Posts Tagged ‘Relationships’
What’s the Customer’s Whole Problem?
Our focus, naturally, is on what we sell. More accurately, it’s on what problems our products and solutions solve. For the moment, I’ll ignore that most sales people don’t do well at this most basic areas of working with customers. One of the biggest challenges to our success in selling, is that we seldom solve…
Read MoreSpreading Your Small Business Wings
My local library places lovely floral bouquets on the check-out counter. Always seasonal. Always tasteful. And always accompanied by a business card from the nearby small business who arranged these displays. Our nearby Main Street town provides a bi-monthly magazine chock full of activities and events as well as several profiles of area small businesses.…
Read MoreHow to Get the Most Out of Your Inbound Marketing Agency
When they said it takes two to tango, they weren’t kidding. The timeless adage applies to agency–client relationships too. Having a hefty budget alone or hiring the most decorated inbound marketing agency is not the end-all be-all of a successful campaign. If you’re looking into hiring an inbound marketing agency or already working with one, here are some…
Read MoreNetworking 101: How to Be a Creative Connector
Networking is like dating. What am I going to say? What do I do with my hands? Do they even like me? Don’t worry, we’ve all been there before. Networking is crucial in the working world and that’s why if you’re not engaging and purposeful, you’re probably not going to get that job offer [or second date].…
Read More3 Top Strategies for Getting Closer to Your Clients
As the CEO for In Touch EMR, a healthcare consulting and software business, I’ve found that personalizing your offers to existing clients lessens the burden of having to gain new customers. It not only lowers costs but significantly increases client satisfaction. Once my team and I started identifying the needs of our customers and tailoring our…
Read MoreHow to Invest Time in Creating Meaningful Relationships
Recently, I’ve been wrestling with some paradoxes. On the one hand, you can’t give others what you don’t have. So if you’re completely undisciplined with how you spend your time, it’s hard to invest deeply in meaningful relationships. On the other hand, if you’re too structured, you can shut yourself off from deep connections with…
Read MoreThe Importance of Pipelines
I am the world’s worst salesman, therefore, I must make it easy for people to buy. ~F. W. Woolworth An entrepreneur had developed a product, and he was doing incredibly well. He was able to afford a great house and employ his entire family, all at very healthy salaries. His business was doing so well…
Read MoreWhat Makes an Ideal Customer?
Brian Woolf has authored two books on best customer marketing. He is often referred to as the “Godfather of best customer marketing.” He says that as a general rule best customers: Spend the most each year Have the lowest defection rates Visit the store most frequently each month Buy items with a higher average price Buy…
Read MoreIt’s Never Too Early to Start Selling to Customers
Savvy entrepreneurs start testing their ideas on potential customers even before the concept is fully cooked. They have enough confidence in their ability to deliver that they don’t worry about someone stealing the idea to get there first, and they don’t forget to listen carefully to critical feedback. They become walking public relations machines for…
Read MoreHow to Work with Difficult But Important Business Clients
All small business owners have had experiences with difficult clients. It’s a fact of life when you run your own company. Whether these clients are slow with payments, criticize your work, or simply give you a headache, it’s important to know how to deal with them. This is especially true when you’re just starting out.…
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