Telling The Story About Your Services

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One of the most difficult aspects of selling an intangible (such as services) is getting the prospective client to visualize in their mind the benefits they’ll receive from doing business with you.

As most of you know, I have a great bias for using stories to make the intangible tangible. (Which is why I unabashedly recommend my book Unique Sales Stories to you.)

I’m also a believer in learning from the masters in a field, even if the field is ...

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How to increase your online visibility

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Perhaps it’s the holy grail of online visibility, but a key challenge for any company growth strategy still revolves around how to get more new clients to come to your website. Driving traffic is a key area of focus for any marketing strategy.

According to a recent article in Business2Community here are the 6 most effective marketing activities you should be doing to increase your online visibility.

  1. Blog. By now you should know that every time you blog, you add ...
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Pricing Your Services

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According to one McKinsey study, changing your pricing structure has the greatest impact on your overall profitability. However, pricing is a complicated topic and comes with an assortment of competitive and psychological baggage.

A lot of the issues around pricing reflect our internal beliefs. We may justify a lower price for any of a number of reasons, but the reality is that we’re usually just simply uncomfortable charging what we’re worth.

I went through a version of this about 6 months ...

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Selling the Problem Not The Solution

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OK-I know I’ve gone on about this before, but it bears mentioning again.

Lots of us (myself included) have a tendency to start talking about our solution w-a-y too early in the process. It’s enormously tempting, once we hear about a problem that we can solve, to bring out our “solution bat” and start wacking away at the poor person we’re talking to.

And this isn’t just a problem in face-to-face selling. We see the same thing happening with websites, sales letters, ...

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Attracting New Clients With Social Media

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Using social media marketing strategies is still a topic that raises many questions and has no shortage of skeptics.

The reality is that regardless of what type of business you are in, if you want to attract consistent streams of brand new clients, you need to develop a social media marketing strategy. However, since social media encompasses so many different platforms and options, the key to being successful is deciding where to focus.

In todays video, I share with you what I ...

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The Image of Your Business: Creating Free Reports

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I think that any discussion of free report templates, wouldn’t be complete without discussing how to lay them out and make them appealing to the eye.

While content is certainly important, if the report is cluttered, hard to read, or just not terribly appealing to the eye.

So in today’s video I’m going to share with you how to make your report look great along with a few other ideas that will enable you to start building a relationship with those you ...

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Has Social Media Marketing Gone Mainstream? Results of a new study on client attraction strategies

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The answer is “Yes” according to b2b magazine. A recent study they conducted found that 47% of b2b companies involved in niche marketing, were heavily using social media as a key element. That’s a significant increase from the 28% who last year were engaged with social media. What this means is that social media has become the norm, and it’s now fully integrated into mainstream marketing activities of one of the most effective client attraction strategies.

So if you want more ...

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Why Is It Difficult To Develop A Business Strategy?

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Unfortunately, far too many businesses operate on hope. They hope that new clients will appear. They hope that they will get more referrals. They hope that they will achieve their business objectives.

But as we all know, hope is not a strategy.

Which raises an interesting question, Why is it so difficult for many companies to develop a marketing and business strategy?

My friend Dick Albu has some interesting perspectives that I thought you would enjoy reading. Here is his perspective.

Are You Still Struggling With ...

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How To Persuade Others

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The key to persuading others (and converting prospects into clients) is to understand their mindset.

Here are some basic questions you’ll want to make sure you know the answers to about your clients, that will dramatically help you be more effective in developing marketing strategies that result in attracting more new clients.

This video may take a few seconds to load:

The Mindset of your clients from Mark Satterfield on Vimeo.

Good food for thought
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Overwhelmed Trying To Develop Your Marketing Strategy? This will help.

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A short while back I recorded this video on why so many consultants, advisors and owners of small businesses have such difficulty putting in place a marketing strategy and lead generation system.

A large part of the reason is that is seems like such a HUGE undertaking. All sorts of moving parts that somehow have to get coordinated and implemented. When it comes to actually putting the system in place, lots of people to throw up their hands in despair.

As I ...

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