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Do you find yourself competing on price? Do you often talk to a prospect, think you have made the sale and then they decide to ...
Last week I got two emails from subscribers about the same topic. "I need to increase my prices but I'm nervous about telling clients." The other ...
A few years ago, I met one of the best known 'sales experts' in the UK. He had authored several books, and provided motivational training ...
If your prospect does not see the value in your product or service, and if the only difference ...
Here's a little marketing quiz for you. Imagine you are being offered two marketing opportunities. Option 1 is the chance of a positive front page ...
Last week I got two emails from subscribers about the same topic. "I need to increase my prices but I'm nervous about telling clients." ...
I just got this email from Hector: 'Hi Bernadette, I work with clients to help them use Information Technology to improve operational efficiency, reduce costs, and ...
Companies roll out the red carpet when they hire new employees. Yet, those that they elect not to hire are ...
What kind of response do you usually get when you present the price of your company's products or services to prospects? Do your prospects say, ...
1. Mail to your customers more often. If you are now mailing 4 times a year, increase the frequency of your mailings to 6 ...
Preamble When I started out in business, I had some difficulty deciding just how much marketing would be enough or too much. The thing is you ...
AIDA can, in fact, be the most effective ingredient in your advertising efforts! No, I’m not talking about a stage full of over-stuffed, well-costumed singers ...
One of my clients recently got pressured by customers to drop their prices because a competitor had done so. The first thing we asked for ...
Customer segmentation is all about understanding the people you sell to and who you would like to be your customers. Once you have an understanding ...
You know it's Christmas time when two things happen... 1) People stand in line for 48 hours camped outside Best Buy for 48 hours waiting for ...
At the heart of every successful marketing strategy is a reason you give for potential clients to contact you now. Offering potential clients a Needs ...
Knowing your target market can mean thousands of dollars in sales! I was speaking with a potential client the other day and asked THAT question…”Who is ...
In my 20+ years as a sales rep, I was always confused by the tension in most companies between sales and marketing. In fact, the ...
“If you can do it for $12, you can have the business.” With his next three words, Bill lost thousands of dollars of business. He ...
When marketing your practice, as well as designing your brochure, web site, business card, flier, advertisement, or other marketing effort, we recommend investing the ...
As you begin to formulate and execute your individualized marketing plan, it becomes important to acknowledge and identify the two styles of marketing—Sales and Education. I ...