Browsing Tag


Customers, Not Money!

Today, the real worth of a business is not money, but customers. Smart companies will use a recession to outmaneuver their competition, get new customers, gain market share, acquire the best talent, and even buy other companies at steep…

3 Reasons Why Every Moment Matters

What your prospects, clients and employees are thinking in key moments when you aren’'t paying attention. Imagine this: You’'re in a hurry. You’'ve got to go to the bank, the post office, and the printer and be back in the office…

Digital Transformation Metrics

 Some think digital transformation is just an IT-related project without impact on the lines of business while others believe it is some form of digital business transformation. For a small business to be successful in…

5 Keys To Why Your Customers Buy

It's not usually about price, these sales techniques uncover how and why your customers want to buy This is the second article of a four part selling cycle broken down into eight major steps. Part one focused on How to Find

Customer Service Still Matters

People will talk about you anyway. Make sure it’s good because good means more people will buy your products or come to your establishment. Bad means they will cross you off the “must check out” list or never put you on that list to begin…

Customer Satisfaction Pays Dividends

How can a small business better leverage customer satisfaction for competitive advantage? "If you are not completely satisfied, please bring it back." Those words appeared above every door at Woodward's, the department store

4 Keys to Your Best Sales Yet

Sell what is (not what you think is) in the the best interest of your client's how How do you approach ‘selling’ your products and services? Hint – Price is not always the deciding factor All too often,

Set Client Expectations to Achieve Success

2 critical stages which can make or break client expectations are the initial client meeting and final review. Two critical stages in the operational process, the initial client meeting and the final review, can

Follow-Up Is the Key Sales Criteria

The follow-up closes any consistently gaps and turns new opportunities into sales. Every sale starts with an opportunity, but not every opportunity results in a sale. Oftentimes, this is due to a lack of follow-up and the

When to say “Uncle”

How Many Customers = “Enough??” The sad truth is that you’ll never know the answer to this question…and, to be honest, the answer to “how many customers do we need to talk to” is about the same as the Supreme Court definition

5 Pitching Don’ts and How To Avoid Them

Pitching clients isn’t rocket science, nor should it be, it’s simply a matter of tapping into prospective client needs. Pitching clients is simply a matter of reaching out to the potential client, understanding his or

Never Forget the Personal Touch

Reach out to your current customers and prospects– especially if you are a small business. I have owned my own business for almost five years – and I find it is a constant learning experience. One thing that I

How To Win Generation Z Customers

Generation Z is the future customer of every business. Generation Z, the first generation born in the 21st Century, is the generation born with the Internet in their pocket. Their first digital device was a smart phone!  They

Behind the Scenes with Wendy Williams

A real life brand experience with Wendy Williams for HSN I was thrilled last week on February 11th, when Women’s Wear Daily published a major article officially announcing Wendy Williams’ new clothing line for HSN. I had been…

How to Sell More Customers

STEP 4 –Examples of the Demonstration: this very powerful step can be delivered in multiple ways, depending on what you sell Editor’s note: This is the fourth article in a series discussing a four part selling cycle that…

Nailing The Sales Presentation

Pay attention to sales presentation fundamentals because it's one of the primary  keys to sales success Editor's note: This is the third article in a series discussing a four part selling cycle that includes 1. How to Find,  2. How to…

3 Keys To Sustainable Sales Growth

Winning customers requires a competitive price, being authentic and providing a solution that enhances personal and environmental wellness Generating sales growth is the key business issue facing every business. Companies like Chipotle,…

Summer’s Coming, Planning a Company Outing?

Now is the time to plan for a company party, office party or event, follow these 3 simple rules and deduct 100% of your next company gathering Whether it's an office party or office event here are some basic tips to impact your bottom…

Staying Connected, Whether You Want to or Not

Always-connected smartphones have changed the way companies do business Pocket computing began years ago, thanks in large part to the popularity of Palm-like products. They allowed users to carry their contacts, calendars and…

What Separates Winners from the Pack?

3 customer analytics well worth doing right now- part 2 In part one of this three part series we outlined three primary tactics to grow you small business Response Modeling, Customer Lifetime Value modeling and Segmentation as…

Mobile And Smartphones Advancing Business

Video- Tech visionary Irving Wladawsky-Berger discusses the importance of mobile and smartphones for small and medium businesses. Episode #3 Because the use of mobile technology and smartphones are growing at an exponential rate people,

Leasing Contracts: Not All Are Equal

Beware of the fine print of a contract to always get the best deal While leasing of IT equipment is better financially for most, the advantages are achieved only if lessees are aware of and carefully negotiate the terms of…

Social Media Doesn’t Bite

Social media doesn't bite unless you ignore your customer, that is... The Digital Revolution is well on its way to taking over our daily activities. Unfortunately, what should be approached as an opportunity to get closer to our customers…

Rethinking Customer Engagement

Learn from healthcare's example and refocus on customer relationships One of the things enabled by social media is the ability to develop deeper and stronger relationships with one's customers. Social network platforms provide a forum

The True Value of Data

Businesses of all sizes need analytics to get the most from their data. We live in the Information Age or, as some are now calling it, the Age of Big Data. Yet many of us do not appreciate the value of the information available…

Grow Business Thru Customer Experience

"Outside In" author explains how the six disciplines of customer experience can help businesses succeed Editor's Note: This article concludes a two-part series. In our new book, "Outside In," my co-author and I introduce the six

Your Price is Right-If You Do Your Homework

Entrepreneurs need to research industry pricing and consider product positioning Image: Fotolia How much should I charge? That's one of the first questions most small business owners ask. And it's not an easy one to answer.…

Build Loyalty Via Customer Commitment

A successful Hispanic business needs a strategy that keeps customers coming back Photo: FotoliaAs a Hispanic small business owner, today’s competitive market may be intimidating. If a competitor cuts prices or offers other incentives, you…

Make Your Business More Green

Sustainable practices can bolster your brand and build customer loyalty.Looking for ways to make your small business more environmentally conscious this year? It could be a smart move. You can feel good about helping the planet and your…

The Customer Experience

 The best products marry technology and customer experience. Recently I went to an "innovation thinking" event at the Smithsonian's Air & Space Museum, organized by my friend Jeremy Epstein (@jer979). It was a rare opportunity to get