Sales Follow-Up: How Much is Too Much?
Sales follow-up is essential. How often should I follow up with prospects and clients? It's a question I get a lot, and as attention spans have shortened over the years,
Category
Communication
What Are You Telling the Market about Yourself?
What are you currently telling the market about what you do and how you do it? Do you talk about service? Do you talk about professionalism? Do you talk about
How to Get a Buying Decision
Indecision is deadly to sales. People think they want to buy something, but they're not sure what. Or they know what they want to buy, but they can't decide on
It is True that Buyers Are Liars?
There's a phrase that's been popularized in sales which says "buyers are liars." It refers to those who say they want one thing but end up buying another. I've never
Is Your Social Media Too “Salesy?”
As social media has evolved, so have the ways that people are selling. From Facebook to Twitter, to LinkedIn, to whatever comes next, we all have to be on the
Is Your Business Invisible to Customers?
Is your business invisible? Many businesses and professional practices struggle, not because they aren't good at their chosen profession, but because they're essentially invisible to their target market. They may
A Website Won’t Fix Your Business Problems
Whenever I talk with the owner of a business or professional practice who is struggling to attract more clients, they inevitably tell me that they are either in the process
Don’t Blame Social Media for Poor Results
Social media doesn't work. Cold calling doesn't work. Print advertising doesn't work. Email is dead! Whenever an advertiser is unable to make a particular marketing vehicle work, they often blame
Are You Clear on Your Basic Messaging?
Until you get crystal clear on your basic messaging, who you serve and how you serve them, you'll find yourself attracting either no clients at all or the wrong clients,