Author Archive

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 ...

 

Boost Your Business: Five things you need to know

Recently in a client meeting, I was asked by one of the sales employees what they needed to know to help them be more successful next year. It’s a great question and one that we should be asking ourselves on a regular basis, not just about next year but about next quarter and next month. Here’s what I told the salesperson and the rest of the team: If you can’t raise ...

 

Boost Your Business: Choose your best entity

Determining the legal structure of your business is one of the most important business decisions you’ll ever make. This decision can significantly impact the security of your business as well as its profitability; the type of business you’re in can help you determine which entity to choose. Sole Proprietorship If you’re a single owner or a married couple just ...

 

Boost Your Business: Fire these customers

Not all clients are created equal. Nor should you be compelled to treat them equally. There’s no law stating you must sell to everyone or keep servicing clients that are the wrong fit for your business. It’s as fair to say that your business has outgrown certain types of customers as it is to say that you have some customers you should have never brought on in the ...

 

Boost Your Business: Communicating value

Even when people know their value, many find it difficult to describe. When someone asks the simple question, “What do you do,” you know the simple answer but you need to convey your value, and when communicating your value proposition, you don’t want to deliver the same canned speech for every audience. What you need to do is first craft, then learn to deliver, ...

 

Boost Your Business: Be the best professional

It seems as if everyone is calling themselves a professional, whether they’re competent in their job or not. There are the titles of “Professional Marketing Ninja,” “Professional Social Media Rockstar,” and the (perhaps more common) titles of “Professional Sales Executive” and “Professional Entrepreneur.” But are these considered ‘real’ professionals? For that ...