Put an iPad or other tablet in a child’s hands and — voila! Quiet contentment, sometimes for hours. There’s no mistaking the power of video to capture children’s imaginations. And if we’re honest, we know video has the ability to attract and hold our attention, too, especially considering the binge-watching phenomenon of the streaming age or just our old-fashioned love of movies and TV shows. It’s no wonder, then, that…
Q: How do you nurture a lead along when the prospect is not ready to buy yet? What tips do you recommend? A: I really appreciate your using the word “nurture” in your question. One of the three most important words in professional selling is nurture, nurture, nurture! Most salespeople feel pressure to push, prod, convince and cajole their prospects into doing something. In essence, they transfer the pressure to…
It’s hard to see through the forest when you’re in the middle of it. Just like in life, the marketing perspective from the outside is often clearer than from the inside.  We have experienced this over and over again with our clients—they become so hyper-focused on the details of their businesses that it becomes difficult, if not impossible, to see the bigger picture. Getting an outside perspective can provide much-needed…
“When opportunity knocks, answer the door.” Sure, it’s good advice. I think it means keep your eyes open and don’t be afraid to take risks to capitalize on possible opportunities. However, there is something about this phrase that I take issue with; it subtly suggests that if we just go through life and, as long as we pay attention, opportunities will fall in our lap. We have all heard stories…