Building Trust & Credibility

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In an ideal world, clients would come to our website and simply hire us. However, the reality is that we need to build trust and credibility before someone is going to invest in us. So the question becomes, “How do we do that?”

This is a particular challenge for those of us (and I would put myself in that camp) who don’t like to beat our chest and shout how great we are.

The answer is that there are a number ...

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If My Service Is So Great, How Come I Can’t Sell It?

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One of the biggest questions in this business is, “How do I get more customers? Where do I find people who want to buy my product?”

  • How to find prospects in your warm and cold markets.
  • How to overcome the “no time” problem so many of us face.
  • 
How to handle the “too expensive objection”
  • How to use direct response, social media and inexpensive paid advertising to get more new clients.

If you’re looking for the answers to these common challenges in your business, and ...

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Does Direct Mail Still Work For Attracting More New Clients?

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I’ll be the first to admit that I sometimes get a bit too fixated on the internet as the only method for attracting more new clients.

The reality is that clever, direct mail still works…but the optimal word is that you need to do something a bit out of the ordinary that will get people to pay attention. So, let’s stop focusing on just attracting more new clients via the internet, and take a look at some great strategies for business ...

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Business Growth Strategies That Simply Don’t Work

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Lumbering around, hoping they might bump into a prospective client.

That pretty much sums up “business development” for most consultants, advisors, experts and business owners.

Does anyone really think that a great piece of new business is really going to come from whatever networking event you’re attending this week? Or, is it more likely they’ll run into a whole bunch of people who look exactly like them, so that they can take some solace in the fact that they must be doing ...

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Does Your Strategy For Business Growth Really Depend On Making Lots More New Contacts?

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One byproduct of living in the social media age is what my friend Eric refers to as “Connection Envy”. For example, I was feeling quite proud of my 7000+ connections on LinkedIn, until I got an email from a friend who said that he was being limited by LinkedIn since he had passed the 30,000 connection mark.

I’ve given up on ever being uber-popular on Facebook. Aston Kutcher killed my competitive instinct for having friends, when he surpassed 1 million a ...

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Your Strategy For Business Growth Is The Difference Between a Real Business & an Aspiration

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Interesting article in Inc Magazine on the differences between having a strategy for business growth, and delusional aspirations. It reminded me of a comment Dan Kennedy made, “Just because someone has a need for your services, doesn’t mean it’s a good business to be in.”

I learned that the hard way after publishing one of my first books, How To Negotiate The Raise You Deserve (Which I notice on Amazon you can buy a new copy for ...

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Building Empathetic Business Relationships

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Today’s guest blogger Bill Boyer shares some thoughts about building empathetic business relationships with prospects and clients. I thought it was interesting and wanted to pass it along to you.

In today’s tough market, what makes your company standout against your competition? Studies done with many of the most successful entities in the country have discovered that the foundational element of their success was that the company strove to have enormous empathy with their customer. The company telegraphed this to their ...

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How To Use Sales Stories For Rapid Business Growth

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I wrote earlier about using stories for achieving rapid business growth and got a few email responses. Most of them raised a concern or being a bit uncomfortable about sharing too much personal information on their website or in their marketing materials.

It’s a valid concern so let me try to be helpful.

Ultimately, the only truly unique thing about us is…us. By that I mean that despite how talented we are, how good our service is, from a practical perspective, there ...

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Telling Stories To Achieve Business Growth

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Personally, I think this whole idea of trying to encapsulate your business in a single sentence, and focusing endlessly on creating a USP, is a bunch of hooey.

As a bit of historical perspective, the whole concept of USP was dreamed up by legendary ad executive Rosser Reeves of the Ted Bates Agency. The idea is that you focus on some claim (which may or may be a claim your competitors could also latch onto if they wanted to) ...

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