If you've been following my posts and reading my blogs, you know how often I talk about the ineffectiveness of focusing on Lead Generation. I’ve pointed out that a need for more leads is a symptom, not the underlying issue. And addressing the symptoms without fixing the issue is about as effective as putting a Band-Aid® on an amputated limb.…
There are two types of leads in business: Leads that result in new closed business, and bad leads that do not. Bad leads cost businesses in the US over $115 billion dollars in 2023. Read that again. That’s a lot of money. Most companies are following an ineffective “lead generation strategy.” Looking for leads results in Are you tired of…
Trust is a word that is being overused by many professionals these days. Maybe that's because it's a critical success factor for 2024. I don’t call myself a “Trusted Advisor” (connect with me on LinkedIn if you want to know my thoughts on that title). Trust is determined by the people who meet and know you. "Trusted Advisor" is, therefore,…
It’s the new year, and everybody is telling you how to improve something about your business in 2024. Marketing agencies are likely at the top of the list of organizations you’re hearing from, and you’ve undoubtedly seen dozens of improvement tips already. The tips you’re getting are probably not transformative. Well, not for your company anyway. And you may have…
In today's fast-paced business landscape, it's easy to get caught up in the whirlwind of marketing tactics. Websites, SEO, digital ads, and social media campaigns—these are all crucial components, but they're just pieces of a much larger puzzle. Picture this: You're investing time and resources into various marketing actions, yet the desired outcomes seem to elude you. Ever wondered why?…
Of all the inquiries I get from business leaders who have questions about their marketing, the most frequent is about how to generate more leads. Of course everyone wants to grow their income, and most people still believe that increasing the number of customers is the best way to grow their business. If you are looking for more customers, it's…
When you set a pricing strategy, you should first consider what your objective is relative to the market. Are you using this product to break into a new market or segment? Are you first to market? Are you trying to grab market share from a competitor? Is this a novel product or service that has no competition? These are just…
Many hours of effort, and even more money, goes into efforts to come up with the “perfect elevator pitch” or tagline. Everyone in business wants to be memorable. After all, that’s how prospects remember you when they need what you offer, right? What if I told you that is wrong? What if I told you that prospects are not remembering…
The strongest brands connect to their audience at an emotional level. Differentiation is more than a matter of a catchy slogan or name. So many people are hyper-focused on creating a “perfect” elevator pitch but when it comes right down to things, your elevator pitch, slogan, and 30-second networking commercial are not what will make your brand stay top of…
A trend is emerging among some Coaches, Fractional CXOs, and professional service firms. Not satisfied with expanding the income they can earn for providing services within their area of expertise, many are now beginning to offer services outside of it. When someone offers to help improve results in a discipline that is not their primary focus, it may be a…