Early in my career, I called on a client who was a friend outside of work. No one frustrated me more in the business arena. I would present to her on a Friday afternoon; she’d give me feedback that my proposal looked great and she would work on putting her plan together over the weekend and get back to me Monday. I would come in Monday morning to a voicemail that she was sorry she wasn’t able to buy my proposal … maybe next time.
WHAT? How could everything look great Friday when I was the last to present, and now I’m out? You can be honest with me; give me the straight feedback as to what I could have improved with my proposal so I know for next time. I never got it, so I operated blindly for future presentations.
Stated or unstated, a brand promise is what customers expect from your company — and you.
Sometimes, your customers are unhappy because your brand promise doesn’t match up with your delivery of that promise. In other words, your actions don’t match your words. Or, said another way, the company is not a “man of its word,” sometimes exposing enemies deep in the heart of the organization. (more…)
If you’ve been in business for any amount of time, regardless of your title, you’ve likely been in engaged in a sales conversation. Whether you were actually presenting a solution and asking for money, influencing your employees or negotiating with a vendor, these are all sales situations.
There are three things that you can implement in your business immediately that will start to improve your sales conversations, your relationships and the trajectory of your business. (more…)
As one of our oldest institutions, the mail process has surprisingly been able to maintain an air of mystery for many of us. How much will this cost to mail? How long will this take to get there? Will the packaging hold up?
In a world reliant on ROI, these unknowns can quickly squash the soundest direct mail strategies—and that’s even before we’ve received pushback from our printer.*
Unconventional ideas will always be challenged, as what’s standard and comfortable is usually cheaper and easier. (more…)
I want to challenge your thinking about what e-commerce is.
Projections from almost all e-marketing researchers are predicting rapid worldwide e-commerce growth through 2018, with no signs of slowing down. In 2016, e-commerce estimates were around $1.6 trillion, and that’s expected to grow to upwards of $2.5 trillion by the end of 2018.(more…)
A quick search on Google and you will find millions of entries on the topics of pricing psychology and pricing strategies. I have elected to recap strategies that, at the very least, most retailers should consider to determine price.(more…)