When I was building my companies, I often would ask myself the question, “Why would someone want to do business with me?” I surprised myself with the many answers I came up with. But the one that always resulted in customers was the “Attraction I set up for them to become my customer.” It doesn’t […]

24.7.365 That is the minimum acceptable availability time you should offer. Ever order anything on the internet after 10 o’clock at night? Of course, you have.  Everyone has. Could you have gone out to the store at 11 o’clock at night? Or bought that toy at midnight? People buy automobiles nowadays at 1am and think […]

If you are a relationship-oriented business owner, there are three essential elements to making a sale. If you are missing one element, you either won’t make the sale or possibly wish you hadn’t made the sale at some point in the future. The three elements are Chemistry, Timing, and Money. Chemistry is a rapport or […]

One of the main reasons “customer satisfaction” is a meaningless statistic is that it is not predictable, let alone measurable, as related to business growth. Right about all customer satisfaction people, from marketing to award companies, are saying to me that I am a “know-nothing” human who has no concept of business. “You must have […]

For any small business owner to be successful, their online presence needs to be strong. Here are some words that come to mind when you are trying to build an online presence. Overwhelming, daunting, frustrating, and stressful. I’ve heard this from many whom I’ve talked with. Not only is everyone competing for customers’ eyes and […]

The welcome message you send to subscribers after they sign up for your mailing list will be the first email they receive from you. The question you have to ask yourself is, “Is it making the right first impression?” As a business owner, you know how important a first impression can be. Whether it’s the […]

I think I’ve been a salesman most of my life. I started selling very early in my life and there aren’t too many days since that I haven’t been selling. There are times I think I’m very good at selling. Over the years I’ve been paid very well to train others in my sales techniques, […]

There is an old adage, “When everybody’s your customer, nobody’s your customer,” and it is absolutely true and very important. Only giant companies have the resources necessary to market a product or service to everybody who can buy it, and it is a terrible mistake for small companies and entrepreneurs to market “broad.” When I […]

My insurance agent came over last week to update my portfolio of policies.  I like to make sure I am more than covered. I consider insurance an asset, not an expense. Peace of mind and protection, not a cost. I also consider insurance among the toughest sales in the world. No one wants it, and […]

Sometimes people ask me if they should have a statement of purpose. My response is sure, a statement of purpose is a good thing. And, if you really want it to have some punch and meaning, you need to start with the big picture. A sense of purpose or a feeling about your purpose is […]

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