Selling, marketing & Wyoming’s Cutt-Slam

Last week, I met a couple of old college buds in Southwest Wyoming’s Bridger-Teton range (near LaBarge) to take on Wyoming’s Cutt-Slam cutthroat fishing challenge. This would not be easy. Four cutty subspecies in four different drainages – some of them in the tiniest of water (water shoes rather than waders), with two guys who […]

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 […]

Earning Return Business, Part Four: Confidence

In our last three conversations about earning return business, we tap danced around something that is at the core of getting people to repeatedly come back to your business without a second thought of going somewhere else – Confidence. Confidence is personal As their confidence rises, people have this interesting way of insisting that others […]

Consistency drives word of mouth business

Last week, my wife and I went to a place we’d been looking forward to for some time.  Our 31st wedding anniversary dinner was the perfect occasion to try a new (to us) place, so we went to a local Cajun restaurant whose entree price ranking is $$ and name includes “Orleans”. Long time readers […]

First impressions: Driven by mastery

Most likely you’ve heard the saying “A poor artisan blames their tools.” Despite the ROI of blame being zero (at best), this situation goes well beyond blame. When you blame the tool, at least two situations can pop up: Your current tools don’t produce the kind of benefits / outcome / work you need (even […]

Pivots make customer service personal

It was Saturday so my social calendar was in full swing. Earlier today, I met a friend for lunch and barley pops at a place that has a sunny, well-lit dining area perfect for the first sunny day in a long while. After being greeted as we sat down, no less than five different wait […]

Omaha! Omaha! Omaha!” – Who knows, but it can’t hurt”

Any number of claims will be made about this weekend’s Bronco victory in the AFC Championship game, but one stands out above the rest. “Sponsorship evaluation firm Front Row Analytics said the city of Omaha got its money worth with each verbal mention of Omaha worth the equivalent of $150,000 in advertising.” This claim, from […]

Everyone is someone’s hero

What if you could leap tall buildings, throw balls of fire or swing from webbing that shoots out of your wrist? If you could, lots of people would think you were some sort of superhero. Thing is, a fair number of people probably feel that way already. Maybe you can’t do any of those things, […]

How do you know which customers want to be an insider?

This past weekend, I checked off two to-do- list items with one visit to @OnyxCoffeeLab. First, I was looking for a good locally-owned place to sit, sip and write. A coffee shop. Second, I was meeting with the founder of a @StartupWeekend-born startup to discuss how it would go forward. It started off nicely enough […]

Who accepts the risk of buying from you?

photo credit: Amanda Nicole Betley If you don’t accept the risk and responsibility of a purchase, the customer automatically does. How does that hurt your ability to get a product or service into the hands of someone who very much wants or needs it? Consider these thought processes that might be going on in the […]