Trade Show Tips
1. Add eye appeal. Glitz and glamour do work! Smart companies adorn displays with Christmas lights, colorful banners, kinetic scale models – even talking robots. 2. Pique
When Sales and Marketing Work Together, Great Things Happen
“Marketing” is the discipline that strives to bring prospective customers to the “seller.” “Sales” takes the product or service to the “bu
Dangle an Offer That Can’t Be Refused
Three individual businesses solved their prodigal customer woes with twists on the same advice from Los Angeles marketing consultant Jay Abraham: Dangle a freebie. The secret
Remember to Balance Creativity with ROI
Let the heart rule the head – because this is true with 90 percent of your customers. We all like to think that we make our purchasing decisions in a completely rational mann
Your Customers’ Perception Is Your Reality: Look at the Marketplace Through Their Eyes
If your customers do not perceive the value in what you are selling, they will most likely buy from your competitors. Focusing on the “drivers” that influence your cust
Do You Have a Guarantee?
A guarantee isn’t a gimmick; it’s the portal to improving customer relations. When your company has the courage to promise absolute satisfaction or give customers their
Mistake City
If you fear mistakes, you’re bound to make them. Why? Because instead of playing to win, you’re playing not to lose. Taking the safe path can lead you down the wrong pa
Need Better Leads? Hold a Website Contest
Your website should be a bountiful source of leads for your sales staff. With the right kind of planning, an online contest can produce a steady stream of qualified prospects. Here
Do You Have “ROOF”?
“ROOF” stands for rapport, outcomes, outside, and flexibility. Next time you’re having a problem selling or communicating, ask yourself if you: Are building and k
Go Beyond Price When Talking to Prospects
Your salespeople should never let price become the dominant factor in any customer’s decision. Even if your prices are competitive, you’ll do better in the long run by
