Latest Articles
Latest Articles
Do You Call?
Do you call — not email — your good customers regularly, at least once a month? Do you call — not email — your second-tier customers at least every 45 days? Do you ask for referrals? By phone, not by email? Do you call — not email — customers to tell them what...
Over-Planning and Under-Executing
Quick new video to start your weekend, on the importance of taking action. In fact, we should under-plan and over-execute. Stop perfecting your communications. Just go help people. And Go Cubs! (This will make sense as soon as you click.)...
Why Do Your Customers Buy From You?
Why do your customers buy from you? Almost certainly, they can buy what they buy from you elsewhere. So why do they come to you? Do you know? Have you asked them? I know what the answer is: They don’t buy from you because of your amazing product. It’s probably...
Two Critical Revenue Growth Metrics
There are two key metrics to track when implementing revenue growth: New customers: The first time buyer is a goldmine. Because he quickly becomes a repeat customer, especially if you sell consumable products or services that repeat over time. He's a first-time...
Working ON The Business
Here is a new video about working on the business, rather than working in it. This is about proactive -- which revenue growth requires -- versus reactive work, which frequently leads to flat sales, year over year....
Show Customers You Care
Much of what I do for clients is designed to help them stand out from the competition, to make them singular. This is, of course, quite easy. We simply need to do things that others aren't. That is, communicate proactively. This makes us stand out because the...
Discomfort
Last week, I had a client workshop in Cleveland and a keynote speech in San Diego to about 150 business owners, and a similar interesting thing happened in both of them: In the all-day client workshop, during a portion on referrals, I turned to the owner, my client,...
Why Get Testimonials
How do testimonials help? Here are a dozen ways: You become more bold. You become more optimistic. You become happier. When you are more bold, optimistic, and happier, you take more action -- namely, you don't hesitate to pick up the phone to call customers. If you...
“They Don’t Want Me To Call”
Salespeople spend an average of four to five hours per week on the phone. Out of a 40 or 45-hour workweek. In my work with clients, we increase first to eight hours, then 12, then 16. Guess what sales do when phone time doubles, or triples, or quadruples? But...
Happiness at Work Matters
Something different for your weekend listening pleasure: Here's a full half-hour interview with me on happiness, optimism and revenue growth. It's conducted by the talented and worldly Sam Mednick. Listen to it here. Here's a short transcription of an important part...