The care and feeding of leads

Last weekend, we did a little shopping for a “large recreational purchase”. We hadn’t shopped in this market before, so you wouldn’t have been surprised that I would have my radar fully unfurled to analyze all pieces of the process. While I can’t say that I was blown away, I also wasn’t substantially disappointed. Let’s talk […]

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 […]