Category: sales

When is it okay to get personal in business?

Now is the Time! Learn a valuable sales lesson during the pandemic outbreak. Get to know every client or customer on a personal level. It’s amazing what opportunities you may find for new business. And there’s the rub. “New business” is not synonymous with “new customer.” I was taught this by business owners pretty early… Read More »

Media channels don’t convert. Messages do!

Does your message convert suspects into prospects? A “conversion” in marketing terms is any action a consumer does as a result of receiving your message. So if your message fails to generate conversions, your target audience may as well be you and your dog. And if your dog, like most, hasn’t the ability to make… Read More »

Knowing When to Advertise

Advertising is like insurance. Many don’t know they need it until they really need it. And, after buying it prudently, wouldn’t go without it. The good thing about advertising is that, unlike insurance, you reap its benefits when things are going well! So, why is there so much reluctance among some businesses to develop and… Read More »

Quality Sales Promotion

Rat Race Selling Anxiety  When I was a young, aggressive salesman, I worked my tail off to get new business and produced enough to be valued. I cold called like crazy, set appointments and made presentations day after day. It was a constant struggle, though, to sustain business growth as it ebbed and flowed in… Read More »

Keep marketing simple!

For marketing communications, keep complexity and sophistication in storage. There are those in business who relish sophistication in processes and systems. The more thinking and creative engineering that go into technology, products and services, the better they will perform (or be perceived to perform). But when it comes to marketing, sophisticated ideas just muddy up… Read More »

The Secret Weapon in Your Communication Tool Box

Emails are focused, written communications that are easily searchable and provide a permanent record of discourse. Email is also a handy tool for file and link sharing but emails are woefully ineffective in a very important area of business communication; impetus. Emails lack the moving energy to solve problems or improve situations. They become buried,… Read More »

The Formula for More Business with Less Stress

Stay relevant, better yet, indispensable! I tend to worry a little about business in the summer. I know myself and I know human nature. Summer in New Hampshire is like paradise if you’re an outdoorsman. The calls of the lakes, mountains, golf courses and beaches pull us from our office chairs on beautiful afternoons and sometimes even… Read More »

Change your words to grow your business!

If you confidently walk away from price competition then you’re probably a better communicator than your competitors. While they talk about how great their quality and service are, you’re already “rolling up your sleeves” with the prospective client and pointing out how you will help change their business and improve their lives. There’s nothing new… Read More »

Success resides outside the office

“Get out and sell!” was the mantra I would hear from the customer service reps I once worked with. They knew that their own job security depended on me and a few other guys hitting the streets every day to find new work for our voracious printing presses. Those were the glory days of the… Read More »