Know three different ways to answer the phone, know three ways to introduce yourself, know three ways to ask a prospect to buy, know three ways to drive to work. Know three books you can recommend to others, know three ways to determine if your product or service is a good match for a prospects, […]
Do you know why your customers buy stuff from you? Do you know why you buy stuff from other people? Most people will begin to answer this question by referring to psychologist Abraham Mazlow’s Hierarchy of Needs, affirming that any buying decisions can be explained by the levels within Mazlow’s pyramid of human needs. At […]
One of my go-to phrases in conversations is that “Every problem in a marketing problem” — and I don’t mean solely in conversations about marketing. Marketing IS communications. Marketing is about getting your ideas across to another person and trying to get them to agree with you. I think most disagreements between people and companies […]
There is a quote attributed to Albert Einstein that goes like this “Not everything that matters can be measured, and not everything that can be measured matters”. When I worked in media and advertising I’d hear a variation on this quote every time a media property attempted to explain away the customer’s complaints about an […]
What do you know about the kinds of prospects your best customers are trying to attract? You know who your best customers are. You speak to a few of them everyday. You may have even created a customer persona to define the general interests, habits, and demographic profile of the people who are likely to […]
Just because you can do everything on your own doesn’t mean that you have to do everything on your own. You’re managing and prioritizing and executing so many tasks throughout the day that it’s almost the same as juggling fire. It looks really cool, you have to be really talented and experienced to do it, […]
How comfortable are customers when doing business with you? How do they feel about the service you provide? Are you as comfortable to work with as a favorite pair of sneakers? We all have a favorite pair of kicks that we refuse to part with. We feel more comfortable wearing them than even going barefoot. […]