Latest Articles
Latest Articles
Proactive and Intentional
Most of us go through our days reacting to issues, problems, emergencies and fires. A deadline approaches. A customer is upset. A last-minute conference call requires your attendance. A supplier has let you down. Payment is late. Where is that payment?! This kind of...
Ready – Fire – Aim
One of the top obstacles to business growth is perfection. It makes us over-think, delay, procrastinate, agonize, and is the cause of far to many pointless meetings and conference calls. What's the point? Who does this help? Very good would satify your customers and...
10 Commandments of Marketing
Be bold. Marketing is no place for modesty. Be active. Communicate often and consistently. Focus, like a laser, on how you improve customers. Be quick. Over-thinking kills marketing and growth. Be disciplined. Daily, take communication action that will grow your...
Obstacles That Keeps Us From Marketing
I define marketing as consistently communicating your value to people who can buy from you. Here are the obstacles that keep us from doing so: 1. Fear: Of failing; of offending; of rejection. This is the single greatest impediment to marketing action. 2. Perfection:...
The Discipline of Doing
I received a lot of feedback from you regarding last week's newsletter on the difference between knowing what to do and doing it (it's discipline). A few of you said it was the best Evangelist Marketing Minute ever. So I spent some time last week defining the elements...
The Difference Between Knowing & Doing
What's the difference between knowing what to do, and actually doing it? You probably know what to do already. For example, we know that testimonials and referrals are nearly guaranteed ways to grow our revenue, but do we ask for them enough? As a friend and colleague...
The Best Marketing Is Simple
If you request two referrals per week and hit a 50 percent success rate (which is less than the results my two-step referral process creates for clients), you'll get 50 new, very warm prospects to have sales conversations with. Close a third of those, and you have 16...
The Revenue Myth
Here are some common misconceptions about revenue growth, and my take on each: Revenue growth depends on sales effort. Perhaps, in the end. But it's marketing effort, which is one-to-many, that allows interested prospects to volunteer themselves to your sales...
The Simplicity of Marketing
Marketing is nothing more than consistently communicating your value to people who can buy it. Many people over-think and intellectualize marketing. (For example: There's no time; I don't have the budget; It's not ready yet.) Good marketing is simple, free, and...
Uncommon Sense
I was delivering a speech last week at an association annual event in Palm Springs, and a few of the attendees -- who run large, successful, private organizations -- commented with admiration that much of my approach to revenue growth is common sense. They're right,...