There’s a lot of truth to the saying, “If you want to be heard, say something worthy of my attention”. The image to the left was part of a sidebar on a blog where the ‘offered information’ is highly relevant to the ‘Ideal Client’ or ‘target audience’ who’s seeking to use their telephony more easily […]
Systems. That very word sounds so technical, doesn’t it? It conjures up images of NASA engineers sitting around small screens, white-shirted people in black glasses hunched over drafting tables, in large worksites, in small communities of connected cubicles. What IS a System? In the end, a system is just a group of related elements and […]
After a week of being out of computer due to a myriad of mundane mistakes that produced a major disruption in my life, I’m back. Thankfully. Learning What Motivates Clients Today, I want to recognize an insight prompted by a Duct Tape Marketing Colleague of mine in Davenport, IA — AJ Perisho. (Check out his […]
In the end, clients want . . . a valued result. That’s what they’re buying from you. How you make that desirable result happen for a client, while important, is less critical to generating a client than understanding what they want and why that’s important to them. “I’m Getting a New Knee” Some years ago, […]
There’s such a DIFFERENCE! Skilled Expert: Going DEEP Like most of us, you probably began your working career in some field — e.g. law, accounting, financial planning, etc. and developed a professional reputation and regard for ‘knowing your stuff’. Expertise in your primary field is a foundation . . . on which to build your […]
Theoretically, you could walk into a Best Buy store and buy a Sony flat-screen TV. The location of the store really doesn’t matter. The salesperson who helps you shouldn’t matter, either. And THAT . . . is a big reason why Best Buy refers to the people it serves as ‘customers’ and not ‘clients’. It’s […]
There’s an old joke that goes like this: Two affluent ladies are meeting for lunch. One of them, who’s about to have her home remodeled with a professional decorator, asks the other, “What’s the difference between a bathroom with a motif and a bathroom with a theme? Her friend, who’s been there / done that […]
The fourth function in your client development process is . . . CONVERTING. Some call it ‘Selling’ or ‘Closing’. It’s critical to the ultimate outcome you’re seeking — i.e. to go to your bank with a lot more more money than you’re putting in there now. I just returned from a business trip from […]
The third function in your client development process is . . . CULTIVATING. People Have The Attention Span of a Gnat You know it’s true. We are being deluged with 3,000 – 5,000 messages bombarding us on a daily basis. It’s daunting! And, it’s so easy to simply tune out anything and anyone who does […]
The second function in your client development process is . . . QUALIFYING. Having The Right People Is a Good Thing As you know, the real difference between your potential and your profits are the people you serve. In terms of people, there are two key factors you’ll want to use to help you decide […]
BILL DOERR, CCO860-798-6964