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 […]

The woman with the Jay Leno chin

While I doubt it was their intent, the soap makers at Dove created something that perfectly illustrates the power of one of the best sales and marketing tools you can use. It might be the best demonstration of that tool I’ve ever seen. The experiment The Dove “Real Beauty” experiment has three parts: First, an […]

For those about to sell, we salute you!

photo credit: aldenjewell You may not like to sell, particularly if you are a technical person. It’s even more likely if you’re a technical person who has built a job rather than a business – meaning you might be chief cook and bottle washer as well. It may be an overused stereotype that technical people […]

Monkey See, Monkey Don’t?

photo credit: Tambako the Jaguar Do you watch other business owners or mentors use techniques, technologies, strategies or tactics successfully – and then not try them in your business? This isn’t just the domain of new, first time business owners who might be leery of trying something else, much less being swamped enough as it […]