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...

Are Your Customers Outgrowing You?

Apr 16, 2019 | Strategic Planning

Hmmm. Another customer just selected a competitor for their next project. That’s the third time that’s happened this quarter. Like the others, you thought you’d worked well with the customer. So why didn’t this customer choose you again? It must be the new CFO that joined their company last year. She’s probably forcing them to use new vendors. She obviously doesn’t care about maintaining successful working relationships. It’s obvious she only cares about saving money and not the value of...

Grow Your Business: Market Someone Else’s

Dec 10, 2017 | Sales, Marketing & Customer Service

I just completed helping one of my small business clients (let’s call him Ted) with his sales and marketing quandary. He really doesn't like making phone calls or talking with clients to identify additional ways he can help them; it’s just not something he’s ever been comfortable doing. He has said to me, “I can sell for someone else, just not myself.” Obviously, that mindset is not a good one to have when you own your own business, but how can you work around it if you don't have a sales team...

Are You Working Your Sales Process?

Aug 5, 2014 | Sales, Marketing & Customer Service

Having and following a consistent sales process allows you to easily move through the process as you transition leads to prospects to satisfied customers. Here's a basic 10 Step Sales Process I've shared with my clients. Clarify Your Unique Selling Proposition (USP) - You need to be able to quickly, clearly and confidently answer the question: "Why should I do business with you?" What's different or special about you versus every other company out there that does basically the same thing as...

"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...