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…

Read More

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…

Read More

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…

Read More

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 More

Don’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 More

Contact 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 More

Hello 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 More

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…

Read More

How 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 More

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…

Read More