It goes without saying that we, as consumers, are constantly looking to purchase items that are unique and of value, i.e. have meaning and relevance, and will be useful to us in some way. You’re probably thinking I’m referring to your products or services, but how about the personal expertise you possess regarding the consumers […]
Getting too gabby during a business meeting is a cardinal sin in any industry—and all the more true in the context of sales. Excessive blabbing leaves your prospects feeling like they’ve not been heard, that their needs are unimportant to you, and that they’re being railroaded by a used car salesman. In an effort to […]
A salesperson who happens to be an expert on the product she sells or the service she provides would be considered a subject matter expert or SME. And, of course, we all know about target marketing. But what happens when an SME becomes an expert at the demographic she’s targeting? She might be regarded as […]
What makes a prospective customer choose your product or service rather than going with some other company? Do you imagine it’s the great customer service you provide? Is it the wonderful relationship your sales rep establishes? Of course, these positive features will influence a prospective customer’s decision, but there is another aspect of your business […]
Everything under the sun grows and changes, and human beings are no exception. Unfortunately, getting stuck in ruts and hitting plateaus are also part of the deal. There are a number of reasons plateaus occur, but the 1# culprit would have to be the lure of The Comfort Zone. The Comfort Zone is a trickster–it […]
Finding the right referral partners can be challenging. In the last newsletter, I shared the four common mistakes people make when creating referral partnerships. So the question remains, “Once I have a good partner, how can I leverage the relationship to get the referrals rolling in?” Before I share a proven process to make that […]
A good friend of mine once told me, “You better get to the point quickly or you’re gonna lose me.” This article has to do with creating a personal brand that will quickly attract the right clients and business associates by utilizing essential elements from your OWN life that larger companies couldn’t possibly use. When it […]
Last week I wrote an article on how to explore what makes your business different. I also posed a question: Once you clearly identify what makes you unique, how do you get more perfect-fit clients to naturally gravitate towards you without having to chase them? Here are 3 unexpected ways to get more perfect-fit […]
For months, you’ve been working hard for the opportunity to get in front of a big, prospective client–the CEO of #itsabigdeal.com. You’ve loaded your company’s YouTube videos onto your tablet, you’ve got the high-gloss brochures tucked into your briefcase for easy access, you’ve been rehearsing and honing your spiel at every spare moment, and the […]
Part 3- Networking to Find Jobs I recently read a statistic that said 60-65% of job opportunities can still be found with good old-fashioned networking. Despite that figure, most job seekers I encounter spend a good part if not all of their time researching and applying for jobs “on line.” After which, I commonly hear […]
