The highest leverage client retention tool yet!
Published September 10, 2008 | 
What do your clients think about you, but aren’t telling you? What comes to their minds when they think about making an appointment with you? What do they unconsciously know they can count on from you?
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Posted in Advertising, Branding, Customer Service, Marketing, Sales | 
Branding, consistancy, Honor, Integrity, Marketing | 
1 CommentMarketing after the sale?
Published September 7, 2008 | 
The cost of acquisition of a new client can be very high, both in $$ and your resources and yet the typical practice/firm puts out 80% of it’s marketing effort towards acquiring new clients and only 20% on existing clients. Marketers in the know – know you should reverse these percentages. The fact of the matter is you’ve already made the investment to reach your existing clients, develop a trusted relationship with them, and proven your value to them. – But – do they know how else and in what other ways you can serve them going forward?
Posted in Advertising, Branding, Customer Service, Marketing, Sales | Branding, client aquisition, Marketing, referals, Sales | Leave a commentRaise your rates, increase the value of your brand AND make more money!
Published September 7, 2008 | 
Several years back I had a tech consulting practice. It was reasonably successful ie. I was making a living. There was only one problem. I was running around like a chicken with my head cut off, working 60 to 80 hours a week, and frankly I was burning out fast. I was very much a generalist and charged an hourly rate that was a “bargain” in comparison to many of the other practicing generalists in my area. In short I was working my tail off for a modest income, and really didn’t enjoy working with many of my clients, most of which I struggled to get paid from, and I was doing an awful lot of unpaid work because I didn’t understand my own value….
Posted in Branding, Marketing, Sales | billable rate, brand value, Branding, Marketing, pricing | 1 CommentInvite people to attend the tradeshow where you’re exhibiting
Published September 5, 2008 | 
Ok, so you decided to bite the bullet and shell out the investment for a trade show exhibit. You got yourself a nice backdrop, table display, handouts, etc. You showed up on time, and “manned” the booth from opening to closing waiting for people to walk up to you. Now I’ll bet you’re very disappointed with the results. What did you miss?
Posted in Advertising, Branding, Marketing, Trade Shows | Branding, exhibiting, Marketing, Trade Shows | Leave a commentFlip every objection into your value – bring it up before they do
Published September 5, 2008 | 
Ever engaged a new client, enrolled a new customer in a service, or sold a new customer a product, only to have the customer back-peddle or worse – cancel after making a purchase commitment because they said – “You didn’t tell me…!!!”?
Posted in Branding, Customer Service, Marketing, Sales | Marketing, objections, Sales, trust, value | Leave a commentPeople trust, enjoy, prefer (and ultimatly BUY) what is familiar
Published September 5, 2008 | This is an interesting marketing thumb rule in that it speaks volumes to how people make decisions about what and when to purchase, and where and/or whom to purchase from….
Posted in Branding, Customer Service, Marketing, Sales | consistancy, Customer Service, Marketing, Sales | 1 Comment
