Author Archive

Boost Your Business: Details are the substance

Details aren’t what you focus on after you’ve figured out everything else. The details are everything else. They ultimately determine if your plan works or not. The details are the difference between executing a failed strategy or delivering impressive results. So, it’s a bad idea to make the details an afterthought. The tiniest of details can make a big difference ...

 
 

Boost Your Business: Work while the sun shines

When agriculture was the secret to survive, farmers understood the value of sunlight. You could only work while the sun was shining so a typical day was from sun up to sun down. When the sun went down, you stopped working. Whether you wanted to keep working or not, you had to stop. You were forced to stop. Sunlight was the key to success. And you only had so much of ...

 

Boost Your Business: Effects of bad customer service

Customer service is arguably the most important thing for your business to get right.  Inbound marketing is customer-focused and inherently aids customer service, but that doesn't mean companies who use it can't still be guilty of bad service experiences. Top Side Effects of Bad Customer Service A Damaged Reputation Leads Don't Convert Your Customer Lifetime Value ...

 

Boost Your Business: The sales success is in your control

All salespeople want to think of themselves as powerful but, if asked, would have no idea where that power actually comes from. Most salespeople fail to understand their own power. This lack of understanding then manifests into complaints about price, unreturned phone calls, bidding, loyalty to others, and other excuses as to why a sale does not take place and the ...

 

Boost Your Business: Marketplaces without boundaries

Today’s marketplace has transformed as to how sales are generated and sustained. And nowhere else is this more apparent than in the changing relationship between sellers and buyers. Gone are the days of pure transactional selling. Buyers don’t wait for you to come to them anymore. Instead, they seek out what they’re looking for. When they’re prepared, they choose to ...

 

Boost Your Business: What working smarter really means

There was a time when the sun was the time clock. You worked from daylight until dusk to produce a successful harvest. There was no understanding of working 9-to-5. No populist “need to be balanced” explanation for working less. You weren’t smarter because you worked less. There was only one reason why you didn’t put in the effort required to be successful. Because ...

 

Boost Your Business: Lessons from driveway spammers

Every spring they appear like leaves in the fall. Unwanted, they sit at the end of the driveway in the muddy-muck left from winter. Landscapers, contractors, handymen, and asphalt companies have all latched on to a marketing technique that bears some discussion. Here’s how it works: Print up a cheap flyer on yellow or green paper, grab some gravel or a single rock, ...

 

Boost Your Business: Referral mistakes

Referrals are said to be the best prospecting tool in any salesperson’s toolbox. According to sales legend, referrals are the key to becoming a top producer. Virtually within 30 minutes of entering the sales field, most salespeople are told that if they want to succeed, they must get referrals from their customers, clients, and other contacts. Yet, the truth of the ...

 

Boost Your Business: Killing with communication

So many prospects and clients to kill, so little time. But don't worry; salespeople all over the world are doing their damnedest to kill as many prospects and clients as possible every day. Their weapon of choice? Communication or, more specifically, communication fraud. I suspect you are like me, getting dozens of emails, phone calls, snail mail letters, and even ...

 

Boost Your Business: Handling unethical requests

What should you do when your client asks you to do something that's illegal or unethical? Have you ever been asked by an employer or client to do something that seems odd or possibly even illegal? I have. As professionals, we need to maintain the highest level of integrity as we are serving our clients. That doesn’t always mean just going along with whatever they ask ...

 

Boost Your Business: Better body language, more clients

Just for a brief moment, imagine that you’re meeting with a financial advisor to discuss your investment strategy. As you look across the desk at him, you notice that he’s sweating, twisting his wedding ring, and refusing to make eye contact. As he delivers advice and proposes that you put large chunks of money into certain funds, he stammers and trembles. Now, ask ...