Four Common B to B Selling Mistakes

If your company sells primarily to business customers, then it is likely that you experience occasional disconnects between the marketing you invest in every month, and the sales presentations made by your “people in the street.”  This is common, in…

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Designing a Business Networking Campaign—Part 3

I want to finish this discussion of creating a business networking campaign by giving you seven additional components of your toolkit for this marketing effort.  Remember, this is not intended to be a complete list of items needed to market…

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Designing a Business Networking Campaign—Part 2

In Part 1 I introduced the concept of a networking campaign.  That is, an intentional, pro-active effort at using business networking to create and sustain “trusted sources” that can become referral partners with you and your business. Today I’ll introduce…

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Designing a Business Networking Campaign—Part 1

An enduring lesson from the growth of social media in the past ten years is the reality that people rely more on recommendations from trusted sources than they do from advertising.  Yet, most business owners focus their marketing efforts on…

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Defining Your Target Market

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Do You Have a Story? Part 2

Today I want to continue with the idea of creating your personal origin story. Here are some tools you can use to develop your own personal narrative. Remember, the purpose of your origin story is answer the question “Who Are…

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Do You Have a Story? Part 1

If you carefully listen to keynote speakers at a conference, product pitchmen on cable TV, even the guest speaker at a service group luncheon; you will notice one thing that they all have in common: a story. More specifically, a…

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Engaging Emails—3 Techniques

It is easy to fall into a rhythm (or rut!) with your email newsletter or auto responder system. Keep sending the same type of message repeatedly and you’ll bore your audience to the point where they won’t even open what…

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Strengthening Customer Loyalty—Part 2

In my last post I began a discussion of some specific techniques you implement to enhance the relationship with your current customers. Here are some additional steps to consider: Know the stages of customer loyalty. Many businesses try to move…

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Strengthening Customer Loyalty—Part 1

So much of the time as business owners we focus on generating leads and finding new customers. Intuitively though, we know that it is far less expensive to keep an existing customer than to find a new one. Today and…

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