Want more new clients? Of course you do? Have lots of money for marketing and client attraction? Mmm, maybe not but that doesn’t mean you have to be dead in the water. Heck no, there’s lots of things that you can do that cost well, little or nothing. (Full disclaimer: while you can engage in […]
This ever happen to you? You go in and do a new business pitch and you nail it, plain and simple. The participants are with you every slide, every word, every well rehearsed statement designed to evoke a laugh in exactly the right places. You walk out on cloud 9 or well, whatever cloud has […]
Happy New Year. I was away for a week (New Orleans…awesome place) and now I’m back and raring to get going and make 2014 a stellar year. So, I’m back…and back to sales basics because truly, basics are where it is at. The plain truth is that if you don’t have your fundamentals down cold, […]
The old cliche “no one likes to be sold but everyone likes to buy” is as true today as it was when it was first uttered. Being sold conjures up certain negative images: The pushy car salesperson that gets their teeth into your neck and doesn’t let go. The telemarketer that hounds you until you […]
Yep it’s that season. Making a list and checking it twice…Um, not a holiday gift list but a list of which sales efforts you are going to implement in 2014. Did sales prospecting make the list? It should! Many of us have fallen victim to the promise and seduction of social media. Post a status […]
Well we’re smack dab in the middle of the holidays, although if you are taking your cues from the stores you would have thought that the season started in September. But no, we’re really here now. Parties, gift giving, shopping, vacations and so forth…”tis the season” and all that. But is anyone singing “tis the […]
I went to Los Angeles last weekend for a quick little get-away and based on the recommendations of several of my friends, I flew Virgin America. I had heard about how “cool” the airline was and how they made the travel experience just a little bit nicer. (Nicer. Sounds great huh but then of course […]
Wanna know what makes me better? How did you feel when I said that? Curious? Interested? Just a wee bit defensive? Or maybe even a tad hostile because you felt like you were going to get a good old-fashioned sales job? And that’s exactly what happens when you go in and pitch a new prospect […]
Effective pricing is a slippery slope. You fear that you are pricing too high and then the opposite, too low. Just like Little Red Riding Hood, we want it to be “just right” but it can often come out wrong. Will I lose the business because of my fees? What if they go with the […]
I get lots of calls (or emails) from folks that start off with “I want to sell more.” Sounds simple, right—I want more business! If only it were so. I want more business, I want to sell more, seems to be a universal refrain. Sounds easy yet difficult to accomplish but let’s see here if […]
