The banking industry has caught its share of flack for the industry’s part in what has come to be known as “The Great Recession.” Not without cause, mind you, but virtually nobody saw what was coming. With the exception of a handful of people such as Steve Eisman, Michael Burry, and Greg Lippmann (read Michael […]
Read MoreWhen we speak of mass marketing, advisors often turn up their noses. “We don’t use telemarketing or direct mail,” they say. Mass Marketing is defined as, “Broad-brush, unfocused attempt to appeal to an entire market with one basic marketing strategy utilizing mass distribution and mass media. Also called undifferentiated marketing.” (www.businessdictionary.com) The problem with mass […]
Read MoreOften, sales technique or lack thereof is subtle. Recently I attended a business luncheon in St. Paul, Minnesota at a rather well-known restaurant. Significant business transactions are some of the main fare at this establishment, known for fine food and deal-making. While waiting for my client, a party was about to be seated, and the […]
Read MoreThis Memorial Day weekend, I hope you enjoy the time off, and relax with family & friends. But please remember those who served and made this holiday weekend possible for all of us. The following poem, written after WWI by a field doctor, tells of the cost and the reverence that should be accorded the […]
Read MoreTraditional client appreciation events often are inexpensive banquets at best and poorly masqueraded sales seminars at worst. Either one can serve a useful business purpose, but consider hosting a slightly different client event – a event based upon “purpose.” Recently I visited with a financial advisor in the mid-south who takes a novel approach to […]
Read MoreWhat does it take to be successful in sales? Some say the most important thing is Enthusiasm. en·thu·si·asm n. Great excitement for or interest in a subject or cause. A source or cause of great excitement or interest. Archaic Ecstasy arising from supposed possession by a god. Religious fanaticism. While you need to have a […]
Read MoreLinkedIn® provides professional services marketing and sales people with a wonderful tool for building and expanding relationships and growing business. Consider the following tips for maximizing the use – and profitability – of one the top business building tools on the Internet. This daily game plan has 8 steps and takes 15 – 20 minutes. […]
Read MoreMarketing is serious business, and you should always be serious about serious business. Yeah, right… Logan Crawford portrays a comical news anchor in a series of TV commercials for AT&T’s the Backflip, from Motorola. Crawford is seen “reporting the news that’s important to you…” with impeccable sources such as Facebook and Twitter. The key feature […]
Read MoreOne of the factors that differentiate things that we succeed at, and things that we fail at, is focus. In the workplace, if you manage or even work with others, you know how critical an ability it is for a team to focus. Focus is critical for client meetings as well. Ever come out of […]
Read MoreLast evening I had the privilege and pleasure to be in the audience for the National Speakers Association – Minnesota Chapter meeting. Professional speaker Phillip Van Hooser, CSP, CPAE spoke on building a business and serving clients. He spoke from the heart, and has demonstrated every single principle contained in his presentation. Phil spoke of […]
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