Blog:
The Competitive Advantage
December 21, 2022
Are You Prepared for Sales and Marketing in 2023?
As 2022 winds down, and you start looking at your sales and marketing efforts for 2023, there’s one question you’re probably asking yourself – like we all are – and that is, “How do we grow [more] next year?”
Before I try to answer that question, let me share one of my favorite business philosophies… “If you keep doin’ what you’re doin’, you’ll keep gettin’ what you’re gettin’.” The fact is, if you want to grow in 2023 – or grow more than you did in 2022 – you’ll have to try something new. Or maybe several somethings. Maybe this is the year you test LinkedIn advertising, create some videos or employ SEO in your marketing. Or finally pull the trigger on hiring your first full-time sales rep.
Whatever it is… you need to embrace it. If not, then the best that you can hope for in 2023 is exactly what happened to you this year.
Continue ReadingOctober 18, 2022
Is Your Work Good Enough to Ensure Repeat Clients?
Spoiler alert: It’s not!
If you were to ask 10 market research business owners what keeps their repeat clients coming back, nine of those 10 will say, “It’s because of the good work we do.”
To be fair, if you do lousy work, your clients won’t become repeat clients. But the reality is that most all firms do good work. It’s table stakes these days. There’s nothing unusual about it. Just to ‘be in the game,’ you’d better be good at what you do.
Continue ReadingAugust 2, 2022
Stop Being Complacent… and Build ‘Other’ Relationships
Last year, I wrote a blog post entitled, ‘The number one reason why you lose clients? Arrogance!’ It was one of the most read posts in all of 2021. Today I want to write about reason #1A – and the one I hear about more than any other reason for the loss of clients – complacency! And the story (err… excuse!) goes something like this… “We had a great relationship with [insert Fortune 500 company name here]… and they were a great client for several years… but then our main contact left and we lost the business.”
Continue ReadingJune 28, 2022
Marketing During a Recession
The economy – and the potential for a recession – has been the focal point of the news lately… and as business owners and leaders, we have to make business decisions while considering that economic input. Historically, when times get tough, ‘marketing’ is often the first thing that gets cut back (or cut altogether)! In this article, we’ll explore why cutting marketing during a recession is not a smart business decision… and ways to keep actively marketing for little or no cost.
Continue ReadingMay 10, 2022
A Great Customer Experience Comes Down to One Thing
I spent several days last week with my grandchildren at Disney World in Orlando (yes, that’s my grandson in the photo). It’s been almost 20 years since I was last there and Disney hasn’t missed a beat… the customer experience there is still unmatched.
As I walked through the parks (Magic Kingdom, Epcot, Hollywood Studios and Animal Kingdom), I kept asking myself, “Why is the experience here so good? What are they doing that’s so special?”
Continue ReadingApril 26, 2022
Building Awareness: It’s Not Who You Know, It’s Who Knows You!
Building awareness. It’s the beginning of the marketing process. The fact is, buyers can’t buy from you if they don’t know you exist or don’t think of you when it’s time to buy.
And yet – despite being a fundamental precept in the growth of any business – building awareness continues to be a common stumbling block for many firms in our industry.
Continue ReadingApril 12, 2022
Think-Plan-Do #2: 3 More Smart Ideas For Your Marketing & Sales
This is the second in our new once-a-month Think-Plan-Do blog series where I’ll share three low-cost/no cost ideas to help with your sales and marketing efforts. [You can read the first one here.] This month, our three topics are:
Think: You have two kinds of clients
Plan: The sales pipeline report
Do: Tips for your capabilities presentation
Continue ReadingApril 5, 2022
Consistency and Frequency. Without Them, Your Marketing Will Fail!
I was having a conversation yesterday with the cofounder of a firm in our industry. It was the first time we’d met. We were talking about marketing execution, and he said something really interesting… “We haven’t done any marketing because I was afraid that once we started, we wouldn’t be able to stop!”
To which I responded, “You are 100% correct!”
Continue Reading