New products come from one of two sources.  Inventors work to create a solution to a problem or a better, more efficient way to accomplish a task.  In essence, they’re creating something that doesn’t exist today.  Researchers try to discover something that already exists, but can’t be taken advantage of because we don’t know enough. …

In Tina Fey’s book, “Bossypants,” she talks about the rules of improvisation, one of which is to respond with “Yes, and.”  In other words, agree with the direction your partner is taking, and add something to it.  This idea alone, if applied to business, would revolutionize the way change happens.  Right now, when a suggestion…

Every customer or client is not a good fit for every business.  So what do you do when the prospect you’re speaking to clearly isn’t a good fit for you – or you for them?  How do you handle this situation?  Keep in mind that they might be a good fit down the road –…

Marketing isn’t always about advertising, but it’s always about selling.  As you think about your customers’ needs (that is what you’re thinking about, isn’t it?), think about this.  What would happen if you deliberately brought your business customers and prospects together so that they could network with one another and make valuable business connections?  Would…

One thing good salespeople always find out is this: who’s the decision-maker?  Marketers should do the same.  If you’re targeting consumers, who is it that makes the ultimate decision?  For example, if a couple is considering a move to a retirement community, does the husband or wife have more say in the decision?  Or is…

It’s surprising how often salespeople make their case by presenting their reasons for buying – not the prospect’s, but their own.  For example, a newspaper rep calls to say they have space available in a publication they’re getting ready to print, but they never get around to talking about how it would benefit you.  The…

And another thing; quantity doesn’t necessarily work in your favor online.  Statistically, consumers engage more with brands when they post just once or twice a day – up to 40% more.  Once a company posts three or more times in a day, Facebook user engagement drops.  The same is true over the course of a…

Statistics show that brands with a Facebook presence typically post during the week between 8:00 a.m. and 7:00 p.m.  The problem?  Those aren’t the times Facebook users are most active online.  In fact, they’re practically polar opposites.  Facebook users are typically accessing their accounts in the evening and on weekends, with Wednesday evening and Sunday…

During the visit described above, bankers dropped off a brochure describing business services…with all the clinical detail of a math textbook.  Most of the information was about fees, charges and limits on various accounts.  Not one word about how the bank could help a business run more profitably.  It’s a great reminder that marketing material…

Representative from a local bank stopped by recently to drop off a packet of material and a box of doughnuts, in an effort to gain some business.  This, of course, raises a question.  When was the last time a bank took doughnuts to its existing customers?  If it costs five times more to get a…