I hear many people make excuses for postponing selling or giving presentations because they are concerned that they aren’t quite ready. Not being ready is a bad excuse for postponing success. The concern I often hear is that people don’t feel ready because they are worried their sales pitch or presentation won’t be perfect. Typically,…
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In just more than three short weeks, we’ll be saying “so long” to 2016 and welcoming in a brand new start. As the craziness of December slows down from a boil to a simmer, and when you finally get to catch your breath, you realize the reset button gets hit, and soon you’ll be starting…
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Hopefully, by now, you know that you cannot just be a product source and expect to command a premium price or a loyal customer base. Quite simply, if you don’t want to be commoditized, don’t be a commodity. Think about why your customers buy, and work to give them a reason to buy from you.…
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Competitive research is important, but it can be hard to find time to do it. Trusting someone else to summarize for you can leave important holes in your understanding of competitors’ strategies and processes. I want to make sure I’m clear about who I am and where I fit into the marketplace, as well as…
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In my last article, I discussed the No. 1 reason why most people in our industry aren’t rich. In that article, I stated that there is no good reason for people in our industry to make less than $500,000 per year income unless they choose not to. To some, that may sound like a lofty,…
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Question: What do you know about buying groups? Answer: There are variations of buying groups in our industry—from a couple of distributors banding together loosely to companies that offer other services and approaches. To answer this question fully, I went to Jamie Coggeshall, president of AIMastermind (AIM), a group that purely is a buying group.…
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There’s one reason why most people in our industry aren’t rich. At the end of the day, the business we are really in is the “know, like and trust” business. That’s right. Our real job as industry professionals is to get people to know us, like us and trust us. It’s true if we are…
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Research has shown that the right promotional products can elevate your prospective customers’ opinions of your products. However, selecting the right gift isn’t always easy. Balancing desired outcomes, messaging, branding and costs can be a nightmare. Successful promotional products are not only relevant to your brands, but also to your customers. Your ultimate goal is…
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This is what you clients want. This is what your staff wants. This is what your colleagues want. This is what baby boomers want. This is what millennials want. This is what my kids want. This is what my wife wants. This is a nearly universal truth. People want to be heard. Listen. Listening is…
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It’s not the product itself that provides value, but it is how the recipient uses and perceives it that influences branding and promotional efforts. You can assume that swag is a cheap and expendable marketing tactic, or you can leverage every impression possible and evoke valuable emotions in your customers and clientele by choosing the right…
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