Doubts and second guessing are the bane of true potential. We’ve all seen a golfer who suddenly thinks he’s using the wrong club or hasn’t lined his shot up right. The result? A bogey or worse. The same holds true when it comes to committing to a marketing plan. Folks...
GROW – Growing Business Measurably
To those of you interested in growing your business, On March 8th, we will conduct our first GROW meeting of 2013. If you have never been to one of the meetings, we combine knowledge sharing, marketing and sales tips with take home value and some laughs. If you’ve...
In business as in life, it’s all about what really matters.
Since my last column, a lot has changed for me personally. My home was washed out, and our business went without power for a week. I’m one of the folks who was hit a little harder by Sandy, and I wanted to share my experience in terms of how it might relate to you...
Beyond the pitch? The person.
As salespeople, we all know how to communicate what sets our product and service apart from the competition. Whether it’s 24/7 service. The largest inventory. Your company’s added value. Yet, many of us fail to realize what else we bring to the table: our decidedly...
Planning or failing?
Funny thing how we all assume we have a plan. Everybody throws the “plan” word around like it just happens. But the plain fact is it doesn’t. Because if we don’t have a plan—a written plan—with specific goals and specific action steps to achieve those goals, we don’t...
Beyond the pitch? The person. What you bring to the table is your unique perspective
As brokers, we all know how to communicate what sets our product and service apart from the competition. Whether it’s 24/7 service. The largest inventory. Your company’s added value. Yet, many of us fail to realize what else we bring to the table: our decidedly unique...
Perception or reality? Frequently the two are vastly different! Let the truth be told.
We’ve all heard it said that perception is reality. But the fact is our perception (or, rather misconception) of reality can be a real problem. Recently, I asked one of my clients what their strengths were. They stated five or so assets that they felt provided very...
What’s in a lead? Opportunity if you make an absolute 110% best effort to follow-up
Leads. How did the word originate? And, what approach do people take to them? Basically, a lead is a prospect’s or suspect’s name that eventually can turn into a sale. Literally, the lead leads you into a sale or a transaction. Over the last year we’ve been working...
What’s in a lead? Opportunity.
Leads. How did the word originate? And, what approach do people take to them? Basically, a lead is a prospect’s or suspect’s name that eventually can turn into a sale. Literally, the lead leads you into a sale or a transaction. Over the last year we’ve been working...
Ready, set…plan! For most businesses, a plan that produces action produces results
Funny thing how we all assume we have a plan. Everybody throws the “plan” word around like it just happens. But the plain fact is it doesn’t. Because if we don’t have a plan – a written plan – with specific goals and specific action steps to achieve those goals, we...
In business as in life, it’s about what really matters-Help your clients see how important you are
Since my last column, a lot has changed for me personally. My home was washed out, and our business went without power for a week. I’m one of the folks who was hit a little harder by Sandy, and I wanted to share my experience in terms of how it might relate to you...
The Changing Playing Field Of Tradeshows
In recent years tradeshows have experienced the very sort of highs and lows that make most entrepreneurs wonder why they don’t just cash in for a regular nine to five alternative. The Eighties and Nineties were a boon to the tradeshow and exhibit industry. Companies...
A changing playing field: Today’s tradeshows take on a new style and emerge with increased effectiveness
In recent years tradeshows have experienced the very sort of highs and lows that make most entrepreneurs wonder why they don’t just cash in for a regular nine to five alternative. The Eighties and Nineties were a boon to the tradeshow and exhibit industry. Companies...
Taking the mystery out of social media: It’s time you get onboard
As business directors, we are instruments of change. Over the years, we’ve witnessed paradigm shifts in the way we conduct business and communicate with customers. Yet, when I speak to clients regarding social media, there seems to be such mystery surrounding it....
Growing Up Companies—and Clients
As the recovery continues, the companies that are still in the game have a playing field that is now in a stronger position. That’s because many companies that did not have the financial wherewithal have disappeared or have focused their efforts elsewhere. But, we...
Growing up companies-and clients: Take a close look at how you can change your industry
As the recovery continues, the companies that are still in the game have a playing field that is now in a stronger position. That’s because many companies that did not have the financial wherewithal have disappeared or have focused their efforts elsewhere. But, we...
The Three R’s of Client Relationships
Choosing the right method of showing our appreciation for a client has its challenges. We struggle with political correctness and varying corporate guidelines, balancing our appreciation with a need to demonstrate it in compliance with a new set of gift giving rules...
The Three R’s of Selling
Choosing the right method of showing our appreciation for a client has its challenges. We struggle with political correctness and varying corporate guidelines, balancing our appreciation with a need to demonstrate it in compliance with a new set of gift giving rules...
Relationship First
We often wear our sales process like a badge of honor. We knock on ten doors—nine of which are promptly closed in our faces—and savor that one time when the prospect says “OK, I’ve got ten minutes.” Then it’s all about isolating and communicating compelling benefits...
In today’s digitized, economically challenged world, the graphic arts industry is perhaps under the most pressure of all.
Digital alternatives and automated plants with worldwide distribution capabilities are driving down pricing while making the printed product more and more commoditized. In addition, value-added services, like warehousing, distribution, and pre-press, are being...