It’s great that you have a product that’s so good that it sells itself. That doesn’t mean you should sit on your hands & wait for business to arrive.
We sometimes forget when selling to people is the conversation already going on in their minds. They head to your store (or your website) to get answers, not to buy.
You have to look to a prospect like the only person who really understands them & their problem. If you make them feel that way, you probably are.
We’ve talked about marketing automation on and off over the years. On any number of occasions, I’ve suggested that you use these tools because they can help you get things done that most businesses simply can’t (or won’t) get done any other way. That’s still true. Even so, it’s important to understand that buying and […]
Last time, we talked about your prospect list (or lack thereof). What about the prospects that aren’t on a list: the folks who have decided to get their info about you via one or more social media platforms. You may feel that the list discussion doesn’t apply to you because your prospects get their product […]
Your list. Do you have one? List of what, you say? Fair question. Let’s step back a bit. I’m talking about leads, prospects… ie: interested parties. Does every lead buy the first time they encounter your products and services? The late Chet Holmes always talked about three percent who are ready to buy “right now”. […]
With double digit below zero weather arriving in Montana this week, the last thing any of us need is a cold email. What I call a cold email isn’t quite the same as a bulk email. While bulk email is indiscriminately sent to many thousands of people, a cold email might be sent to 10, […]
On this Armistice Day, I’m reminded of the wisdom of the Vets who influenced my life. Typically, this means lessons learned from my dad and father-in-law, who both served as B-52 mechanics (Presque Isle, Carswell, etc). Seems that the harder the lesson was to understand and learn, the more value it holds. Watching the election […]
As we’ve discussed before, I still believe that well written direct mail works when it is done properly because I see the results. While much of it is “junk”, there are folks out there producing high-producing mail pieces. What do I mean by “high-producing”? I mean mail that survives a trip from the PO Box […]
Last week I said “Allowing perceptions to percolate in our guests’ minds without updates is dangerous not only for this year’s success, but for future years as well.” Part of your job is to set guests’ minds at ease by giving them the advice they need to make considered decisions during situations they’re unaccustomed to. […]