When was the last time you spoke to your customers and clients? Whether you literally spoke to them on the phone, or you spoke to them through email, text, or postcard–yes, postcard– when was it? And what did you say? If you can’t remember, or you remember a one-time, half-hearted effort, it means you’ve overlooked … Continue reading Think Outside the Box to Leverage What’s Inside the Box
Customer and clients want to hear from you–the RIGHT way. These ten tips show you how to adapt your marketing to the new normal. Learn how to ATTAIN, SUSTAIN, and RETAIN to keep your company top of mind.
“My first response to the overwhelming Covid-19 upheaval was to retreat to what was familiar” says Marvin, CEO of a professional services firm who’s been working with us recently. When I asked what he did, he ticked off on his fingers “1) offer ‘Covid-19’ services in ALL CAPS because we felt everyone’s house was on … Continue reading How to Reconfigure Your Financials for the New Normal
I’ve been guilty of this myself: thinking that the label “commodity” conveys an assessment of value (usually negative or lesser) as well as a clear description of what it is. The more I work with companies that put commodities in the market, the more I believe that the word “commodity” is neutral. It’s an easily … Continue reading How to Market Your Commodity Offerings
Uncertainty is scary and it’s the impetus for your most powerful ideas/options. If you’re uncertain, you can also bet that your customers and clients are uncertain. What solutions are you creating to turn some uncertainty into certainty during the covid-19 pandemic? Here’s what I know works: 1) Identify the things you can control 100%. Inputs, … Continue reading Here’s What I Know about Uncertainty
Even as you’re intensely focused on getting through each day, please, for your long-term health and wealth, do not shy away from cash forecasts and doing everything possible to defend (and increase) your revenue streams. We know many, many services companies that have recurring revenue, are in industries that are non-discretionary, or are in industries … Continue reading Forecast Cash and Defend Revenue in Difficult Times
Inoculating your customers and clients against shiny objects is among the best business growth strategies. Think about when you’ve been tempted by shiny objects, those new services that promise amazing results and out-of-this world success! Some providers are extremely persuasive and have a knack for getting people to say “yes.” I’ll confess, I admire their … Continue reading Best Business Growth Strategies: Inoculate Your Clients against Shiny Object Syndrome
Who is a perfect fit buyer and do your sales process steps attract them? The detailed profile of a perfect fit buyer is unique to each company. We believe your perfect fit profile should include these qualities: Curiosity Appreciation of value Willingness to spend commensurate to value received Respectful Profitable Committed to change for growth … Continue reading The Best Sales Process Steps Bring Forth Your Perfect Fit Buyers
In my work as a business transformation consultant I see it all. Highs and lows and highs again. Starts and stops. Non-stop energy and complete collapse. Commitment and ghosting. Is this your year to transform? Be like a caterpillar that transforms into a butterfly? If it is to be your year, you’ll need to recognize … Continue reading Is This Your Year to Transform?
Every owner can exit their business. The challenge is to make it an OPTIMAL exit: a great buyer, a great price, and great timing. Listen to our advice how to create your own OPTIMAL exit.