The premium price lesson taught by craft beer

The craft beer explosion in the US over the last 5 to 10 years is a great lesson in premium price / premium product / premium services and customer ascension. So what is the big lesson to learn from craft beer? Is it that you could make beer that only a certain percentage of the […]

What premier service do they reach for?

How do you keep your clients excited and/or interested in your company? This shouldn’t be any problem doing this for your highest-value clients as I expect you already have premier programs and services for them. I’m talking about your newest clients, as well as those who have been around a while but haven’t yet “made it […]

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 […]

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 […]

Groundhog Day with Ooompa Loompas

Recently, I had a series of “Groundhog Day” experiences with multiple vendors in the same market, in the same market area, while seeking the same product that all of them sell. Of course, they’re competitors, though some of them may be owned by the same people or corporation. I didn’t look that hard, but I […]

Creating client loyalty = dependability

What’s the easiest way of creating client loyalty? The “easiest” way will differ by business. The key is to keep using it once you determine what’s easiest for yours. I can’t promise that one way is easier than others but one of the ways I’ve found is to be the business your clients depend on […]

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 […]

Standing out is the real work #sponsored

Note: I am blogging on behalf of Visa Business and received compensation for my time from Visa for sharing my views in this post, but the views expressed here are solely mine, not Visa’s. See full disclosure at the bottom of this post.   How do customers and prospects look at you vs. others in […]

Google India knows that Business is Personal

Brilliant. What stories are you telling about your customers that can illustrate the power of the value you deliver? No matter what you do, I’ll bet you have stories to tell. When will you start sharing them?

Hooters, standards and politics

No matter how you feel about Hooters restaurants, it’s clear that at least one of them doesn’t appreciate the behavior that San Diego’s mayor is accused of. While I think it’s a smart use of the news – particularly in Filner’s San Diego, it will be interesting to see how their customers react. What do […]