7 09, 2011

Can a Hershey’s Bar Close a Sale?

2011-10-13T02:59:45-07:00September 7, 2011|Business Success, Customer Mindset, Marketing, Sales|

Hershey's Bar and Clock

A Tale of (Almost) Two Closes

The scene: Jean smiles, shaking Bob’s hand across the desk, and finishes with, “I know you’re going to be very happy with what we can do for your company.” And Bob responds, “I’m really looking forward to working with you and your team.”

Jean is clearly delighted as she walks out into the crisp, morning air at 9:45 a.m. that Wednesday morning from Bob’s […]

3 08, 2011

Can You Predict the Sale?

2011-10-13T03:30:36-07:00August 3, 2011|Customer Mindset, Marketing, Sales|

Karnak the Magnificent - Johnny Carson
Karnak the Magnificent says… “She will buy!”

(Applause! Applause!)

Karnak had impressive powers of prediction. (Never mind the scripting and the Teleprompter! Humor me for a minute and go along with it.)

Can you predict who will buy your product or services? Like Karnak?

New research shows that if you simply ask a prospect if they will buy something, and the person says, “Yes,” it increases the […]

20 05, 2011

How Many Impressions Does It Take?

2011-10-23T23:18:32-07:00May 20, 2011|Advertising, Customer Mindset, Marketing, Promotions, Sales|

Tootsie Roll Pop Owl
Do you remember the owl in the Tootsie Roll Pop commercials?

The gimmick was “How many licks does it take to get to the center of a Tootsie Roll Pop?”

He made an impression on me (although I never bought nor consumed these candies). They imbued him with smarts with his mortar board wardrobe and ability to count (all the way to 3 licks)!

What probably made the greatest […]

31 03, 2011

Where Did They Go?

2011-10-24T00:53:34-07:00March 31, 2011|Advertising, Branding, Business Success, Email Marketing, Marketing, Opportunity, Sales|

Empty Theater Pic

The economic downturn has not exactly been the easiest thing in the world from which to rebound.

Some of us have businesses that have continued to chug along nicely in these challenging times. Many of us have scrambled to revamp our businesses, in search of new markets when our old ones up and vanished.

If you’re still wondering, ‘What happened?’ or ‘Where do I find new leads and sales?’ […]

24 03, 2011

Keeping the Pipeline Full

2011-10-24T00:57:53-07:00March 24, 2011|Advertising, Branding, Marketing, Opportunity, Sales|

2 Women Ideal Clients
Isn’t that always the challenge? Keeping the pipeline chock full of eager clients just dying to buy your stuff?

Who are these fabulous clients who think you’re the best thing since sliced bread? How much do you know about your ideal clients? If your pipeline isn’t exactly bursting with these wonderful clients (or the steady flow is down to a trickle), perhaps the fish have moved to […]

2 03, 2011

What Does a Great Customer Cost?

2011-10-24T01:22:13-07:00March 2, 2011|Advertising, Branding, Business Success, Customer Mindset, Marketing, Online Marketing, Sales|

Part 2 in a series about The Customer

3 Women Made of Money
When we last left this drama (known as your business) our heroine was in peril: Was she worth a little or a lot to you to acquire? (And I use the female gender since statistically they make more buying decisions. I won’t, however, get into the nuances between B2C and B2B buyer statistics. We’ll save that for another […]

7 02, 2011

What Grabs Your Attention?

2011-10-25T04:54:17-07:00February 7, 2011|Advertising, Branding, Inspiration, Marketing, Sales, Uncategorized|

We are bombarded by an average of 10,000 ads a day. Probably at least 9,995 of them we ignore. That’s everything from online banner ads to print and TV commercials. Friend, what makes you stop and look?

Anyone who’s known me for a long, long time knows I was a big fan of this routine below back in the day. So when I first saw this Volkswagen Jetta commercial it stopped me in my tracks.

Can’t Look […]

20 01, 2011

Being Liked – The First Step to Closing the Sale

2011-10-28T22:27:54-07:00January 20, 2011|Business Success, Entrepreneurs, Marketing, Opportunity, Promotions, Sales|

Indeed, Sally Field had the right idea. The Oscar voters did “really, really like” her. And her award for Best Actress likely brought in more scripts and more jobs for her.

Put your best foot forward, per se, when greeting visitors.

The first step to closing the sale often has to do with being liked by prospective customers. After all, you are your own best marketing tool. If your business relies heavily upon referrals and upon meeting […]

19 01, 2011

Never Go Negative

2011-10-28T22:49:40-07:00January 19, 2011|Copywriting, Inspiration, Marketing, Promotions, Sales|

Want to keep the customers you’ve got? Make sure you don’t send them away (or even the prospective clients) with the wrong message.

Since the week that began with Martin Luther King, Jr. Day, I thought of all those ads that spend too much time focusing on what the customer does wrong. Rev. King was quite a successful man because he didn’t focus on what you were doing wrong; he merely tried to turn our attention to what to do right.

I […]

13 01, 2011

Making Your Testimonials Work For You

2011-10-28T22:42:28-07:00January 13, 2011|Customer Service, Marketing, Sales|

We strive to exceed every customer’s expectations and are blessed when they voluntarily submit a glowing testimonial of their experience with your firm. But ultimately, for the best results in attracting new clients of great diversity, we need an equally diverse collection of testimonials.

One client may be pleased as punch with the high-quality of your product or service. The next client’s focus may have been entirely on the speed at which you delivered the goods. […]

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