Your Stuff is Awesome, But Prospects Don’t Understand
Why is it that your past customers rave about you, but prospective customers often don’t realize how much you have to offer them? It’s so frustrating when they don’t “get it” and they don’t buy. It’s because conventional marketing is selling you short! I’ve developed …
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Seek Dissent, Not Consensus
We spend a lot of time and energy trying to create consensus…with customers, employees, partners, etc. But consensus does not always create the best decisions. In fact, sometimes it results in big mistakes. The most successful managers actively seek out dissent. They realize that people …
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How to Communicate Bad News to Customers
Stuff went wrong, now you have to tell your customer. Here’s 5 steps to keep the conversation constructive in a tough situation.
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Formula for a Killer Elevator Pitch
Want people to perk up and say WOW! when they hear your elevator pitch? Here’s a simple formula. First of all, beware of some common errors people make when introducing themselves: Bottom line: If you’re missing any of the key ingredients in a powerful elevator …
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Is This the Right Person for the Job?
In a small business, everyone needs to be pulling much more than his or her own weight. But it’s often hard to know if someone’s the right person for the job. Nobody’s 100% perfect, but is this person good enough? Would it be worth the …
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Pricing Basics (Don’t Stab in the Dark)
Do you ever feel that setting prices is like stabbing in the dark? It shouldn’t be. There’s an art and a science to price setting that, when followed, will immediately increase your profit. This is why, when I’m starting with a new client, we often …
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Three Things I Learned in India
I just got back from two weeks in India, and I found it’s a land of entrepreneurs. Unlike the developed world, where big chain stores dominate the landscape, Indian cities and towns are full of mom & pop ventures. Here are a few lessons I …
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Which Social Media Sites You DON’T Need to Be On
So many sites and so little time! You could spend hours a day with likes, pins, tweets, +1’s and more! Instead of adding to your already-full plate, here’s how to get better results with less time. Principle #1: Don’t Try to Do Everything When it …
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How to Keep Prices High and Still Close the Sale
Ever feel like you need to give a price concession in order to close the sale? WAIT!! Even experienced negotiators encounter this situation all the time. But they’ve got tricks to keep their prices high AND close the sale. Here’s four that I use ALL …
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What Small Business Can Learn from Super Bowl Ads
You may not have the $3.7 million to buy a 30 second Super Bowl ad for your business, but there’s a lot we can learn from all the money that’s spent airing–and analyzing–these ads. Super Bowl ads are always entertaining to watch, but are they …
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