What your customers are really buying goes beyond features and benefits. We did sort of discuss the idea of trying to elicit some emotions from people. Try to find out
Your best prospects may not know you exist. Do they even know you're alive? This goes back to the idea of money versus time. Because one of the advantages of
More work is not always the solution. Some people wear "busy" as a badge of honor. I don't really see it that way anymore. And there was a long period
There is no doubt that the promotional products industry has changed. The question is, have you? There was a period of time when getting print and promotional product clients was
To get more sales without relying on cold calls, we don't want to turn the alternatives into something as clumsy and uncomfortable as a typical cold call. Right? Because a
If you need to outperform your competition, you want to look at who is the primary competition and what are their advantages? In what areas are they outperforming me? Are they
Stay focused. It's easy to say, but harder to do. Anybody who's been in sales has probably been in a situation where you've been in a room with someone and
It's not like there's just one method to rule your territory. But the one thing that is critical to all of it, is identifying your area. Identifying your territory. Focusing
Is customer service really dead? Technology can either help customer service a whole lot, or it can harm it a whole lot, depending on how it's used. It's like a
What's your customer acquisition cost? I've been accused of being a bit of a maniac when it comes to lead tracking and making sure that we know where everything is