There are people in my markets cheaper than me and there are people more expensive than I am. When people ask me how I am priced, I would say I am “mid-to-high range”. I don’t really sell on the price as much as the value that TMT is giving you. A great pitch to clients is: “Would you rather have …
In case you have not seen this lately, insurance companies are showing up with their own security teams. The other thing that we’re seeing out there is insurance companies are scanning your largest clients and then sending them a nasty note, basically talking about dropping their policy. They’re telling YOUR clients that they will drop their insurance coverage if YOU …
So one of the things Dan Sullivan has and I’m going to share it with you, is the four C’s. They’re like the four steps. I’m calling them steps to mastering a new capability. You’re talking to an entrepreneur who started her business without two nickels to rub together. I had to barter to get a website done because I …
In marketing, you’ve got to be able to segment and pull a list appropriately. A bad list is a lot like bad hygiene- they don’t have email addresses, phone numbers, or job titles. There’s a lot of missing/wrong data, buying history and everything else. When you look at any campaign, you can’t say it’s just one element, because really marketing …
I had a client who owns an IT Services Business ask me a question that comes up a lot and I thought I’d share my response. The question was “If I want to get email names and addresses for marketing purposes, where do I go to buy that list?” First of all let me say, I do not recommend cold …
There’s an old sales joke about a hotshot sales guy sitting down with a little old lady to sell her a new heater. He tells her all about how the heater is made in America and has the highest-quality ratings for efficiency and safety, about the BTUs, construction, warranties and other features. When he finally shuts up, she says, “I …
From AdWeek: 62% of small businesses see NO return on their investment in Facebook. From Forbes: 44% of businesses can’t even measure social media ROI. Despite this, according to a survey from the Manifest, 63% of small businesses plan on increasing their spend on social media (!). One social media “expert” commenting on this said that “not all social media …
As the casualties on the business battlefield start to pile up with the sudden forced cessation of business by the government, restaurants are taking a hit and many are closing their doors, never to reopen. However, in the midst of all this, one Seattle restaurant owner is THRIVING, with sales DOUBLE what they were the previous year, forcing him to …
As Ogilvy famously said, “On the average, five times as many people read the headline as read the body copy. When you have written your headline, you have spent 80 cents out of your dollar.” John Caples wrote, “If the headline is poor, the copy will not be read. And copy that is not read does not sell goods.” All …
Much of our society incorrectly describes small business owners as “entrepreneurs.” But as Gerber famously pointed out, most entrepreneurs are not entrepreneurs at all – they’re technicians suffering from an entrepreneurial seizure. Nothing is truer in our industry, where most (roughly 80%) are self-employed with helpers, generating under a couple million in sales, who are busy doing it, doing it, doing …
