Call Me
No one expects "instant access" today. (Remember, some of you, the old "pink slip" telephone messages someone would leave for you after answering your phone?) The problem is that too many people provide instant access via their smart phones. This
Hey, Wanna Buy A Brioni Suit from My Trunk?
I've been watching a lot of sports playoffs and the (incessant) car advertisements are about pick-up trucks and SUVs and hybrids and so forth. Sometimes there are incredible feats of strength, sometimes great mileage, occasionally clear sexual suggestions, and also
Allow Your Clients to Market You
I keep explaining to people that they shouldn't fear competition, because competition opens markets. Burger King builds stores across the street from McDonals's because they know people are going there to buy burgers. Walk down the street on Van Ness in
And Would You Life to Take Our Survey After Your Experience?
If a company can do no better on their service site than offer a chat with a robot, then I'm taking my business elsewhere. I also love the sites where you're referred to other customers' Q&A. In other words, let's al
They’re Is Some Lessons
Grammar, spelling, style, and punctuation are all important. When you read a promotional piece with errors don't you begin to wonder about the quality of the offering itself? If someone can't take the time to have material proofed—or doesn't recognize
Nudge Until You Get What You Want
Sometimes, at about 5 in the morning, I feel my hand being lifted or my head sniffed. It's Bentley, who's decided that, at that moment, he needs to be petted. After a minute or two, sated, he goes back to
Of Dogs and Territory
Bentley believes whatever he can see from the truck is his territory, so he barks at people and dogs within range. It's a rather assertive attitude, but he is a 90-pound German Shepherd. "Whatever isn't nailed own is mine, and whatever
The Most Valuable Gift?
It's awkward—and often illegal or against corporate ethics rules—to send clients gifts at the holidays. But what if your "gift" for your best clients were individualized value unique to their market or organization? What if you recommended a better source of
Just One More Thing
Before you walk away from the buyer to write your proposal, ask this: "Is there anything at all we haven't discussed—other than fees which will be in the proposal—that would stop you from accepting one of the options I'll provide
MacBook Pro Appeal
One of my tenets pre-pandemic that has strengthened over the past two years is that the entire buying dynamic is changing and has to change. I believe "allowing the buyer to buy," peer-level referral, and evangelism (bringing buyers and prospects