Do you dread going into a “sales call?” It takes a certain kind of individual to get excited about such a meeting — to truly relish it. Well, that’s not me. Some days I wish I was “that guy,” but I’m not. Nevertheless, I have (if I do say so myself) a tremendous amount of [...]
If you are in sales, you have probably heard that statement more times than you would like to remember — “I’ll have to think about it.” When that phrase falls on your ears, you just go ahead and translate it to “no” in your head, don’t you(?) I know I can react that way when [...]
Ever feel like a nuisance when you follow up with your prospects? It’s a frustrating place to be, isn’t it. You wish you had something new to say or some compelling reason for them to budge. When you don’t, it often leads to not making the call at all. If you don’t need the work, [...]
Why is this the “last” step? Well, it is the place in your marketing where you are most likely writing checks, PLUS you have to wait the longest to realize the results. It is best to maximize the benefit of generating new leads by having your “customer-maximizing” house in order. I’ve put these two topics [...]
Recently I conducted a 90 minute workshop for some of the members of a local chamber of commerce. The topic was how to create (and “live”) an effective Marketing Plan. Before I even got rolling with the material though one of the attendees reacted with “Wow! an engineer who does Marketing?” I had only gotten [...]
We all have to take a little of our own medicine from time to time. Just as I advise people to keep tweaking, testing, and experimenting, I’ve got to do the same in my business. You may have noticed that my newsletter from March looks a whole lot like my newsletter from February, and pretty [...]
I recently did competitive research for a client that exposes the most surprising (but remarkably common) marketing blunder. Sales people and business owners just don’t follow up. Whether it’s failing to even make a single attempt to contact a brand new lead, or failing to be persistent because someone has not initially been responsive. It [...]
