You may have heard about the marketing funnel before. There are lots of variations, and I want to cover it in a way that helps us examine our mix of products, services, and prices. The funnel can be pictured like a big “V.” At the top, wide-open
Read More →If you’ve spent any time at all in business talking with prospects on the phone or in person, then you probably have a list of benefits or advantages that you like to mention about your company to every prospect. You may have a very structured way of
Read More →A few weeks ago, I received two envelopes, one from Saks and one from Neiman’s. I opened the Saks one first. It had a $25 gift card, which I got excited about, until I read the fine print. I had to spend $150 to get the $25.
Read More →Every working day, we’re all slammed with hundreds of things to do. We might need to occasionally slow down and ask ourselves whether we are working on the most profitable things we could for our business. Are we constantly fighting fires, dealing with urgent but not important
Read More →In March, I sent out a 1-question survey to my local women’s groups in which I am a member (Women in Consulting, and eWomen Network in San Jose). Thirty-two entrepreneurs shared their answers with me. Here is what they said was their number one challenge to growing
Read More →Just about every small business owner I know dislikes the time and expense it takes to market their business. They’re networking at meetings, running ads, or joining groups to attract clients. They have a limited budget and they have limited time. They aren’t necessarily getting the results
Read More →It seems there are hundreds of questions swirling around how to follow up with prospects. The raw truth is that very few people follow up at all. Kristy Rogers, Executive Managing Director of South Bay Chapters of eWomen Network, says that, on average, only 2 percent of
Read More →If you have an hourly business model, ask yourself how you can sell more hours. I just spoke to a group that spent only 30 – 40 percent of their time on billable work for clients. The rest of their time was spent on admin and marketing.
Read More →A great theme for 2010 is to get good at the basics and forget all of the frilly attention-catching fads out there. I believe the people who are going to do well this year are the ones who are working on focus and clarity, whether they’re running
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