The sales process is a tricky thing, and sometimes we face more restrictions or a longer on-ramp than other times. Yet, if you are a business owner, you are out there talking about what you do because you want to bring in new customers or clients. So, how do you set yourself on the path [...]
One of the sales techniques I find most fascinating is the negative reverse. I have come to appreciate it as a tool that can relieve pressure in a sales conversation and help everyone get to the truth a little quicker. On top of that, it can help us approach sales from a place of service. [...]
I recently saw an ad on Facebook from a marketing coach who was marketing to marketers. He used a clickbait headline about how content marketing and funnels are dead. I immediately saw the irony, and so did a good percentage of his audience. The comments were a real grab bag, with some advocates and some [...]
If you’re looking for advice on how to write pitch emails, there is no shortage of people out there with opinions. Pros will give you a style and a template to follow. Recipients and editors will make suggestions for how to tweak your copy. Today, I want to frame this differently. There isn’t one right [...]
Last week we explored five weak words that sabotage your marketing power. In marketing, sales, and negotiation, power dynamics play a huge role in the outcome. The message you send with the words you choose goes a long way in positioning yourself. This week, we will look not just at how to avoid a weak [...]
As business owners and marketers, we build awareness, create impressions, and show our customers that we have a solution to their pain point. Eventually, we get to the moment where our customers have to evaluate whether they want to buy what we are selling. This can be a scary moment. It may feel like you [...]
Marketing a business is more than one message, one time. Marketing is the sum of all the messages you send, and any one message probably has multiple messages within it. What this means is that your marketing is best approached as a long-term, strategic plan that piles one message upon another until your audience is [...]
In this blog series we are reviewing how to attract the right customers with the marketing you do for your business. So far, we have addressed using values to reach your customers in part 1, using tone to attract your ideal audience in part 2, and using keywords to hook your audience in part 3. [...]
Every week I do improv comedy. And I see a lot of improv comedy shows. If there is one thing that I have learned about people (improvisers and theater goers) through this activity, it is that we make snap judgements. As a marketer, I know how important it is to utilize the patterns of these [...]
When you make a call to action, provide a clear outcome of the action. Many people get stuck in a loop of decision making that prevents them from responding. This loop is known as “action paralysis.” Research shows the response rate can be DOUBLED by explaining how the action will have a positive impact. Example: [...]