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The Competitive Advantage

November 9, 2021

Repetition Builds Reputation

Why do the big advertisers run their ads on TV over and over? And over? Simple… repetition works. Sharing your marketing message frequently – over a period of time – builds top-of-mind awareness.

Further, building awareness is an ‘additive’ process… each exposure of your message building on the one before as you slowly climb to that top-of-mind position.

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November 2, 2021

Take Good Care of Your Small Clients, Too!

I have been saying for years that, “All clients matter… but big clients matter more.” And I still believe that. Strongly, in fact. But that doesn’t mean you should ignore your small clients or small sales prospects.

For one thing, small clients can grow into big ones. And if you take good care of them when they’re small… they’ll remember you when they’re big.

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October 26, 2021

The Sales Trifecta… The Core of Your Selling Efforts

Last week, I wrote a blog post about the Marketing Trifecta… the three fundamental marketing things you need to do to help grow your firm. In this post, I want to talk about the Sales Trifecta… yep, you guessed it – the 3 selling things you must do if you have sales responsibilities for your firm.

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October 19, 2021

The Marketing Trifecta: The 3 Tactics You Need to Achieve Your Marketing Goals

In my last post, I wrote about a few different things I would recommend to help you in preparing for putting together your 2022 Sales & Marketing plan. I’ll assume you’ve done all those things (wink-wink), so now, I want to explore the implementation of your plan, particularly on the Marketing side; we’ll talk about Sales implementation in the next post.

Look around… there are a thousand different ways – especially in light of all the technology available to everyone these days – to implement your marketing. But I want to simplify it for you. In fact, not just simplify it, but let you know that this can be done for no (or almost no) cost!

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October 5, 2021

Get the Most Out of Your 2022 Sales & Marketing Plan When You Do These 4 Things

sales & marketingAs we get into the fourth quarter of 2021, many of us will start looking ahead and planning for next year. But before you gather the team around the table to work on your 2022 sales & marketing plan, there are a few ‘action items’ you might want to implement first… to make sure your plan is optimized for revenue growth.

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September 21, 2021

Your Customers’ Experience (CX) with Your Firm Can Make or Break You!

I’m a bourbon drinker. But sadly, this blog post isn’t about bourbon… it’s about CX – the customer experience.

As a bourbon drinker, I have gotten into the habit of sending bottles of bourbon as gifts to clients. And I’ve been using a website called ReserveBar.com to do it.

It’s a really easy site to use… to find the particular product I’m looking for and to have it sent. But recently, I had a problem with a purchase there.

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September 14, 2021

Too busy for sales and marketing? Stop lying to yourself!

Most every firm I’ve spoken with of late is doing pretty well – business picked up in Q4 of last year and continues to be strong. And while some experienced a bit of the traditional summer slowdown this year, nearly all are expecting a very strong fourth quarter again. And that’s great! We should all enjoy and benefit from a strong business environment.

But there will be a downturn in business at some point… no one is sure when… but it’s coming. It always does. Are you preparing for it now?

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August 31, 2021

How Differentiation Can Help You Win the Competitive Battle

Do a quick favor for me and read through the following statements (taken from actual websites in our industry)…

  • “Every project that comes through our doors gets senior-level attention every step of the way.”
  • “[We are] committed to working with clients to identify the right solutions to their specific challenges.”
  • “[We are] a full-service custom research firm that develops long-term partnerships with its clients.”
  • “We know how to truly listen and collaborate – so you gain a partner, not just a vendor.”
  • “We consult with Clients to translate what consumers say and do into insights and actionable recommendations.”

I’ll bet I’m not going too far out on a limb to say that your firm’s website likely contains several of the same sentiments, maybe using almost exactly the same words.

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