Whoever is going around teaching people to use “grab a coffee” as a reason for getting entrance to a meeting with them needs to stop. Worse yet, “I’ll buy you lunch,” as if they’re doing me a HUGE favor. Last month I received multiple SPAM e-mails similar to the one below: Hi Robin, my CTO and I will be in …
In last week’s blog I explained why you should be using direct mail in your business. Now, a different list: a list of the MOST COMMON MISTAKES I see with direct mail. Most dabble and sloppily, hastily put their campaigns together – but direct mail is NOT a media you want to be careless about due to the work and …
This week and next, we’re taking a look at a marketing topic I know really well AND have made millions from: direct mail. Yeah, I know. Pfui. I just lost about 80% of the readers who saw “direct mail” and went back to scrolling Facebook or Instagram. So sad. If only cat memes put money in the bank… I consider …
Halloween is upon is, as is my final installment of scary business stories. This week is a lesson in spooking your own clients. Because the need for IT services can be easy to shrug off until you’re faced with disaster. A force of nature hits and they’re not properly backed up. A “ghost” clicks a link in a phishing e-mail …
What does every SMART marketer dream of? An offer so good it brings in quality clients in droves. I recently received a piece of mail that came SO CLOSE, but, alas, their campaign fell short of what it could have produced. This week I share with you the “Tale Of The Dead Marketing Campaign.” The postcard was mailed in an …
As a lover of Halloween and all things spooky, my favorite time of year is here. But there are things that truly frighten me, like bad business practices. So gather ‘round for the “Tale Of The Lost Prospect.” Often we’ll get this e-mail from a member: “I ran the X campaign and got Y leads, but none of them closed …
Last week I revealed to you that the secret to above average results in your business is the care, development and management of your list. Now that you know the secret and you’ve had some time to think about it, you’re probably wondering what you can do to make your list a true asset. Here’s a quick list of disciplines …
Harken unto me as I reveal THE secret shared by highly successful entrepreneurs, sales professionals and marketers that is completely missed by the masses. This IS the difference between businesses that enjoy above-average results and even extraordinary success and the vast mediocre majority. What is it? They are obsessed with the care, development and management of their LIST. Without a …
From sales expert Jack Daly: there’s hardly anything that goes on in a sales call that couldn’t be anticipated before one’s arrival. I would modify that slightly: there’s hardly anything NEGATIVE that goes on in a sales call that couldn’t be anticipated and PLANNED FOR before one’s arrival. A couple of years ago at the Chicago Roadshow, mid-morning the first …
I was recently reminded of brilliant direct marketer Axel Andersson, a Swede who moved to Germany and later the US and who ran a hugely successful home-study school in Hamburg, Germany, before coming stateside. Axel hired one of his successful students and put his office right next to his own so he had to walk past his office every day. …
