Create a Better Work Environment – Redeploy Your Talent

Feb 22, 2022 | Leadership Development, Strategic Planning

I try to notice trends in what my clients are facing. Last week presented a trend I couldn’t help but notice: Three of my clients were tired, frustrated, and struggling to please customers’ shifting and very challenging demands. My clients weren’t happy. Their team members weren’t happy. Their customers weren’t happy. No matter what my clients tried to do to please their challenging customers, it wasn’t enough. My clients’ team members were burning out. Team members were starting to quit - and...

"Sell" the Benefits Your Work Provides – Not the Products & Services

Jul 8, 2014 | Sales, Marketing & Customer Service

Most people buy on emotion: They want something that will make them feel good or take a problem, issue or pain away. People (& businesses) buy products & services because they want the BENEFITS or RESULTS those products & services provide. Newlyweds don't get excited because they "got a mortgage." They get excited because a mortgage will allow them buy their first home. Be able to quickly and clearly identify at least 2-3 benefits or results each product or service you offer...

Don’t Work So Hard: Target to Grow Your Pool of Tier 1 & 2 Customers

Jul 1, 2014 | Sales, Marketing & Customer Service

If you want to increase your customer base, be smart and target the types of customers you really want. Tier 1 Customers are your ideal & highly profitable customers. They bring new needs to you to service -- typically because you have an established track record of successfully helping them. They challenge you to learn, stretch & grow -- profitably. You want to PARTNER with this type of customer for mutual growth. (Identify and share characteristics of Tier 1 Customers...

There Is No Magic Pill

Jun 12, 2012 | Sales, Marketing & Customer Service

I provided a seminar on Business and Marketing Plans for a group of senior managers recently. At the end of the session, during our final question and answer session, one attendee said, "I understand the value in everything you've shared today, but what can I do to increase sales right now?" Good question. I'm sure others wanted to know the same thing. I wish I had a sure-fire, guaranteed-to-succeed answer. But I don't. No one does. And if someone says they do, be very careful. Because if...