Many businesses overlook these 4 simple but highly effective selling tactics. How many are you using? 1. Avoid “What To Buy” Choices Promote only one product or service at a time. It limits your prospect’s buying decision to a simple “yes” or “no”. Don’t complicate your customer’s decision making process by including a “which one” option. Some customers will have difficulty making a clear choice. They will avoid the risk of making a wrong choice by making NO choice – and... 

Selling your services to corporations is an attractive proposition. The contracts are larger than with small businesses and individuals, and often longer-term. There’s the possibility of repeat business worth many billable hours at respectable rates. But the best clients are not always the easiest to get. If you don’t grasp the realities of the corporate environment, you may sabotage even a hot lead. Here are five important keys to working with the corporate buyer. 1. Managers are busy. This... 

How many of you made as much money as you wanted to last year? Don’t be shy; raise your hands. Hmm, I don’t see too many hands out there. What would you say is the cause of this gap between your goals and your earnings? While you could certainly name the economy or inadequate marketing as the culprit, I’d like to suggest a third alternative. It may be the constraints of the billable hours model that keep you from your financial goals. Let’s face it, there are only so many hours you can actually... 

In virtually every area of business, there will be pitfalls along the way. Marketing is no exception. Time and time again I see retail stores large and small making the same costly mistakes. By knowing how to avoid these mistakes, you will save energy, disappointment – and money. Mistake #1: Eliminating marketing efforts when times get tight. When cash flow slows, advertising, direct mail and other forms of marketing are the easiest expenses to reduce, right? But cut these, and you eliminate the...