Take Risk and Give

I like businesses where the need is obvious. People line up because they need a solution. Dentists, divorce attorneys, grocery stores and gas stations will always have demand. We have a problem and they are a known solution. The challenge for them is to meet the known demand with delightful service and care. That’s aContinue reading “Take Risk and Give”

Be a Person of Great Value

How many caller id calls have you ignored? How many emails simply go unanswered? We are all suffering from attention deficit and most people have to keep the noise out and focus just to survive and get what they think is important done. If you are not a person of value in someone’s busy workdayContinue reading “Be a Person of Great Value”

Instead of Complaining Become Better

One of the sobering and honest parts about the marketplace is that you might try any philosophy or approach you like, but it may not work. Your great intention does not necessarily mean that others have to go along. That can be quite a shocking realization for a generation that may have been given andContinue reading “Instead of Complaining Become Better”

An Important Thought to Have

I think a lot about how to make someone’s experience world-class. It’s fun. I’ve had a lot of meetings, calls and project work in the last week with clients, team members and partners. It’s important to me that I add a little bit more in my interactions and experiences. I think life and business areContinue reading “An Important Thought to Have”

Watch People’s Faces to See What They Value

I’m glad I get to do business in the connected economy rather than times past such as the industrial age. You can make your ideas happen so quickly without a ton of gatekeepers that had to give you access and permission to create, distribute or sell something. If you want to put a book out,Continue reading “Watch People’s Faces to See What They Value”

Making Impactful Introductions

There are certainly a great many messages that get ignored. We tune out what is irrelevant as a way to simply survive the noise and to focus on what is important. However, one gesture that gets attention and is extremely high value is to make introductions that lead to deal making. Opportunities are hard to comeContinue reading “Making Impactful Introductions”

Look What I Did For You

It’s much easier to sell “Look what I did for you” than “Look what I avoided for you.” ~ Nassim Taleb, Antifragile I lament that our society and human nature exalts the glamorous over the shrewd. “Look what I did for you” garners perceived value so readily. Perhaps it’s because we are wired to respond toContinue reading “Look What I Did For You”

4 Call To Action Marketing Strategies

Effective calls to action will reveal your connection to the buyer’s problem and the value of your message to your market.  It represents the decision point between anonymity and courtship.  Your visitor is giving something to get something of value. The call to action constitutes the beginning of the relationship after getting found.  Here areContinue reading “4 Call To Action Marketing Strategies”

Converting Inbound Leads

The inbound marketing process has failure points.  If your business is set up where marketing generates leads and your sales team aggressively calls, then trust can be compromised with otherwise potential sales opportunities. Inbound marketing has the following conversion points: Visitors: These are a high quantity of people that find you from search or marketingContinue reading “Converting Inbound Leads”

Why Buyers Avoid Your Sales Process

Your sales process is about you, not about your buyer.  How soon did you want to talk to a salesperson on your last major purchase?  It was likely much later, not sooner.  The reason is that we all know once we engage a salesperson, we are going to be harassed.  This is by design.  TheContinue reading “Why Buyers Avoid Your Sales Process”