Eight Key Ingredients to Build Customer Loyalty

An ongoing challenge for any company is the retention of customers. Getting new customers costs much more than maintaining ones already doing business with you. These eight ingredients for building customer loyalty will produce dramatic results!

Take the Pain Out of Proposal Writing

You probably accept proposals as a necessary evil of doing business with bigger companies. Unfortunately they are sometimes required during the sales process, so instead of facing the task with dread, heed these tips to make proposal writing easier and more successful.

Selling Professional Services

The logic of selling professional services is simple. If you meet the right people, stay in front of them by being helpful, and remind them of what you do from time to time, work will follow. But that task is not as simple as it is stated. Read more from Ford Harding, author of Rain Making.

Public Relations Marketing

Public relations should be an integral part of your company's ongoing marketing plan. But the way you execute your PR campaign depends on what your goals are. Read more >>

6 Secrets of Great Negotiators

If you're in sales, you probably have to negotiate with customers. But most salespeople aren't as effective at negotiating as they could be. Read this article to find out what characteristics the best sales negotiators have in common.

Keeping Up with Your Customers

Have you ever been blindsided by changes in your customers? Have you ever felt that half or more of your marketing dollars are wasted? Were the surprises and the waste really unavoidable? Find out how you can reduce the impact when your customers change their buying habits in this article from Adrian Slywotzky, author of the new book The Upside.

The Most Important Rule for Better Marketing Results

Effective marketing can make your business or organization almost a household word in your community. It can push your revenue through the roof. And it doesn't have to cost a fortune... but it's not going to happen overnight. Read more >>

The 5 Types of Shoppers

Retail marketing is often driven by the desire to attract more new customers. Though new customers are necessary to keep a business thriving, certain groups of customers are more likely to spend with you than others. Focus your marketing on them and you will reap higher profits. Read more >>

Your Brand Is Everything

Just because you aren't a huge corporation with worldwide recognition doesn't mean you don't have a brand. Even if you are a one-man operation, you have a brand and it is of utmost importance to your business. Find out what your brand is saying about you in this article from Joe Calloway, author of the new book Work Like You're Showing Off.

Turn Customer Complaints into Assets

If your business has customers then you will eventually have to deal with complaints. Though it's no fun to be on the receiving end of an unhappy customer, it's actually a great opportunity to improve your business in ways you wouldn't have thought of on your own. Read more >>

Avoid These Six Telephone Mistakes

How do your telephone skills stack up? If your customers aren’t impressed by you on the phone, they can switch businesses by merely hanging-up and dialing the competition. Are your practices winning or losing customers? Take the test and find out.

Secrets of a Successful Marketing Partnership

Looking for a way to increase your marketing capabilities?  Marketing partnerships are a powerful way to expose yourself to customers you might otherwise never reach. Find out how you can join forces with other businesses to create a successful marketing partnership >>

Super-Size Your Sales

Many salespeople are so relieved to be making a sale that they avoid offering add-ons or upgrades. But you are actually doing a service when you tell customers about accessories and enhancements for their purchases. Read more >>

10 Ways to Grow Your Business One Customer at a Time

Putting all the focus on the merchandise in your store, or the services your corporation offers, leaves out the most important component: each individual customer. Keeping those individual customers in mind, here are some easy ideas to remember.

The 7 Myths of Selling

Whether you're selling for your own business or someone else's, there are seven common myths that can trip you up. Discover what they are and how you can avoid falling prey to them in this article >>

7 Easy Steps to Follow Up by Phone

You know how critical it is to follow up your initial contacts or mailings with a personal phone call, but somehow your list of calls to make always seems to get longer instead of shorter. Why not make this the month you get off the dime and get on the phone? Here are seven steps to make it easy for you.

How to Get Your Share of Government Contracts

Looking to bring in new business? Then you're probably on the watch for government contracts coming up to bid. If you're not, you should be--even if you're not going to bid on them directly yourself. Here's a guide for getting started in government contracting >>

Would You Want to Call You?

What is your attitude towards a ringing telephone? Do you consider it an interruption of your busy day or the source of potential business? The way you answer your phone is likely the very first impression your customer has of you. Are you making it a good one? Read more >>

For Better Sales Copy Take a Tip From Zig Ziglar

In his keynotes and recordings world-class motivational speaker and sales trainer Zig Ziglar often talks about the importance of having meaningful, specific goals. And he'll drive home his point with the rhetorical question, "What would you rather be in life, a meaningful specific or a wandering generality?" Learn how you can put that advice to use when writing your sales copy.

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27 Low or No Cost Ways to Improve Your Next Tradeshow

There are all kinds of ways to improve your team's performance at tradeshows - but many of them come with hefty price tags. There are, however, ways you can boost performance without breaking the bank. Here are 27 low or no cost ways to improve your next tradeshow.

6 Steps to a Marketing Message That Sells

All too often companies spend a lot of time and money developing their logo and the graphic look and feel of their promotional materials while giving only cursory consideration to their marketing message. But development of your marketing message should be given at least equal time as development of the graphic elements. Here is a six step process that will help assure your marketing message will sell.

7 Principles to Achieve Sales Excellence

Despite what most books and seminars teach, successful selling is not a set of strategies, techniques or tactics to get the prospect to buy. Rather it is a state of mind -- yours and your customer's -- and set of behaviors that creates compelling win/win outcomes for everyone. Learn how to achieve this state of mind by following these 7 principles >>

5 Ways to Make the Competition Irrelevant

In an age with so much access to information, bombarded by advertisements and commercials, is it possible to keep the attention of your potential customers? What is the secret to help customers make an easy decision to buy? Here are five things you can do to make the competition irrelevant >>

3 Simple Rules for Creating an Effective USP

Most business owners and managers don't understand how to create a truly unique selling proposition (USP). Here are three simple rules for creating your own USP and examples of what makes a good one.

Avoid the Trap of Tunnel Vision Marketing

Tired of investing time or money marketing your business and going nowhere fast? Frustrated by how hit or miss your marketing efforts turn out? The problem is "tunnel vision" marketing. Get the solution here >>

The Truth About Really Great Customer Service

What makes good customer service? Is it fast delivery times? Nice packaging? Or is it the way you were treated by the sales clerk? Learn what people really care about when it comes to customer service >>

5 Marketing Resolutions to Boost '07 Results

So, how was your 2006? Meet your sales projections? How about profits? Regardless of how you did, '06 is history. But '07 is just getting started and there's still time to work in a few more resolutions. With that thought in mind, here are 5 New Year's Marketing Resolutions.

How to Make Money with Voice Mail

The telephone can be a powerful tool for generating leads and selling products and services. But getting past your prospects' voice mail presents another challenge altogether. Here are five tips you can use to make voice mail work for you rather than against you.

Where to Find Loyal Customers

Loyal customers are the most coveted of all customers in business. They account for repeat sales, larger purchases, and referrals to new customers. So how do you find them? Where do you begin to look? Find out here >>

From Prospect to Client in 30 Seconds

Converting prospects into clients can take months, or longer. And in the time that passes, you have to follow up consistently, but not so much that you become a pest. There is a much simpler way to turn prospects into clients, and it only takes a few seconds. Find out what it is here >>

8 Ways to Become Shopper Friendly

Have you wondered what causes some people to open their wallets and what factors cause them to walk out the door never to return? Your business could increase profits by becoming "shopper friendly." Here are eight points to keep in mind.

Powerful Networking with an Effective Introduction

How good are you at introducing yourself at networking events? Most people try to get it over with in as few words as possible. Don't miss this prime opportunity to not only introduce yourself, but to also differentiate yourself from your competition.

Invite People to Sample Your Business

How can your prospects know if they want what your business offers? How can they know if what you have, is what they need? A great way to let them find out is to offer a sample, a taster, of your products or services. Here are ideas for how many different types of businesses can offer customers a "taste" of what they have to offer.

7 Important Business Card Design Tips

Your business card is one of the most important marketing tools you'll ever create. You give it to prospects and customers, drop it in letters, include it with presentations, and more. But unless it looks professional, is easy to read, and helps customers and prospects remember you, it won't do you any good. Here are a few tips to consider before you design or redesign your business card.

Keys to Building Customer Loyalty

Every business owner wants to have loyal customers that love their business. But if you want loyalty, you have to give it. Commit yourself to excellence in these five key areas and your customers will reward you with their repeat business and dedication.

5 Keys to Networking Success

Networking and word of mouth advertising together are seven times more likely to bring in business than all forms of traditional advertising and direct mail combined. How does it work? More importantly, how can you make it work for your business? Here are five tips to get you started.

Opening Sentences That Close the Sale

After the headline, the first sentence in your copy is what gets read most often. After that point, customers usually skip to the next section unless they feel compelled to keep reading. Here are some examples of how you can improve your opening sentences so that they entice your customers to keep reading.

The 10 Deadliest Words and Phrases in Business 

Take a look at the next four or five letters, e-mails, and memos that cross your desk. Are they written in such a way that you come across as human, caring, up to date, and personal? Click Here for tips on more effective business writing!

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12 Sure-Fire Steps to Improve Your Sales

Successful retailers aren't any more talented or intelligent than you are. They simply have learned to do things in a different way and make money in the process. Use these 12 steps to improve your retail sales and you'll simplify your efforts, multiply profits, and increase the odds of success.

Where to Find Customers and Clients

You know who your potential clients are, but do you know where to find them? It may take a bit of detective work, but if you ask the right questions you'll find potential clients hiding all around you. Read more >>

Your Approach Makes a Difference

Do your sales staff make an effort to help your customers buy from you, or do they rarely venture past a perfunctory "Can I help you?" The approach your staff takes with your customers has a direct effect on whether or not they make a purchase, and how big that purchase is. Read more >>

Complaining Customers Are Your Best Customers!

Nobody likes a complainer, but if you're running a business, the customers who take time to gripe are doing you a huge favor! Most unhappy customers just quit doing business with you, and you never know why. But the unhappy customers who actually let you know why they're unhappy give you the opportunity to make changes that will improve your sales and more.

4 Types of Headlines Sure to Get Read

Your headline is the most important part of any print ad. Most people will only read the headline, and the people who choose to read the entire ad will do so based on the headline. Make your ads perform better by using these four types of headlines.

Does Anyone Really Want What You're Selling?

If you've ever wondered why more people don't respond to your sales attempts and marketing messages, here's the first place to look -- are you selling something that people are willing to spend money on? Read more >>

Hot Button Marketing

Consumers buy products for two reasons-the rational reason and the real reason. Hot Button Marketing shows you how to identify and push the hot buttons that will prompt consumers to purchase your product over a competitor's-even if it's a parity product! Read an excerpt from chapter 1 here >>

Are You Ready to Move Up Market?

Are you working with the same level of client you were a year ago? How about the same type of client as two years ago? If the answer is "yes" then it's time to look at moving "up-market." Read more >>

What to Do When Your Client is Ticked Off

When you run your own business, you will at times have to deal with angry customers. Sometimes it's because you made a mistake, but others it's because the client is impossible to please. Here's advice on how to handle unhappy customers.

Being Unique is a Good Thing... Isn't It?

Distinguishing your product or service from the competition can make your marketing more effective. Crafting a novel marketing message can attract the notice of more potential customers. But is there such a thing as being too different? Read more >>

Sales Tip: Avoid the "What If" Approach

An often-used sales technique is to ask a prospect a "what if" question in order to overcome their objections. Unfortunately, this approach rarely works, and could even backfire on you. Keep reading to find out what kinds of questions you should ask if you want to close the sale >>

Your Guide to Getting More Word of Mouth Referrals

Word of mouth business doesn't just appear out of thin air. No matter how great your product or service is, you have to give people a compelling reason to refer their friends and family to you. Read more >>

Warm Calling vs. Cold Calling

People who prospect by phone usually prefer warm calls over cold calls - that is, talking to someone with whom they've had previous contact. But the success of both cold and warm calls is dependent on good communication skills. Read more >>

The Fortune Is in the Follow Up

One of the best ways to increase sales is to keep in touch with people. Regularly calling on former customers and checking in on new leads is the best way to build trust and name recognition. Read more >>

Turning Customer Service Inside Out

While companies focus thousands of dollars on external customer service in hopes of wooing and retaining customers, little attention is being paid to the effect poor internal customer service has on customer satisfaction. Consider how your internal customer service is impacting your customers, and use these 5 tips to help improve it.

Platitudes and Clichés Can Make Your Marketing Invisible

Is your advertising full of trite, overused clichés? Unfortunately, phrases like the ones listed in this article can make your customers' eyes glaze over and even damage your credibility. Here's a four-point test to help you weed out meaningless platitudes from your marketing copy.

Communicate to Succeed

Communicating with your customer, and within your organization about your customers, makes for a smoother, more enjoyable experience for them. This in turn leads to more sales for you! Here are several key areas you can consider for improving your business's communication.

Not Having a Marketing Plan Can Be Fatal

What do venture capitalists see as the biggest mistake entrepreneurs make in their business plans? According to a recent study, it's not having a marketing plan. Read more >>

8 Ways to Get Past Call Screeners and Voice Mail

Call screeners and voice mail makes your job of getting through to a decision maker harder than ever. How are you supposed to sell anything if you can't even get through to a real person? Here are eight tips that can help you get your message delivered to the right person.

Elevator Speeches That Leave Them Begging for More

When someone asks you what you do, do you stammer and stutter, then spurt out a label or winded explanation that meets you with a glazed-over look? Discover how a powerful elevator speech can generate energetic dialogues that will increase your recognition and attract more clients.

How Less Ego Creates More Sales

You've been working in your industry for several years. You pride yourself on fast, accurate responses to customers. You know your product inside and out. Unfortunately, your extensive knowledge may also be one of your greatest weaknesses. Continue reading to find out why >>

Telling Ain't Selling

Salespeople often make the mistake of throwing out some product features and benefits, hoping they hit one of the customer's reasons for buying. But people buy for their own reasons, and you won't learn what they are unless you listen to them. Read more >>

10 Easy Ways to Make Your Flyer Stand Out in the Crowd

A flyer is an inexpensive and highly effective way to grab attention in a very busy marketplace. How do you make your flyer stand out in the crowd? Here are some techniques that professional designers use to make flyers "pop."

The Myth of Treating All Customers Equally

It goes without saying that you should treat all your customers fairly, but that doesn't mean you should treat them all equally. Going out of your way and bending the rules for your best customers is just good business sense. Read more >>

Are You Believable? Most Salespeople Aren't

Ask just about anyone, and the "believability score" for salespeople as a group would rank right down there with most types of advertising, the contractor who says he'll get back to you with a bid, and most politicians. So what's a salesperson to do? Here are a few tips to help you improve your believability.

What You Are Marketing Is Yourself

Potential buyers of a service can't touch, taste, or feel your product. If they are going to spend their hard earned money on the service YOU provide, they will want to get to know YOU. If your marketing materials don't give them that opportunity, you'll never gain their trust - or their business. Read more >>

How to Network If You're Shy

One of the biggest deterrents to effective networking is shyness and the lack of confidence to get out there and meet new people. Even if you consider yourself a naturally outgoing person, you've probably had moments where the thought of entering a room full of strangers made you nervous. Here are some tips on how to make networking easier if you're shy.

The 5 Myths and 5 Musts of Media Coverage

Can't figure out why your press releases aren't getting printed? Maybe you've fallen victim to one of the five myths of media coverage. Or, perhaps you've omitted one of the five musts. Learn more >>

10 Tips for Successful Negotiating by Phone

Most of us negotiate something every day. Whether it's getting our kids to willingly clean their rooms, or hammering out an elephant-sized contract with more details than a politician has "special-interest" donors, our ability to haggle affects our results. Here are ten useful negotiating tips.

Do Your Words Betray You?

What do the words that you use say about you? What is your basic message? Do your words support that basic message? Read more >>

10 Income Streams You Can Add to Your Business

Want to increase your income without raising prices? You can expand your business by offering related, but different, products or services. Here are 10 ideas for different income sources you can use to increase your bottom line.

Keeping Customers is as Important as Getting Customers

New sales are but a small part of a successful business. While new customers are important to every business, properly managing and retaining customers form the real backbone of business success. Details >>

7 Tips to Increase Attendance at Your Next Seminar

Is your seminar attendance not as high as you would like? Don't assume it's because of a lack of interest. All to often it's the seminar marketing that misses the mark. Here are seven tips you can use to increase seminar attendance.

11 Monstrous Small Business Marketing Mistakes

Small business owners and self-employed professionals can increase marketing success by avoiding these business-sabotaging errors. Details >>

The 10 Commandments of Great Customer Service

A company's most vital asset is its customers. Without them, we would not and could not exist in business. So how do you get your customers to not only keep doing business with you, but to recommend your business to others? By following these 10 commandments of great customer service.

Power of the Marketing Pyramid

You're ready to spend some serious money on marketing, but how should you best spend it? A very simple tool to help you decide how much and on whom to spend is the Marketing Pyramid. Find out how to put its power to work for your business >>

7 Ways to Get Publicity This Summer

While the marketing and public relations experts are off enjoying their hard-earned vacations, the media are left scrambling for much needed copy. Plan ahead, and give them what they're looking for! Here are seven publicity ideas you can use to tie into summer events in your community.

How to Get Your Customers to Take Action

A slick newspaper ad or radio spot won't do you a bit of good if you stop short and fail to ask customers to take action. Read more to learn about the types of calls to action and how to write them into your advertising copy.

3 Reasons Potential Customers May Distrust You

Your employees could be chasing away new customers without even realizing it. Here are three reasons potential customers may distrust you or your team members.

10 Simple Steps to More Customers with Better Networking

Networking is a great way to meet people in a "non-selling" setting. Here are ten ideas to help you get the most from your networking.

The Culture Code (Book Excerpt)

Why are people around the world so very different? What makes us live, buy, even love as we do? In The Culture Code, internationally revered cultural anthropologist and marketing expert Clotaire Rapaille reveals for the first time the techniques he has used to improve profitability and practices for dozens of Fortune 100 companies. Read an excerpt here >>

4 Keys to Branding Your Service

In order to brand your service firm the right way and take advantage of the same benefits that product companies receive from great branding, there are four key distinctions to consider. Read more >>

7 Steps to Exceptional Customer Service

While businesses often understand that the goal of customer service is to achieve customer satisfaction, they often don't know how to achieve to this goal. Here are seven steps to exceptional customer service >>

5 Steps to Getting the Fees You Know You Deserve

Is price competition driving your rates down to the point that you can no longer be profitable? If you follow these five steps to provide value before, during, and after the sales process, you will get the fees you know you deserve.

Do Your Customers Know How Great You Are?

You go the extra mile for your customers and give them the best product or service on the market. But do your customers know that they're getting the best? Do they know how hard you work to earn their business? If you don't tell them, chances are, they don't. Read more >>

Telemarketing Tip: How to Use Power Words

Some words are better and more powerful than others. When you are calling a prospect on the phone, you only have about 10 seconds to get their attention. Don't you want to be using the most powerful words you can? Read more >>

Are Your Policies Hurting Your Business?

Customer policies are important to protect you from those few customers who might try to take advantage. But are they costing you money? Flexible policies might invite the occasional opportunist, but they'll garner plenty of good will and repeat business, too. Read more >>

Uncover a Hidden Goldmine in Your Business

What do you know about your clients? What kind of information can you identify about your clients without having to ask them? Knowing more about your clients is a fabulous way to grow your business. Keep reading to find out how.

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