Let’s Talk
Don't go to a "sales call," go to a conversation. Don't interview someone, have a conversation. Don't treat a question as hostile, have a conversation. When your default position is a competition instead of a conversation, you're going to lose quiet
Referrals
The retail auto, insurance, and real estate professions—to name three—rely extensively on referral business. The all-stars therein are adept at eliciting referrals. You don't have to rely wholly on them. All you need are a couple a week. Those others' careers
The Power of Absence
Jumping on a bandwagon is not a good idea. I'd rather watch it race by, out of control, until it crashes in a ditch. I'm thinking of bitcoin, or multi-level marketing (Ponzi schemes), or pet rocks, or all those derivative
Rebooting
If you want to rekindle relationships with buyers, tell them you were thinking of them when you found some ideas that would immediately apply to them. And to show they're special, don't use email, use the phone!
Is Anyone Really Out There?
This is the marketing business. That means that, no matter how wonderful your ideas, approaches, or IP, you must bring them to the attention of an economic buyer. More people have succeeded with average approaches and timely, focused marketing than have succeeded
Outside the Circle
Villanova beat Kansas last night in the NCAA Final Four because they kept making three-point baskets while Kansas made two-point baskets or one-point foul shots. If I make three points and you make two points on equal shooting, I will
Compound Interest
If you improve by 1% a day, in 70 days you're twice as good. If you market a little every single day, in the near future you're going to be very successful. But if you don't market every day, because you
The Timing Couldn’t Be Better
You're all facing too many buyers who claim "the timing isn't right." Time is a priority, not a resource, so it depends how they choose to allocate their time. My suggestions to deal with this: Co-opt the objection by stating early, "Leaders
The Attraction Principle
There are three factors which will draw people to an event (assuming you know how to reach people): Brand, value, and venue. If your brand insufficiently powerful, they will come. If the value is obvious and compelling, they will attend.
Promotion Is Not Conversion
Don't confuse means and ends in marketing. The name of this game is "revenue." Unless you have revenue (as Peter Drucker said, every business needs a customer) you do not have (as accountants say) "a going concern." Hence, stop promoting promotion.