Author Archive
The Three R’s of Influence
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Before you can sell you need to respect your prospect, build rapport, and understand the rules of how your prospect makes decisions. You can choose to ignore these three points but you will not be as effective as you could be.
1. Respect: All people want to feel that on some level they are […]
Gen Y Trend: Brevity, Trust, Relevance
Numerous studies demonstrate that attention span of the consumer keeps decreasing.
This is especially true for the young adults and so-called Generation Y, as their opinions and outlook can change quickly. Things that were cool a year ago are no longer “cool”.
Never mind that they do not even use that word anymore. Nor do they use […]
Entrepreneurial Skill Sets
Sharing my observations about skills and entrepreneurship. Comments, feedback, and discussion welcome.
Inquiry Marketing a.k.a. Search Engine Promotion
Before the Internet existed, I studied and tested various methods to generate sales leads for small business. I had the opportunity to participate in a loyalty marketing program using a consumer membership card and loyalty program.
It seemed a no-brainer.
Business owners loved it and bought in. Consumers adopted it.
But it failed. Why?
The consumer quickly forgot […]
A Simple and Elegant Marketing and Advertising Strategy
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Talk to anyone with experience marketing and promoting their own web site and you will get as many different opinions as there are people. However, there is really only one marketing principle that matters:
Marketing secret — get your sales or marketing message (banner ad, classified, web site or print ad etc.) where […]
What To Do When Customers States They Should Buy
Often if the sales process has been effective a buyer could say that they think they “should” buy your product or service.
Is This A Buying Signal - Or Not?
Should is a very general word. When someone says that they SHOULD buy something, it might mean that they understand the logic or reasons to make a […]
Friday Links
Here are three links to pages I found interesting reads, good information, or services that look interesting to me.
Emma: Email Marketing Service, a nice service that seems like a real good alternative to Constant Contact and Aweber.
Introduction to Twitter: breaks the important rules from Presentation Zen but contains good content.
The Next Bubble: from Harpers, this […]
Web Sites Tell But Blogs Relate
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I remember my first web site in 1998 and I used it to tell instead of sell. Today we interact, communicate and relate. It is who we relate tom how we communicate, and what we disicuss that gets the attention of your customer.
Via Earthling notes from the Doc Searles closing keynote at Syndicate:
The […]
Creating Value: The Essential Unique Selling Proposition
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My friend Daryl was out shopping for a new vehicle, doing his part to keep the economy going. However, his experience was not pleasant. He said:
“These sales people just do not get it!”
He took a used minivan for a test drive and as he was leaving the sales person made the comment:
“”I […]
Train to Develop Your Business Like an Athlete
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I wanted to draw a comparison with the major international sporting event that takes place every four years and most recently in that Asian country that starts with a “C”. But the governing legal-begals will hunt me down if I use the ‘O’ word, so I will not use it.
Business is Like a […]
