You know that definition of insanity — doing the same thing over and over but expecting a different result.  Is that your company?  When was the last time you tried something new?  A new product?  A new service?  New hours?  A new delivery method?  A new marketing channel?  If you’re not doing anything new, your…

If you want a daily look at how your brand is performing, call one customer every day.  Budget no more than five minutes.  Introduce yourself (if you don’t know one another).  Ask how they are doing.  Ask if that customer is happy.  Ask what one thing you could offer or do to make them happier. …

Looking for a way to get a little brand recognition?  Consider apparel.  We’re not talking about a golf shirt with your logo, here.  Think of some truly fun or clever t-shirt your target audience would really want to wear.  Whether your best prospects are twenty-somethings, baby boomers or even babies, if you can develop a…

You know that the key to a strong brand is occupying a position that no one else has.  But there’s another consideration that’s just as important: that position has to matter to your customers.  For a luxury car buyer, low price probably isn’t their first priority.  You may possess a wealth of expertise, but if…

The service you provide is the key to keeping your current clients or customers happy and loyal.  So here’s a question to run past all your front line and service staff.  What are the red flags that warn of flagging service?  Just as important, what steps should be taken when those red flags are flying? …

Look at a lot of what passes for marketing, and you’ll come to the conclusion that many companies believe this: simply state the facts, and prospects will be persuaded.  But it doesn’t work that way.  Even if you’re the best at what you offer, you have to demonstrate how you’ll make life better.  Facts matter,…

Most salespeople hate cold-calling.  Most prospects hate it, too.  So why do it?  Instead, develop leads by growing your social network (the real-world one), then offering and asking for leads.  And be specific; make sure people know the kind of prospect you’re looking for.  A much higher percentage of those “warmed up,” qualified prospects will…

There’s no faster way to gain positive media exposure than to be the expert in your industry or specialty.  But how?  You have to build a case for your own expertise with the media, and you can do that in several ways.  First, understand who covers the kinds of stories that might require your expertise. …

The idea of selling your product or service with pure facts seems so old-fashioned as to be inconceivable.  But it depends on the facts.  For example, if you’re an accounting firm, what if your fact was that last year, you saved your clients a total of $______?  Or  perhaps you’re a pediatric practice, and last…

At a networking event, someone raised a crucial question — one you should ask yourself every day.  What kind of customer are you looking for?  For a B2B enterprise, what does your ideal prospect look like?  How much in annual sales?  How many employees?  How many locations?  Looking for consumers?  Which gender?  What age?  How…