Latest Articles
Latest Articles
Communicate Your Value To Customers Even More Than To Prospects
I've been working with a quite a few organizations which, once they make a sale, tend to retain those customers for years. These annuity businesses then move on to delivering the products or services, and continuing to sell to prospects elsewhere. This is logical of...
The Power of Perseverance
When our kids were born six years ago, we planted two maple trees in our backyard. We moved homes in January and planned to take the trees with us. They're important to us, and have huge sentimental value. Over the years, each child claimed one tree as their own. One...
Modesty Has No Place in Marketing or Revenue Growth
Tell people what they can buy from you, because if you don't, they can't buy it. Communicate how people will be improved when they work with you, instead of, say, the competition, because if you don't tell them, they won't know. Modesty has no place in marketing or...
Become the Opposite of a Commodity
When you talk about, market, and sell the details of your product, you make yourself into a commodity. And when you are commodity, you are just like everyone else. All you have to compete on is price. It's a difficult way to do business, and not a very fun way to...
The Boldness of Positivity
I am in the final editing stages for my upcoming book The Revenue Growth Habit, and came across the following lines this morning. I provide them here as an excerpt, and a reminder of the incredible value of understanding just how positively your customers perceive...
Perseverance and Resilience are Twice as Important to Success as Talent and IQ
I was speaking at a convention in Atlanta last month and the great Martin Seligman appeared on stage before me. It would not be an understatement to say that Seligman is one of the creators of modern behavioral psychology. I studied his work in college and graduate...
Do You Want Your Customers To Buy More From You? Help People With Your Value
In speeches and workshops, among association audiences and client audiences, people often raise "what ifs." They use these as reasons to avoid starting my approach to marketing their value: What if my customer doesn't let me record the testimonial conversation? Then...
You Deserve the Additional Revenue
This work is righteous. One proactive communication per day, done by each your customer facing staff members, will change your culture, make you bold, and instantly grow your top line. At the same time, the company communicates to your customers and prospects as a...
It’s Easy to Stand Out From the Crowd – Stop Complexifying the Simple
Last week I conducted a pair of workshops for business owners, and when I brought up a technique that works wonders for my clients -- sending hand-written notes -- I received the following questions from the audience: "Should the envelope be hand-written?" "Should I...
You’re Better Than You Think
The most surprising element of my work to my clients is when they hear their customers speaking so positively about them. As a rule, I interview my clients' customers, and as a rule, every one of them are thrilled with my clients' work. "But this person always screams...