Everyone can sell – and they should

This past weekend, the Mrs and I went out looking for a gym. It turned into a lesson in sales and sales prevention. We had three options: A family-oriented place near our grandkids’ house, a place within walking distance and a place within a few minutes drive, even during our very brief rush hour (which […]

Selling to everyone

Selling isn’t about the shine; it’s about what happens when the shine has worn off. Will your (or your clients’) management will think positively of you a year from now because of an investment you championed? They’d better. Sales calls: How they react What’s your reaction when a salesperson calls? Are there any salespeople who stand […]

ROI: Why they don’t take your call

These days, it isn’t about the shine; it’s about what happens when the shine wears off. Will your business owner clients think positively of you a year from now because of an investment you championed? They’d better. Without buy in from everyone involved, resistance is the best you can expect the next time you visit. As for […]

Where does new business hide?

In every town, there’s a place where new business hides. If you can’t find its hiding place, your business is likely to struggle. Most of the time, that struggle is rooted in the inability to dependably produce predictable, month to month revenue. Without predictable month to month revenue, businesses close, scale down or at the […]

They really aren’t very good at marketing

One of the most common marketing mistakes I see is focusing solely on new clients and doing so in a way that annoys everyone else who has (or had) a relationship with your business. This quote from Facebook (above) about a New England newspaper’s Groupon deal is but one example. The process The process goes […]

How to segment your customer list

photo credit: artist in doing nothing Have you heard that you should “segment” your customers before marketing to them? Ever wondered what that means, much less how you’d do that? We’re going to talk about that today in simple terms, but before we do that, you might be wondering … Why should I segment my […]

Start a streak

photo credit: kevin dooley What have you done every day, every week or every month for years? For example, I’ve written a weekly column for the Flathead Beacon since 2006. I don’t get a week off from the column if it’s Christmas or the Fourth of July. It just gets done. Some find that a […]

WalMart: “We don’t care”

photo credit: wachovia_138 Listening to WalMart’s VP of Information Technology and their lead e-commerce exec talk on Fortune Brainstorm Tech this morning, they said “We don’t care whether or not you buy in the store, online, via mobile, etc.” Where they went one step further: They gave local store managers credit for ALL sales that […]

Six simple questions about your website

photo credit: milos milosevic I received these questions in an email from Tony Robbins last year. The premise was to ask if you could answer these questions without doing a bunch of research, much less if you could answer them at all. How many visitors come to your website per month? How many of those […]

The unexpected message clients get from you

photo credit: Nicholas_T Have you ever received a new-customers-only offer from someone that you already do business with? In particular – Have you received one and found that the “new customer deal” in the ad is better than what you’re paying? As an existing customer of that business, how does that make you feel? To […]