The Power of Bundles

What motivates a buyer to approach your company? Most of the time buyers come to your company to meet a need or a want. “I need my tax return completed” or “I want a more energy efficient heating and air conditioning system” or “ We have to get our people on the same page.”

It’s perfectly understandable that your company would offer ways to fulfill these needs or wants.

Unfortunately, you get into the habit of selling a la carte: one item at a time, priced individually. This forces the buyer into a sequence of asks, and, more critically, it allows them to look elsewhere each time.

The most powerful source of new revenue is your current buyers. I have worked with hundreds of owners to capitalize on their current buyers and this is often where we start:


Keep Your Customers Close By

Think of your business like a neighborhood. A cozy one, where everyone is friendly. And they all know you.

That’s how you bring buyers in and keep them. Visit them–don’t wait for them to visit you. Give them small gifts. Say ‘hello’ often, even if you’re passing by.

Make it clear that the neighborhood wouldn’t be the same without them. And they will feel the same about your company, again and again.


Time for Good News?

I’m often asked to help owners overcome a deficit or problem that is holding their company back. Once we do our work, they see great results. They tend to like talking about their success.

What if you are enjoying success in some areas? Do you circulate your good news, or do you just think that’s business as usual and don’t bother?

I recommend that companies broadcast their good news often. It’s especially valuable to let people inside the company know the good news. And your customers will feel validated that they’ve chosen your company.

The time for good news is now. What are you waiting for?


Do You Understand the Power of A Catalyst a Day?

What would change in your company if you arrived at work each day with a new catalyst in hand?

Catalysts are persons or things that precipitate change. Think of a catalyst as a stimulus, a spark or an impetus. Bringing new catalysts to your company daily would create huge momentum, wouldn’t it?


Is It Time for Refresh?

New website, new book, new ways of working– all of these are refreshes for my company. The essence of a refresh is building on what’s already working. You create news paths in and around. You metaphorically open windows to let fun and light in. You clean out dead wood. Years ago I was inspired by … Continue reading Is It Time for Refresh?