Latest Articles
Latest Articles
We Must Tell People About Our Value
A couple of years have passed, but I clearly remember seeing the author and consultant David Maister at a small, private event he was speaking at. He was pacing, breathing hard with energy and commitment about his key lesson, which is burned into my mind: "There are...
We Know What To Do, We Simply Must Do It
I once attended a private presentation by David Maister, author of The Trusted Advisor. He was a captivating and compelling speaker, and he said something that has stuck with me for years, and will probably stay with me forever: We all know what to do. It's just a...
Why We Don’t Ask for Referrals
Whenever I write, speak or advise my clients about how powerful a tool referrals are, there's unanimous agreement. Nobody ever says, "No, referrals don't bring in new business." When I wrote about how to get referrals in yesterday's newsletter (which appears verbatim...
How to Get Referrals
Referrals are one of the most powerful but consistently under-utilized growth tools available. When I ask my clients why they don't ask for referrals more, the answers range from "I don't really know how," to "I don't want to impose." I shall address both issues here....
The Marketing Summit Surpasses 50 Attendees
On December 5, I'm hosting a free half-day Marketing Summit in Chicago. It will be followed by an informal discussion in the afternoon. You'll come away with tools and techniques for growth that can be applied as soon as you return to your desk. The entire session...
Value & Adjectives
Most people need to communicate more confidently, positively and emotionally about their work. Why? Because your customers do. If you would ask your customers about their top reasons for working with or buying from you, they would use more dramatic and compelling...
New Free Webinar: The Art of Testimonials and Referrals
Wednesday,November 20 at 12PM EST (11 AM Central) Join me for a powerful new, free, live webinar on the growing your organization through testimonials and referrals. There is no more effective way to grow than by the endorsement and recommendation of your buyers’...
Testimonials
Want to do business with a certain kind of customer? Show him testimonials from people like him, in similar positions, dealing with similar issues, challenges, wins and losses. Individually targeted testimonials are the gold standard of revenue growth techniques. So,...
If Your List Isn’t Growing, Your Business Probably Isn’t Either
If you want to grow your business, grow your lists. In my experience with clients, if your list isn't growing, your revenue probably isn't either. You need the following fields: Name Company Job Title Physical Address Phone number Email address Company Web site About...
You Can’t Out-Market Your Mindset
The difference between where you're at today and where you want to go is mindset. You can't out-market your mindset. That is, if you believe you're a social media expert; or an accountant; or a real estate agent, that is what you will market. Conversely, if you...