Stop “Selling”
If you can't enthusiastically convince a prospective client that your points are important to consider and worth pursuing, then:• You're not communicating well• You're scared or intimidated• Your value isn't sufficient• You're not preparedIf you think your job is to
The New Sales Alchemy
About two years ago I became more disciplined about asking how new clients found me. Over 90% were from a referral from a colleague or reading one of my books (often because of a referral from a colleague).Marketing is not
Did My Passport Just Expire?
If you've at all adapted to remote marketing and delivery, you've seen how much more profitable your business is, even if you have decreased revenues. What lessons are you learning from that? You've been undercharging and over-delivering in the past!
Super Bowl Selling
The Patriots beat the hell out of the Chiefs in the Super Bowl because you only need to win that game, there is no best-of-seven as in baseball and other sports. In one game, anything can happen—bad calls, trick plays,
Ideally
Years ago an experiment showed that Dunkin' Donuts customers and Starbucks customers, asked to use the other coffeeshop for a month with all their coffee paid for, all refused to change to the other store at the end of the
Introductions
The key to successfully eliciting quality referrals is to ask for specific names or titles. Example:Would you introduce me to your counterpart in Europe?Would you introduce me to Mary Jones, your CFO?When you merely ask for "names" you'll either hear "Let
In Person
Are you scheduling any "live" events and/or meetings in the second quarter and beyond? You can always cancel them, but it's time to demonstrate that you're aggressively doing business. You can't network well on Zoom!
Develop the Stars
The mistake most organizations make with their investments is in desperately trying to develop all performers to perform at the top levels. That kind of performance isn't merely a question of skills development, no matter what human resources latest fad
Small Business Shouldn’t Mean Small Thinking
The stock market and the economy are two different things, not intimately related. While the market reaches record heights, businesses are closing on Main Street.One thing we can learn is this: The less money you have, the more important are
One of the Team
If you really want to appear as part of the client's team and a partner of the buyer, stop parking in the "visitors" parking spaces.