Jul 31, 2010
Business
Customer service isn’t ‘their’ problem, it’s yours
I just returned from a great evening with the National Association of the Remodeling Industry.
I’ve attended many such meetings over the years. Most have 80 to 100 members in attendance. The NARI folks had about 350.
Using Testimonials for Maximum Effect
Mar 15, 2007 Anyone who's been in marketing for more than a day understands the value of customer testimonials. Better than any other form of proof (logical argument, data, endorsements), they can prove particular claims that the marketer wants to make about his product. [ In Marketing ]
Mar 15, 2007 Anyone who's been in marketing for more than a day understands the value of customer testimonials. Better than any other form of proof (logical argument, data, endorsements), they can prove particular claims that the marketer wants to make about his product. [ In Marketing ]
Aug 16, 2006 Salespeople often make the fatal mistake of investing in more “sales” training. Why? If you’re going to take a week of training, and you already have sales fundamentals at your control, and you’re a regular reader of sales books, it’s time for you to jump the fence and convert from selling skills to buying motives and customer understanding. [ In Columns ]
Aug 16, 2006 Most salespeople hate it when customers ask for discounts. It's awkward, and although companies like the idea of gaining almost any business, they shudder at the potential erosion of profit margins that discounts cause. [ In Columns ]
Have You Created an Impossible Business?
Jan 6, 2006 It's easy to think that any business can be successful if you work hard enough, but there are many situations where this just isn't so. Consultants, coaches, and other service professionals often start a business believing that all they need to do is charge a "reasonable" fee and sell "enough" of their time. But unless you do the math to prove or disprove your assumptions, you may be creating a business that can never succeed. Here's what can happen: [ In Columns ]
Jan 6, 2006 It's easy to think that any business can be successful if you work hard enough, but there are many situations where this just isn't so. Consultants, coaches, and other service professionals often start a business believing that all they need to do is charge a "reasonable" fee and sell "enough" of their time. But unless you do the math to prove or disprove your assumptions, you may be creating a business that can never succeed. Here's what can happen: [ In Columns ]
Jun 21, 2005 In a hotel lobby, I passed a seller and a buyer involved in a sales presentation. The seller was engrossed in “making the sale.” He was intensely looking at his laptop computer as he methodically clicked through his PowerPoint presentation. [ In Columns ]
Will Seminars Get You Clients?
Mar 3, 2005 I often suggest public speaking as a powerful way to show prospective clients what you can do. Many professionals and consultants have built successful practices by giving free presentations to associations, businesses, and educational institutions. But what about producing your own seminar, where you arrange the logistics and invite the guests? Does this work as a strategy for landing clients? [ In Columns ]
Mar 3, 2005 I often suggest public speaking as a powerful way to show prospective clients what you can do. Many professionals and consultants have built successful practices by giving free presentations to associations, businesses, and educational institutions. But what about producing your own seminar, where you arrange the logistics and invite the guests? Does this work as a strategy for landing clients? [ In Columns ]