Has your client list heard from you lately?

As we head into retail’s┬ápeak shopping season, the big question is “Will my clientele buy…again?” Have you had any contact with them┬ásince last November or December? The people spending money are in your client list, right? Client list? If they aren’t on your client list (or you don’t have one), how would you tell them […]

What are your compelling reasons?

This past week, I’ve had several conversations revolving around why people don’t buy, why people stop buying, how we can get them to use what they bought and how we can get them to switch to our product instead of a competitor’s. These conversations all have the same foundation: Giving people a compelling reason to […]

Effective press releases for small business

Days after a EF4 tornado tore up Central Arkansas and killed 15 people, this press release arrived in the local TV weather team’s inbox: Saying “enough with the tornado clean-up” to a media person in the area of a killer tornado in question is at best, someone being an inattentive and/or insensitive jerk. The media […]

Customer relationships – Do yours mature and adapt?

One of the things that separates people from most machines and systems is their ability to adapt their interactions as the relationship matures. A tough-as-nails 61 year old grandfather who supervises workers on an oil rig in North Dakota’s Bakken adapts his communication to the recipient when training a new guy to stay alive on […]

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 […]

Win on low price, lose on low price

Do you depend on having the best price to win business? If so, are you sure that’s really how you want people to choose your company? I ask that because if you cut your price 10%, that 10% comes out of your profit margin. Perhaps obvious, but not always something folks pay attention to – […]

What to do at that trade show

Something to think about before your next trade show, convention or industry event… Come to the event with an open mind. The worst waste of time and money will occur if you arrive there with a mindset that what you’re doing now is not subject to change. Look at EVERY thing you see and ask […]

Who benefits when snow, cold and ice shut down a town?

All over the U.S., winter seems to be having a little fun with us. While in many places, we’re also having fun with it – a lot of places are pretty well shut down by this year’s winter road conditions. Without the staff and equipment to handle serious (for their area) winter storms, many communities […]

What if you actually followed up?

Does your business follow up with your clients and prospects like you should? You should probably consider what “like you should” means, before deciding whether you follow up properly or not. Having done that, let’s define “follow up” as continuing the conversation with that particular prospect or client, in exactly the context they are in […]

How to use calendar marketing

When I say “calendar marketing”, I’m talking about using the context of historical events and dates, holidays and current events to spice up your marketing. Done right, you can briefly tie what you do to the event, date or holiday, have a little fun and perhaps get the attention those about to buy. Like any […]