When you get a new lead, how many times do you touch them before you give up? By touch I mean contact, not physical touching obviously… but if you can actually meet them and shake their hand all the better, although that is frequently not an option.
Or worse, do you get a new lead and immediately hard sell them… bad, very bad.
on Tuesday, 17 October 2017.
Posted in Insights
When our son calls, his daughter almost always wants to get on the phone, saying “Daddy, I want to see Grandmom and Granddad!” (make the call a FaceTime call) and once we are visible, odds are she will say “Can you read me a story?” She usually asks Kerry, I guess her storytelling is better than mine, at least in our granddaughter’s eyes.
What’s the point, other than a cute antidote about Eva? The point is that we identify with stories from the time we are very young… we’ve been reading stories to Eva since she was just a few months old. We relate to stories, we learn from stories, we start to better understand our world through stories. Stories help us see things that cold hard facts would not allow us to see.
on Tuesday, 19 September 2017.
Posted in Insights
I think that you know by now we are big, big into automating everything but the kitchen sink (hey, maybe we can automate that too… hmmm). Anyway, one thing that you can easily automate is sending out holiday cards, for any holiday or occasion you want.
on Tuesday, 22 August 2017.
Posted in Insights
One of our clients is a staunch supporter of marketing automation. They manage all their lead acquisition, followup, and client nurture using email automation. And they are consistent and successful with it. That’s all they need, right?
Wrong.
on Tuesday, 25 July 2017.
Posted in Insights
With the lack of any other frame of reference, your prospects will default to a price comparison. An apples to apples comparison. Once they say something like, “The XYZ company will do the same thing for $Y dollars less,” you have virtually lost the sale, because the talk is all about price. When you tell them all the reasons (and they may be good ones) why your pricing is as good if not a better deal, you sound to them like you are making excuses to try to recover the sale. It’s over!
on Tuesday, 27 June 2017.
Posted in Insights
API is another one of those TLAs (Three Letter Acronyms) that we have grown to hate and it does not stand for Apple Pie International. It actually stands for Application Program Interface and one pretty good definition is:
Application program interface (API) is a set of routines, protocols, and tools for building software applications. An API specifies how software components should interact.
Ok, so now you’ve got it right? No? The definition made it so much more clear, NOT.
on Tuesday, 30 May 2017.
Posted in Insights
If you’ve been in business for any length of time, you and your company have developed some specialized expertise in your chosen business area. Some of it is likely proprietary but much of it you have no problem sharing. Or at least you should have no problem sharing as it can be a great way to get new clients/customers/patients and keep existing ones.
An often overlooked way to share that information is through a membership website. Sure, you need to have some information on the public side of your website, but you can keep the real juicy gems for those who sign-up as members.
on Tuesday, 02 May 2017.
Posted in Insights