Just Hit the Wall
I was a fair squash player but an excellent racketball player (I love a sport where you can miss the first time and hit the ball the second time if it doesn't touch the floor). I learned to control the
I Can’t Hear You
If you can't speak to me with passion, energy, excitement, and animation about what you do, you're simply going to be lost in the crowd.
Priorities
Prospects don't delay and vacillate when something is extremely valuable and its immediate acquisition will cause dramatic improvements. There's your positioning.
Signs of A Winner
The primary elections were over Tuesday night here and on Wednesday and beyond all those people who had campaign signs on their lawns and in their windows for the winners will keep them there, and the same after the general
Work and Play
I've encouraged people to use their personal hobbies and passions in their work. For example, if you play an instrument, use the metaphors in your web presence and collateral: "harmony, off-key, pitch perfect," etc. If you're a tennis player, there
Getting Attention
I'll be working at my desk and the dogs come in demanding to be petted. The puppy stands up and claws at my arm, and Bentley simply pushes my chair around until I rub his back. Your customers and prospects aren't
May I Ask You A Question?
Conceptual breakthrough department: • If you want to know what your ideal buyers read
Reach
I define "reach" as the number of names on your mailing lists which are those of ideal buyers. This is the marketing business. There are a lot of great ideas that have gone nowhere because no one has heard them. There
The Free Stuff Has to Be As High Quality As the Expensive Stuff
If you're going to offer a "trial subscription," shouldn't you overwhelm prospective buyers with help and all the bells and whistles so that you're irresistible? I just tried something called SmartDraw on a recommendation and it's non-intuitive, instruction-lacking, and what
As Long As You’re In Town…
Find a convention or conference that attracts your ideal buyers. Invite those people most appropriate to a breakfast, or drinks, or an informal dinner. Don't associate it with the conference, since that often irritates organizers. Don't use a conference site