Absolutely Convinced (Issue 809)
In which we are reminded that many clients are motivated to buy more by fear of failure than by positive benefits of change. Read more »
Positioning Value
Social Value (Issue 803)
In which we are encouraged to “play big” in the charitable or non-profit world as a way of leveling the playing field with people with whom we’d like to do business. Read more »
To The Highest Standards (Issue 797)
In which we consider that companies generate more client loyalty and more sales if they’ve developed and managed their sales teams to specific client experience standards. Read more »
Consistent Client Experiences Boost Brand and Sales (Issue 796)
In which we are encouraged to develop thoughtful day-to-day consistency in the experiences we create for clients. Read more »
Trusted Advisor (Issue 795)
In which we are reminded that advising, earning trust, and generating value beyond our products involves looking beyond the needs our products address. Read more »
Remember When We… (Issue 788)
In which we are encouraged to remind our clients, from time to time, all that we’ve done for them. Read more »
Niche or Get Smoked (Issue 780)
In which we are reminded: Find a niche and specialize… or get smoked. Read more »
Hot Rods (Issue 779)
In which we are reminded that buyers have so many choices that, no matter how much work we invest in differentiating the details of our products, they remember only one or two IF they distinctly stand out. Read more »
The Best Parts First (Issue 777)
In which we are reminded to tell the best parts of our story (i.e. our results, our value) first in three (or fewer) simple sentences. Read more »
Stories Our Clients Tell About Us (Issue 776)
In which we are reminded to ask our clients and prospects to comment on their positive experiences of us on LinkedIn. Read more »
We Are Seriously Social.