One Element Required to Grow your Business!
Without a prospect, there can be no sale! A well conceived marketing plan is the way you attract prospects. Too many small and medium business owners just allow “marketing stuff” to happen vs. developing a thoughtful, written, actionable marketing plan. REMEMBER. Marketing is to attract prospects!. Prospects turn into Leads. Leads turn into potential clients […]
Who is My Customer?
The Customer is King!! The Customer is always Right!! We hear those two phrases a lot these days when talking about customers and sales. So, who are these people who are put up on a throne and are never wrong. Your ability to identify and satisfy your key customers is crucial to your success and […]
3 Steps for Understanding Value Selling
Contrary to popular belief, consumers don’t buy products or services. Consumers buy value. They will listen and learn about a product or service, but they won’t break out their wallets until they understand how the benefits fulfill their needs. That’s why value selling is so important. Value selling happens when you focus your efforts on […]
Understanding The 5 Emotions That Drive Your Customers
We like to believe that we all make decisions based upon logic, but the truth of the matter is that we are more likely to be driven by emotion when it comes to making purchases. By understanding the emotions that motivate your customers, you are able to incorporate initiatives and programs to create an even […]
Where to Begin: Social Media Tactics for the Small Business Owner
When you’re running a small (and growing) business, you wear many different hats. From HR director to CEO, you simultaneously function in more roles than your corporate counterparts could ever imagine. As you shift from owner to marketing coordinator, you are faced with one of the biggest question marks of all: how do I market […]
Ten Common Types of Objections in Sales
Customers ask questions and raise objections in a variety of ways. Just as an MMA fighter needs to know the various ways that an opponent fights so he can counter effectively, you must be able to recognize these ten different type of objections so you can answer them appropriately. General Sales Resistance Requests for Information […]
Identify the single most important measurable in building value in your Business
Verne Harnish in his best selling book: Mastering the Rockefeller Habits, states the “Single most important measureable in building value” is “Mastering the Brand Promise”. Too many small to medium businesses are worrying about solving Today’s issues, Meeting today’s customer needs, Paying the bills, meeting payroll, dealing with issues instead of WORKING ON their business […]
How Leveraging the “Unknown Problem” Can Change Your Sales Strategy
Whether you’re selling plumbing services, lumber, or a newly designed adhesive, most businesses share a common reality: customers must make purchases in order for the company to survive. But in a world where consumers’ options seem to be endless, how do you make your sales proposition stand out above the rest? Understanding the Unknown Problem […]
5 Reasons Professional Service Providers Need A Business Advisor
Architects. Designers. Doctors. Lawyers. Financial advisors. Insurance brokers. IT professionals. There are countless career paths that fall under the umbrella of professional services, and they all share one thing in common: They all have developed specialized skills in their industry, but few have training in running their businesses. While professional service providers are very skilled […]
Understanding The 3 Most Important Business Goals
Regardless of your industry or type of business, there are three goals that every company must achieve in order to be successful. Many business owners lose sight of these goals as they get wrapped up in the daily stress of running their business. However, it’s essential to take the time to reevaluate your business strategy […]