The Competitive Advantage
November 17, 2020
When you think about sales & marketing, what comes to mind? For most business people… it’s about acquiring new clients – about building awareness in the markets or industries they serve, then generating sales leads that lead to new business.
And that’s wrong!
The fact is, when you think about sales & marketing, your first priority – the primary focus of your strategies and planning – should be to maintain and grow your current client base.Continue Reading
February 18, 2020
True story: Over the past two weeks, four different firms reached to me to ask about our services and how we might best work together. What makes this a bit unusual is that – at some point in the past – I had a relationship with every one of these firms.Continue Reading
October 22, 2019
We had clients visit us in our offices last week. These in-person meetings are a fairly rare occurrence in today’s ‘connected’ world. Aside my ‘road trips,’ most client get-togethers happen by phone or, maybe, video chat. And while those calls are always productive, they still leave me feeling a little disconnected.
So, when this client said they wanted to come to Nashville to meet, we got really excited.Continue Reading
September 24, 2019
Here’s a short [true] story about an incredibly effective way to understand what sort of ‘customer experience’ your firm is delivering to the marketplace…
We subscribe to a webinar platform called WebinarNinja… and have been a client of theirs for just under three years. It’s proven to be a very good platform for our webinar program and workshops. WebinarNinja is one of those fast-growing tech companies, led by a sharp and energetic leader. In this case, his name is Omar Zenhom.
One of the risks when running a growing company is getting pulled in a lot of different directions and, as a result, slowly becoming ‘distanced’ from your clients. Losing touch with them. Getting so wrapped up in dealing with all of that other ownership and management ‘stuff,’ that you become disconnected from what made you successful in the first place… those clients.Continue Reading
September 2, 2019
When was the last time you made some major enhancements to your website? Or even just a few simple edits? Did you create your website and then just let it sit there like a print ad in a magazine… or do you treat like it what it really is – the most important element in your entire marketing & sales effort?
If it’s been a while since you’ve spruced up your website, now’s the time… as you start thinking ahead to the new year (and the new decade). To help you get started, here are 3 easy ways to upgrade your website… and it won’t take very long or cost much (if any) money.Continue Reading
June 11, 2019
We like to think that all clients are important… and they are. Our goal is to do good work for all clients and deliver a high level of service to each of them… and we strive for that every day.
But the fact is… your large clients are more important than your small clients!Continue Reading
May 22, 2019
… it only matters what your clients & prospects think.
I recently stumbled across an online article from the Harvard Business Review, and though it’s several years old, its message is as true today as it ever was… maybe more so:
“Most companies are the centers of their own universes. It’s a natural enough impression; after all, the products and services they offer are on their minds 24/7. The trap is in those companies deluding themselves into thinking that they are as important to their customers as they are to themselves. This is almost never the case. This delusion interferes with understanding customers and their needs, and frequently leads companies to talk to customers in ways that seem foreign or confusing.”
The author sure hit the nail on the head with that one… that myopic perspective – that so many business leaders have – has been the cause of more business failures than virtually any other issue.Continue Reading
May 5, 2019
Like me, many of you are small business owners… proud of what you’ve built and of what you’re doing. But the fact is, regardless of how slick your technology, how well constructed your processes or how professional your [small] team… your clients are buying YOU! They know the risks of doing business with a small firm (remember “No one ever got fired for hiring IBM!”?)… but they’re willing to take a chance. Why? Because of you.Continue Reading