Sorry, We’re Not Doing That, We’re Doing This
Whether or not you watch "Game of Thrones," there was a huge, highly anticipated battle this past Sunday night, where the outcome, no matter how grim things looked, was pretty much assured if the series was going to continue for
The Million Dollar Question
Ask the buyers who tells you, "We're fine here, we don't need any help," this question: "If the board gave you a million dollars to invest wherever you thought it would do the most good, what would you do with
Organizing A Marketing Event
If you want to hold an event to attract prospects and mix them with clients, you'll need ideally: A strong brand A topic of perceived high value An outstanding venue Confirmed participants who are well known to prospects A significant
Who’s the Person Who Knocked the Door Off the Hinges?
Friends, you only have one first impression, which is critical in business. Don't enter a room, a meeting, a phone call with a prospect merely trying to catch up or, worse, interrogating the buyer. Come out of the blocks roaring,
Small Is Big
I fired TruGreen, which is the world's worse lawn company, a bureaucratic, national oaf of a operation. The local manager refuses to talk to customers or to acknowledge bad work. I'd bet he needs help finding the rest room. I found
Why You Shouldn’t Listen to Clients
By all means, expose clients to your newest thinking and offerings. They should be your "early adapters." But do NOT ASK THEM what you should be doing. They only know you by what you've already done, they know what they want
Marketing Focus
A new restaurant opening in Providence was covered by the local network affiliates, with video and commentary when it threw a huge party in celebration. A coach and author published an op ed piece in the Providence Journal about an important topic
Did You See This?
When is the last time you heard something good about one of your clients, or read something flattering about them, and sent it or related it to your buyer? That's how you maintain strong relationships.
Thinking Big
If you want to "think big," think about the end result first. "I want the Acme Company to become a client. What's the fastest way?" It's not by contacting human resources or sending a letter or making a cold call. It's by
Happy Customers Require Happy Employees
When people enjoy themselves, they learn better, and they buy more often. That's not exactly rocket science. Create interactions that are fun and uplifting. Enthusiasm is contagious. I don't buy from anyone who isn't enthused about his or her products and