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Past Articles

Entries in Marketing (16)

Monday
Nov192007

"Our prospects pay our HIGH prices without complaints": True or False (for your business)?

There are two stages in the buying process where your prospective customers will think of the price as an issue. First is BEFORE they meet you face to face, while being exposed to your business and its message in some form. At this stage, pricing will become an issue if you are easily comparable to your competition?s products are services. If you want to make the pricing issue irrelevant, you must be Dramatically Different from your competitor?s offerings.

Answer this simple question: what’s ONE thing that your business does that no one in the world can as well as you do.

The answers may not come quickly, but the question will get you thinking. The answers to this question is key to finding out your Dramatic Difference. Once you know your dramatic difference, all you have to do is build it into your marketing literature and in your conversations with prospects.

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Monday
Nov192007

"Our 'sales cycles' are short and efficient; our prospects make quick decisions.": True or False (for your business)

There are FOUR reasons why it takes too long for us to close a piece of business. And there are FOUR corresponding ways - PATHS - to fix this problem, once and for all.

Your company’s MESSAGE is not attracting your IDEAL prospects. If you are attracting the wrong prospects in the first place, you are wasting your time, energy and money. How do you define an ideal prospect? Ask yourself the following questions: Whose problems am I solving? What kinds of businesses? What kinds of people? Business owners? Presidents? CFOs? CIO? VP’s of Sales? How important is it for these people to solve the particular problems my business addresses? Would they have the authority to spend the money on my products or services? Are they the final decision makers? Who else would get involved in making the final decision? For more on creating a MESSAGE follow the link “Want to Jump Start Your Sales? STOP Marketing!”

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Monday
Nov192007

"I am satisfied with the QUALITY of opportunities in our sales pipeline": True or False (for your business)?

There are FOUR reasons why a company’s sales pipeline - a list of business opportunities waiting to be closed - does not have enough Quality of prospects in it. And there are four corresponding ways - PATHS - to fix this problem, once and for all.

FIRST PATH You are not clear about what makes an IDEAL prospect. How do we define an ideal prospect? Ask yourself the following questions: Whose problems am I solving? What kinds of business? What kinds of people? Business owners? Presidents? CFOs? CIO? VP’s of Sales? How important is it for these people to solve the particular problems my business addresses? Would they have the authority to spend the money to buy my products or services? Are they the final decision makers? Who else would get involved in making the final decision?

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