Distinguish and Dismiss

May 1, 2012

Don’t Define. Differentiate.

Why do your clients choose your firm/company/practice over others? Is it just because you’ve got employees who come into the office every day and do their jobs? Probably not. So why do so many companies resort to these types of generic statements on their websites and in other collateral? Read the rest of this entry »


What’s Your Advertising Budget?

January 13, 2012

And other dumb vendor questions.

I can tell it’s ad renewal season because I heard this question four times yesterday from representatives of major advertising companies – a new record. These companies must be sending their reps to used car sales training, rather than consultative selling.

When I’m asked this question by a rep selling to one of my clients, my answer is a simple, “Zero.” Try it sometime. You’ll leave the rep speechless. Read the rest of this entry »


Jump Start Your Firm’s 2012 Marketing Efforts

January 5, 2012

3 easy-to-keep New Year’s resolutions – weight loss optional.

Remember all of the things you wanted to do in 2011 to build your firm’s business? How many of those plans did you actually implement? Or did the act of doing business get in the way of the plans to grow your business, until it was too late in the year to impact the business?

All too often, we forgo even the most basic marketing activities because we don’t have the time, or they won’t have much of an in-year impact. Let’s make it our New Year’s resolution to change that starting today. Read the rest of this entry »


The 1-Hour Business Plan

July 10, 2010

Build a quick business plan so you can focus on building your business.

There are a number of articles about the importance of having a business plan, as well as tips about what to do or not do. As someone who has written several business plans over the last few years, I understand the importance of having a plan and appreciate any advice offered.

Unfortunately, that’s not my problem. My challenge is just getting started — organizing my thoughts enough to start documenting my business idea, plans, and goals. It’s converting all of that information from my brain into a Word file. Since there is no iPhone app (yet) that can interface between mind and Microsoft, I developed an exercise to help me start developing the business plan. Read the rest of this entry »


My Sales Reps’ Dream Job is My Nightmare!

July 2, 2010

Three steps for making the dream come true for you.

The Technology Association of Georgia (TAG) recently notified me that they wanted to publish an article I created from the “My Sales Reps Stink” blog post. After patting myself on the back, I started thinking about some more specific sales team advice that I’ve given clients since that original post. Today we’re just going to focus on the sales rep or reps, rather than any other business factors. Read the rest of this entry »


You Call That Service?

March 22, 2010

5 tips for improving customer service quality

I just finished up an interesting engagement, helping a professional services firm evaluate and optimize their sales and marketing activities. Dealing with their existing advertising and marketing partners was quite an eye-opening experience. I don’t use absolutes that often (I’m in marketing after all), but overall this was the absolute worst customer service I’ve ever experienced. At this point, let’s call these companies “vendors” because they are order-takers at best. Read the rest of this entry »


Content Creation

November 25, 2009

5 ways to overcome that blank page.

There it is. You’re staring at an empty Word doc or blank sheet of paper. You know that you need to get something written now. Your [clients/prospects/audience] are expecting a new [newsletter/white paper/seminar/blog]. Since you read my blog, you know that it needs to create value in the minds of your audience. You want it to be a clear, succinct message. You may even have a topic in mind. Other than that, you’re clueless. Hey look, someone just wrote on my Facebook wall… Read the rest of this entry »