Reduce Risk and Increase Sales
From time to time I meet people whose work impresses me as being valuable, practical and worth sharing with my readers. Today’s guest essay is one of those. I recently met Graham McGregor at a conference in San Diego. What he says is worth reading. “Progress always involves risk; you can’t steal second base and […]
Finding Solutions To Things That Slow Us Down
Have you ever had a business problem that stopped you dead? One minute you are going along fine, the next minute you are stuck, not sure how to move forward. I know I have. That’s why last week, Rick Wolfe of Poststone Corporation and I met with a group of successful business owners to […]
You Marketing Versus Me Marketing
During the course of a week I usually meet several people who hope to sell me something. What astonishes me is how few of these people ask questions to find out what I am interested in or worried about. Most usually start with a pitch that is aimed at impressing me with their success. […]
You Can Learn Anything You Want
Most business owners are too busy to read sufficiently to learn everything they need to run their business. If you would like to read more than you do, but don’t have the time, consider reading book summaries. Most books only contain one or two principle ideas, these and the key points can usually be captured and […]
Why Simple Advice Is Sometimes The Best Advice
Don’t reject learning or advice, simply because it seems simple. The secrets to building a successful business lie not in exotic new ideas, but in consistently implementing straight forward rules and ideas that have changed little over time. I can almost hear you saying, “Why is he saying that, it is so obvious?” ….But are you […]
Why Falling In Love With Your Product Can Be Dangerous To Your Wealth!
“Excellence is not an exception, it is a prevailing attitude.” – Colin L. Powell – “I have a great idea, no one is even thinking of it, there are no competitors. I just know I can make a lot of money if I can get it to market! Will you help me market it?” […]
When Information is Abundant,Attention is Scarce
I am not sure who said it, but the above line is certainly true when it comes to marketing. As mentioned in my last newsletter, people are bombarded with marketing messages. This means if you want to make appointments with decision makers and get heard, you need to develop superior access vehicles. Telephone prospecting, using the […]
What’s The Difference Between Traditional Marketing and Street Smart Marketing
Almost everyone in marketing dreams of a never-ending flow of qualified leads streaming into their business. This has been a lifelong quest for me. It has been a strange and exhilarating journey. Along the way, I have built four businesses and learned many valuable lessons; many of them the hard way, bumping my […]
What We Can Learn From Bill Clinton About Networking
Last week Alain Gervais, one of my readers called me to ask me the difference between networking and referrals. He had been successfully generating referrals and wondered if he was missing something. By the way I love to get feedback from my readers, and love to hear about successes you are having. This kind of feedback makes […]
What To Do When a Customer Says No
Most entrepreneurs I know hate rejection and sometimes even take a customer turn down personally. There is a way of creating a positive outcome from these situations. I believe one should do everything possible to handle objections, but sometimes you simply have to accept that your customer is not going to buy. When this happens, there are two […]