sales calls effective and natural. 4. The Doctor Method ↳ Even better, if you watch the video you'll see how I structure onboarding calls too... ↳ It follows my "Doctor Method" - an easy 3-stage strategy. 5. Organic and Natural ↳ Get practising this and their keenness to buy will rocket... ↳ Because we're moving in a human way through the interaction. 6. Not Desperate ↳ Not shoving our solution down their neck like we're in a desperate call centre... ↳ That's the way to build trust and close more sales. Get practising this and their keenness to buy will rocket. 🤔Which one do people need to think about most? -- 💕Want a free gift?  I just finished making it.  The 4 x ways I close on the first call. Click the first featured link on my profile. #RichTips #Sales

Imagine being such a badass that you: - Develop the Women's business strategy for Nike - Then build Nike's largest running market in EMEA - Then become the E-commerce Director for the Jordan brand - (...and have a Ducati) But Silvia D'Anna is more than her 15 years of incredible experience at BCS and Nike. She's also a master of navigating the world of gaining confidence. And there are confidence coaches, Then there's Silvia. So imagine if you had an hour with her live: - Think what she could teach you - Think of the questions you could ask - Imagine the energy you'd get from the room Well, on Thursday at 4.30pm UK (11.30am ET), she'll be running her "Confidence Blueprint" Masterclass in the Art of Sell And with a free trial, you get to join her Or, will you be busy: - Not choosing yourself - Feeling stuck and frustrated - Or maybe just writing more comments on LinkedIn? Join me, the team and all the members on Thursday Grab your trial here: https://lnkd.in/eHw5fitm Success starts from within See you in there! -- PS free trial includes access to all 170+ masterclasses and workshops from speakers that have worked with the likes of Louis Vuitton, Google, Salesforce, Microsoft, Coca-Cola and so many more #RichTips

When a founder tells me "I'm struggling to convert" I already know the next thing they're going to say And it's almost always the wrong diagnosis "I need more leads" "My content isn't working" "I think I need to fix my pitch" I've heard all 3 a hundred times And in 23+ years of selling, the actual problem has almost never been any of them Here's how I separate it: If you're having warm conversations but they go nowhere: ↳ That's a sales process issue ↳ You're connecting well but you can't move them to a decision ↳ The problem is in how you lead the call, not in how many calls you're having If you're getting engagement but the wrong people are showing up, or the right people aren't converting: ↳ That's positioning ↳ Your content is attracting attention but sending the wrong signal about who you are and what you solve ↳ More content won't fix this. Better content won't fix this either If you're discounting before anyone asks, pitching before you've diagnosed or pushing when you should be listening: ↳ That's buyer psychology ↳ You don't fully understand what a decision feels like from their side ↳ And until you do, every call will feel like a negotiation instead of a conversation Most founders I work with have been throwing energy at the wrong one for months And that's exhausting. Because you're working hard on something that was never going to convert The fix starts with being honest about which one you actually have - Because a positioning problem won't be solved by a better pitch - And a sales process problem won't be solved by posting more When you stop treating them as the same thing, you stop wasting time Which of the 3 do you think you're dealing with? -- PS Inside AoS, this is one of the first things we help founders figure out. Because until you know which problem you actually have, every fix feels like guesswork Try it free for a week here: https://lnkd.in/eHw5fitm #RichTips

The gap between having a win and having a system That's what keeps founders stuck in feast or famine. - You close a great deal - You feel good for a week - And then the calendar goes empty again And you genuinely can't explain why Because the deal felt like it just happened. The right person saw your content, they reached out, the call went well, they said yes But which part of that can you repeat tomorrow? Most people can't answer that. So they go back to posting, commenting, sending DMs and hoping the next one arrives the same way Sometimes it does Sometimes it doesn't I had a client. Doing hundreds of thousands of euros a year. On her own. Thriving. Deal after deal after deal Then 7 weeks Nothing And when we spoke she said "I think people aren't into coaching anymore" I said: did the world suddenly stop buying? Or did you stop doing the things that were working? Because that's what had happened ↳ She'd stopped the correct daily DM work ↳ Stopped positioning herself in her content ↳ Started coasting on the back of a good run And when the deals stopped she blamed the market. Now look, I've been through this myself. In corporate, in my own business, at every level And it's always the same pattern: When things are going well, you get a bit fancy You stop doing the basics And the pipeline dries up without you noticing until it's already happened And every time I hit a slump (and we all hit them) I do the same thing: ↳ First I admit there's a problem. And I mean a real one. Not "the market is slow." The problem is me ↳ Then I get honest about what I stopped doing ↳ Then I strip everything back. Kill the bloat. Kill the fancy stuff. Go back to the work that actually puts me closer to a conversation with someone who can buy ↳ And then I commit. Properly. Because solutions don't find me. I need to go and get them And when I was in my own slump years ago, I said something to myself that I now say to every founder I work with: "If it's me, it means it's fixable. And I can fix that" Because a bad month caused by the market is out of your control. But a bad month caused by you stopping the work? That's the easiest fix there is. Can you tell me how to repeat your last deal? Or did it just happen? -- PS Inside Art of Sell we help you build exactly this. A process you follow whether it's a good month or a bad one. So the wins stop feeling like luck. If you want to see what that looks like from the inside, join the AoS community for free for 7 days: https://lnkd.in/eHw5fitm Today's session is with a speaker that has worked with Mel Robbins, the Hormozis and Jesse Itzler. Who does your coach work with?👀 #RichTips

In 2008, I rode the financial crisis by selling harder Everyone around me was terrified And I get it But I sold harder anyway And it was one of the best years of my career to that point I remember the mood in the office. People were scared. The narrative was: ↳ "nobody's buying right now" and ↳ "let's just wait for things to settle" So most people did They waited And I watched them fall behind. Because when the market gets scared, people do the same 3 things every time: ↳ They lower their price ↳ They soften how they show up ↳ And they stop reaching out because they assume nobody wants to hear from them But the people who are still buying during those times? ↳ They're the serious ones ↳ They have real problems and real budgets and they want someone who carries themselves like they belong in the room And in 2008, because everyone else had gone quiet I had less competition than ever I've seen this same thing play out over and over since then. Someone said to me recently "it's really hard for coaches right now" And I said: no. The company you keep (meaning, the people you hang out with) is struggling. That doesn't mean the entire industry has stopped buying Someone else told me "communities are dead" What a load of rubbish. Some communities are thriving Others are failing That's always been the case And the difference is always who's running them and how serious the people inside are. Look, I get it. When things feel uncertain the instinct is to pull back. Spend less, do less, wait for a sign that things are improving But my manager said something to me years ago that I still say to myself now: Form is temporary. Class is permanent. If you're good at what you do, that's a constant. You don't suddenly lose your ability because the market is having a bad quarter ↳ I've watched people join Art of Sell during their worst month and close their biggest deal 3 months later ↳ And I've watched others tell themselves they'll start when things pick up. ...they're still telling themselves that What are you doing with this period? -- PS I've been selling through 3 recessions, a pandemic and every LinkedIn algorithm change since 2018. The playbook hasn't changed. I know, I know - the marketers are pretending everything is different But the fundamentals are true: buyers need a particular set of things from you if they're to buy. And that's what we teach inside Art of Sell Right now you can join and experience it for free for 7 days: Click "visit my website" at the top of this post for more #RichTips

In June, I'll share a stage with Daniel Priestley, Jamie Laing, Timothy Armoo, Amelia Sordell and many others And for the 1,600 people attending #Atomicon2026, I know you can't wait But the good news is this week, organisers Andrew, Pete and Suman have produced "Bundlemania" so you can get wild amounts of goodies from all us speakers if you buy your ticket before the weekend https://lnkd.in/eqShT4MW If you're hoping to attend this year on 16 June, this week is your best time to get a ticket ...because they are at their lowest price now and are being increased at midnight on Friday 20th March. They're also offering payment plans if you need them. This week a ticket will get you access to: Bundlemania – a huge collection of free courses and resources (including Art of Sell 👀) Big Networking Week (23–27 March) – a full week of online networking and connection ATOMICON 2026 – happening 16 June, with fringe events the day before Here's your link: https://lnkd.in/eqShT4MW -- PS who is going that I know? I want to meet as many of you in person as possible! #RichTips

The most harmful sentence in business? "Go on. You've got this" Context matters though. So hear me out: What helps my community members is: - A tick list - A clear next step - And someone who's done it before telling you exactly what to do I know that sounds obvious. But look around Because most of what's available if you're stuck is designed to make you feel better ↳ Motivational posts ↳ "Believe in yourself" energy ↳ Communities where everyone is very supportive and very kind and very much still in the same place they were 6 months ago Feeling good is nice. But it doesn't close deals And the people I work with don't need a pep talk They all work hard enough They all know they need to show up and they're all really keen to do it! They need someone to say: ↳ here's what you're doing wrong ↳ here's what to do instead ↳ now go and do that That's how Art of Sell is built Every session is 60 minutes Punchy You leave with something to do And the people teaching inside aren't motivational speakers: ↳ They're people who've closed 9-figure deals ↳ led global teams at F100 companies ↳ and made real commercial change in their careers They won't always dazzle you with a TED talk But they'll show you what to do on your next call And they'll be right. I built this for a very specific kind of person: ↳ Someone who's good at what they do ↳ Who knows they can help people ↳ But is stuck on the selling part and are tired of advice that amounts to "feel good" rather than "do this" If you've been sitting alone trying to figure it out yourself because you're a bit embarrassed about needing help with this... A lot of people in Art of Sell felt the same way before they joined. What changed was that: ↳ someone gave them a tick list ↳ and they followed it Because business can be as simple as that --- PS Right now, you can experience my community, Art of Sell for free for 7 days Tomorrow, we have a former Director from Nike running the Masterclass  Isn't it time you started learning from people who've got the results? Here's your link to the free trial: https://lnkd.in/eHw5fitm #RichTips

Major surgery helped me create a sales method and now it's how I sell coaching & consulting (while others get stuck giving options): It started in 2019 with very sharp abdominal pain My instinct of course was "see the doctor" (remember that part!) When I visited the surgery, 3 things happened: ↳ I assumed the doctor would know best ↳ I answered everything they asked ↳ I didn't question their prognosis Prodding Pressing Scans Tests Every part of the process I did without pushing back I followed each step like a sheep They discovered a lump I was worried Leaflets with the C word were given to me But their reaction? We've got this We know what to do Again, I believed in them Then came the surgery: "Richard, we're going to do X, then Y then Z" Me: "okay then" They knew best. I didn't On my recovery bed I reflected on the whole process (I'm fascinated by the interaction of humans) and the Doctor Method was born: 1. Authority 2. Compliance 3. Prescription Step one is to create that authority: Doctors have that, culturally You create it with the right content Step two is earned compliance We look up to doctors so we always answer their questions You earn that same compliance (your process is followed) when you have authority Step three is prescription We trust our doctor so we take the medicine they suggest You should offer the solution (never options) when you're seen as the expert Authority → Compliance → Prescription Content → DMs → Call & close So earn the authority Then you can ask the questions (and get answers) And state your solution Doctors don't let patients choose which medicine they'd prefer Likewise, you as an expert should know best what solution will work What space are you a 'doctor' in? -- PS for those interested, it turned out to be a "urachal remnant" and after it was removed, it was tested and found to thankfully be benign PPS Literally as this is being posted, I am giving a talk about the Doctor Method to LinkedIn in Budapest. Thank you for having me :) #RichTips

After a two-week break I'm back with a new newsletter I'm examining the importance of how we produce a "pure signal" for our buyers as we move through 2026. This is crucial because signal quality now matters when it's competing against a volume of content that is significantly better than it used to be. I'm so pleased that almost 20,000 of you have now decided to subscribe to this newsletter so thank you so much. I'm looking forward to the next one which we'll be discussing agentic AI in selling. If you find this useful do share why in particular in the comments and consider saving or sharing the newsletter if you would like your network to see it too. -- PS do let me know if there are any topics in my space you'd like me to lean into. I'm always keen to hear what lights you up! #RichTips

The Hormozis, Mel Robbins, Daniel Pink? Or perhaps Nestle, LA Fitness and B Corp? Imagine learning from speakers who count these people as their clients 👀 Well, that's the Art of Sell this week Join for a free trial here: https://lnkd.in/eHw5fitm

Most people fail on LinkedIn for one simple reason. They chase impressions instead of conversations. In this episode of The Website Growth Show, I sat down with Richard Moore to unpack how LinkedIn can actually become a consistent revenue engine for your business. One idea really stood out. Most founders try to sell solutions. But buyers don’t think in solutions. They think in symptoms. If your content speaks directly to the frustrations people experience every day, they feel seen. And when people feel seen, they start conversations. Richard Moore also shared a powerful framework for turning LinkedIn into real deals: Content → DMs → Call → Close LinkedIn is not a broadcasting platform. It’s a nurture platform. When used well, it helps you build trust, start conversations, and convert expertise into revenue. If you’ve ever felt visible on LinkedIn but not converting, this episode will change how you approach the platform. Full episode link is in the comments section. 👇 #growthshow #websitegrowth #linkedingrowth #podcast