The 5 best ways to alienate your clients

Learn from your mistakes, examine your failures, and begin with your blunders.  We all know the importance of doing things incorrectly, as a way to learn to do them correctly. Thomas Edison is credited with saying: “I didn’t fail. I just found 2,000 ways not to make a lightbulb”.  Let’s embrace the value of finding…

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Three things you don’t do, but keep talking about

There are good ways to talk about your business, and there are bad ways to talk about your business.  The good ways make people understand what you do and want to work with you.  The bad ways leave people confused, uninformed, or bored.  The following are three bad ways to talk about your business: while…

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Why your clients will choose you again next time

Your clients have options.  They don’t have to buy from you. They don’t have to choose you. They don’t have to call you.  There are plenty of other people and businesses that will gladly take their calls.  What can you do to make sure you are their first phone call time after time after time…

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The best way to build your client description

What do you want to know about your best customers?  When you are looking for your ideal customers, how do you know who to look for? Demographics are only relevant if they are relevant. And in so many cases, they are not.  What you most want to know about your best customers is not their…

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Three ways to measure customer satisfaction

“Our customers love us, we have never had a complaint.” Ahem.  The speaker, here, is drawing a rather unscientific conclusion. Just because clients have never complained, does not necessarily mean that they love the service they are getting.  To be able to say “Our customers love us”, collect some empirical evidence using one of the…

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What do your clients do after you leave the room?

There is no fadeout, no ending music, no rolling credits.  After you leave the room, your clients’ lives go on, just like your life goes on.  So what are your clients doing after you leave the room? And why should you care? Nobody wants to buy your product It’s a common refrain on this blog. …

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How to pick the worst clients

If a strategy is about knowing what not to do, then client profiles are about knowing who not to target.  Much of this will happen as a process of exclusion as you build your Customer Profile.  But that is not enough. There are certain traits you want to look out for, that make universally bad…

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Where do you get your best ideas?

A global pandemic is a rare and unusual form of disruption.  Although the whole point is that we never see it coming. Disruption comes from unexpected places, and even hindsight is often short-sighted on learning its lessons. Let’s walk through three lessons from three highly disruptive episodes of recent business generations.  Disruption story one: Uber…

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Unique Value Proposition or Unique Sales Proposition

What is the difference between a unique value proposition and a unique selling proposition? This question has come up several times in the last few months.  And the truth: there are varying views on this.  But the most common consensus is:  A value proposition is about your client A selling proposition is about you Unique…

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New Course: Why You Need Customer Profiles

In the video below I tell the story of a business who went after any client they could. “After all”, they told me: “We are a new business and we need to grow”. Find out how that went for them, and why building customer profiles saved their sanity, their success, and their business. And then,…

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