When all things are equal, you better change the equation. You gotta have a competitive advantage. You need to stand out. You need to know exactly what your clients want. And then you need to deliver it.
Read MoreWhen All Things Are Equal
Tag: Trade publications
How Can I Make It Happen? (Ask “How” Three Times) Part 6 of “Get Curious About Your Business”
Strategies set your direction, values, culture and actions that will make your dream business a reality. You can’t just “wing it.” You need to decide how you will nurture and cultivate the reality that you desire. You need to ask yourself “How?” three times.
Read MoreWhose Fault Is It?
Even as a commodity, what we sell is a branding and awareness-building staple. It’s fascinating to me that those who degrade our industry with fervor STILL use these products.
Read More8 Questions to Ask Every Client
If you want better answers, ask better questions. It is impossible to serve your clients and create value for them unless you have a thorough understanding of their organization.
Read MoreThink Like Your Client
Getting out of the commodity game requires hard work, thoughtful work and requires learning new skills and work habits. You need to learn to think like your client. You need to move from being a source to becoming a resource.
Read MorePrescription Without Diagnosis is Malpractice
How often do you sell something just to make the sale? How often do you approach a supplier at a show and ask “Whatʼs new?” Do you ever show your clients something because you get a special bonus or extra profit for selling it?
If so, you are lucky that no one ever gets sued for malpractice in our business. If so, you are a part of the problem that causes our industry to be perceived as the “t” and “t” words (or worse).
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