Positioning Your Value

In which we think about how to position our value compared with our competitors on and off the Web. I’ve just returned safely and happily from a business trip. Booked it myself on line. Plane. Car. Hotels. Meals. Click, click, e-ticket, done. Three years ago, I would have called my travel agent. Not so much … Read more »

Snow Blind

In which we’re encouraged to write a detailed sales plan to guide our activities. We had a BIG snowstorm here a couple of nights ago. By the end of the storm, 14 snowy inches fell in my driveway. Of course, I wasn’t IN my driveway at the time it was falling. I was 25 miles … Read more »

45-Second Rule

In which we’re encouraged to set frequency guidelines for touching clients and prospects. It’s late. I’m in a hotel room. I’ve spent most of the day traveling in cards, planes, and taxis. I’ve used pay phones, cell phones, and microphones. I’ve eaten fast food, fancy food, and plane food. I’ve had room service, bad service, … Read more »

A Matter of Trust

In which we’re reminded: It isn’t so much about ‘what you say.’  It’s about ‘who you’re being.’ In clinics and sales training sessions, I am often asked, “What can we say to our clients so they’ll trust us?” the askers thinking that I might give them verbal pixie dust – quick turns of phrase or … Read more »

A Matter of Trust

In which we’re reminded: It isn’t so much about ‘what you say.’  It’s about ‘who you’re being.’ In clinics and sales training sessions, I am often asked, “What can we say to our clients so they’ll trust us?” the askers thinking that I might give them verbal pixie dust – quick turns of phrase or … Read more »