One of the most powerful lessons I learned early resulted from this statement by a business owner: “I don’t want them to think I need the money.” This professional services provider, who was sales rich and cash poor, believed that asking for prompt payment was a weakness. You might not be surprised to learn that a … Continue reading Are You Voluntarily Causing Negative Cash Flow?
How do you know that your Top of Mind marketing efforts are hitting your target? You may fear you’re being a nuisance, or that you’re publishing into a vast emptiness. Then you get a note like this one sent to one of Trivers Consulting Group’s clients and you realize “aha, it works!” In addition to the … Continue reading 7 Terrible Marketing Ploys that Drive People Away
If you want to lose repeat buyers, think of them as “low hanging fruit.” Instead, build healthy relationships with them. After all, they pay you money!
Is courtesy relevant in a time when people ask “wassup?” and respond to expressions of appreciation with “No problem”? Do we even feel the need to build healthy business relationships? We’ve accepted that many voice messages will go unanswered. We are resigned to emails that are ignored and that our business cards may be dropped … Continue reading Is Courtesy Necessary to Build Healthy Relationships?
Business development is a continuous challenge, especially turning leads into prospects who then become actual buyers. Here’s a textbook case of what not to do. I was attending a small business conference and ran into the COO of a small start-up. She told me they’re caught in a not-unusual conundrum: they need users in order … Continue reading I Should Give You a Name Because You Hand Me Your Card?
Companies do odd or hard-to-understand things, but this one is a true puzzle. What do you think? I ordered 100 copies of my book, Tinker, from Amazon’s Kindle Direct Publishing. They confirmed my order and sent a delivery notice when the books were shipped. They promised a delivery date. But a couple of days before … Continue reading Amazon Did Not Deliver
I was eagerly waiting for the technician from the carpet cleaning company. He strode into my home, glanced at the area rug and quoted an outrageous price. It was 1.5 times more than I paid for 2 rugs a year ago. When I objected he said it was because of the trip between their facility … Continue reading Arrogance is the Wrong Attitude for a Service Provider
Everyone knows that open season in the health insurance industry provides a huge moment to recruit new policyholders. But an insurance office manager is too busy to invest 2.5 hours to improve his agents’ sales skills in September. “We will focus only on sales (no matter the quality of the skills) and consider some training … Continue reading Do You Put on Your Lifejacket After You Fall Off the Boat?
A very successful professional coaches and advises that adults should let go of what they can’t control, especially from the past. I think that’s great advice. The power of it is significantly diminished when he publishes a monthly rant about a situation that happened going on 2 years ago. Do you take your own advice? … Continue reading Stop Doing What You Complain that Others Do