How to Get the Hard-to-Get Clients, Part 2

Now that you have a better understanding of your prospect's goals and challenges, the next step is introducing yourself in a way that gets their attention and opens the door to a conversation.

Do You Offer Customer Friendly Prices?

Do you offer customer-friendly pricing? Or, are your customers surprised to find that fees, surcharges or other costs have been added to their bill...

5 Steps to a Great Pricing Strategy

There are many important aspects to running a business, but perhaps the most important of all is your pricing strategy. At the end of the day, whether customers are willing to keep spending money at your business and whether you can afford to stay in business comes down to your prices. Here are five steps to get you on the right path for an effective pricing strategy.

How to Avoid a Freemium Flop

The freemium business model has become the model of choice for a wide variety of startups. Like any good courtship, it gives two parties a chance to know one another better before signing on as lasting partners. And, as in any relationship, there are risks for things to go wrong.

How to Get the Hard-to-Get Clients, Part 3

Now that you have something worth their attention, how do you make contact? By phone? By mail? Before you decide, it helps to first understand how effort and resistance determine which contact methods work best and why.

Evaluate All Your Products and Services Each Year

“Cut your losses and let your profits run.” ~Proverb Many businesses fall into the trap of assuming that products or services generating great sales revenue are...

Why Are They Buying?

Until we and the customer have really internalized why they need to buy, every deal is at risk. What are they trying to achieve? Why are they trying to do it? What are the consequences of not doing it? Why is it important to them now? What's driving their need to do something?

Take Control of Your Small Business: Balance Your CAC and LTV

Small business owners focused on merchandising for the next major shopping holiday and worried about making next week’s payroll often have a difficult time...

The Grinch and Me

‘Twas the night before Christmas / The store had just closed / I tallied receipts / Adding to my woes

The Wrong Hero

If you want your marketing messages to translate into sales at premium prices, tell stories in which customers and prospects can experience the joy of your offerings—even if they haven't tried them yet.

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