How to take the chill out of a cold email

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, […]

This year, customer follow up will be different.

For many businesses, two things happen this time of year. One: You get a bunch of new customers. Two: Many of the new customers you acquired during this time last year “forget” to come back. The customers on the first list cost time and money to acquire. A fair amount of the people who “forget” […]

Buying decisions are personal

One of the challenges we have when running a business, and more importantly, when trying to make a sale – is understanding what makes our clients, buy (or not buy), run away screaming (or some such). They have their own reasons which may (or may not) relate to you and the actions you and your […]

Strategic Notebook: Marketing Calendar

Are you marketing with intent or by accident? The only thing those two have in common is “ent”. Choose intent. It’s a massive job? Like anything you might not have done before, a marketing calendar might seem like a massive job. Don’t let that freeze you. Big jobs have a way of creating a resistance to getting started […]

And after Small Business Saturday?

Besides being a particularly busy Christmas shopping day, this coming Saturday is “Small Business Saturday”. Once a year, American Express (organizer of Small Business Saturday) encourages shoppers to shop at a small local business and offers marketing materials to help small businesses take part in the event by encouraging locals to shop their store. While […]

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 […]

Get one new client a day, week, month

It’s not unusual to talk to business owners who want to double their business, even if the discussion is a bit unfocused at first. It’s far more unusual to find someone who wants grow their business by 1000%, IE: 10 times its current size. Some have said that growing a business by 10 times is […]

Working the stage

People at Red, Canon and Nikon are fanatical about the photography and video equipment they build. People at Adobe and Apple are fanatical about the video software they build. This amazing video is an example of their “why”. Imagine the feeling this emotional piece would give you if it was made with your tools. Would you take Denali home? […]

18 questions to increase sales

This week, I’ve been working on metrics because I can’t have my fingers in every pie at once – at least not once the number of pies grows beyond my ability to manage them all in my head at the same time. Even if you can do that, it’s very difficult to sense where changes […]

Planning for a strategic trade show

Last week, we discussed why you shouldn’t skip a trade show. During that conversation, I mentioned that you need to work trade shows strategically and with a plan. This week, I’d like to elaborate on what that means. In order to do that, let’s break down what happens at a trade show. Who attends a […]