Posts Tagged ‘sales tips’
This one is all about you
Let’s talk about you. “Best of the year” lists can sometimes seem a little self-indulgent. But really: when I am looking at the content you consumed the most this year, it is telling me something about you: what you are interested in, and what you are working on in your business. So let’s get down…
Read MoreDon’t tell me: show me
Raise your hand if you do not sell a quality service. Hmm, it doesn’t look like anybody is participating. I suppose everybody here does offer a high-quality service. And that’s exactly the problem. If it is true for everybody, then it means nothing to anybody. There is no such thing as quality Because if it…
Read MoreContact forms: a story in three parts
“Contact us” “Click here to connect with us” “Request a demo” “Schedule a call” And all the other calls to action that we put on our websites. That might be where the website journey ends for our visitors. But it is only the beginning of our story together. Lead generation is more than a click…
Read MoreHello client, I’d like you to meet my value proposition.
You have your secret ingredient now, and you know why the scrambled eggs you offer your clients are worth going out for. That is half of your work complete. Because your restaurant (or whatever service you offer) is only as good as your clients decide it is. Now, to attract those clients whose favorite flavor…
Read MoreHow 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…
Read MoreHow easy is it to buy from you?
It was a fine, sunny day, warm with a breeze, and perfect for spending time outdoors. The coffee carts were lined up along the street, right outside the park. The hero of our story decided to approach one such cart and order himself a coffee to drink while he worked outdoors for a bit. He…
Read MoreUnique 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…
Read MoreNew 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,…
Read MoreDo you know what your clients want?
Your clients know what they want. To get what they want, they need something: you. You know what they need, which allows them to get what they want. (If this doesn’t sound familiar, see the link above). Now let’s make sure that you understand what your clients want. How Let’s start with how your clients…
Read MoreWhy You Have To Always Sell Three Things
What you do is all about customer context, how you sell is all about customer buying habits. But at some point: you do have to talk about yourself. Once your prospects are moving through that buyer’s journey, they will want to know what to expect when working with you. They already know – at least…
Read More