Communicate Your Way to the Culture You Want

Dec 17, 2024 | Leadership Development, Sales, Marketing & Customer Service

We’ve heard for years, and possibly for decades, that communication is critical for leadership success. Okay. We know that. But then why do so many of us continue to struggle with it? Why is communication critical for a leader to be effective, to achieve the goals needed, to develop the financial results expected, to delight customers, to initiate and not constantly react to change, and to create companies associates WANT to be a part of, engage with, and stay with? Why is communication, and...

Is Your Business Ready for an Open House?

Aug 17, 2021 | Sales, Marketing & Customer Service

For most individuals who have shopped for a home, the experience of touring various homes is enlightening. There are invariably homes that we view that are over our home purchase budget. There are homes that are under our budget. And, there are homes that fall within our budgeted range. Typically those well above our budgeted range have more space, higher quality and more amenities than we’ve asked for or had even considered! Yet, we immediately start to dream of how amazing our lives would be...

How Far Do Your Customers Say You Clear The Performance Bar?

Sep 22, 2020 | Leadership Development, Sales, Marketing & Customer Service

In just the past few days, how many times have you been disappointed in the quality of service, responsiveness, and basic courtesy you’ve experienced? If you’re like me, it’s happening more and more often, and it’s so prevalent, that it’s becoming the norm. The level of service or performance we’re experiencing more often than not, is so low, our expectations of ‘good’ service have also been lowered. The level of service or performance we’re experiencing more often than not, is so low, our...

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...