Category Archives: Marketing

People don’t start listening until they start talking

Prior to writing How to Close More Business in Less Time, I had an opportunity to coach a startup home remodeling company in Ohio. The two partners decided to focus on high-end kitchens and bathrooms. Not a customary place for … Continue reading

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No more surveys! You already know the answer…

While traveling last week I received three surveys from servers in three different restaurants – the kinds that ask us to go online, enter a number, receive a discount coupon for a next visit, and even win a prize. I … Continue reading

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Overcoming bumps, detours, and sudden stops

One of the things I like best about the “process” is that all processes have one thing in common. They can be studied, analyzed, measured, modified, changed, improved, and streamlined. In How to Close More Business in Less Time, I … Continue reading

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Re-defining marketing

People have a tough time defining marketing. In fact, when you look at conventional definitions, most of them go in this direction: “Marketing is the process associated with promoting goods or services for sale” or “Marketing is increasing sales through … Continue reading

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The purpose of marketing

While business owners and leaders spend a tremendous amount of time on developing marketing strategies and plans, they spend very little time even thinking about their sales process. The way I see it, that’s like trying to climb a ladder … Continue reading

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An Amazon Bestseller

Yesterday, May 2, 2017, How to Close More Business in Less Time became an Amazon Bestseller. I’m extremely grateful to the business owners and professionals who not only purchased it throughout the past several years but who also sent me … Continue reading

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Self-promotion for one-man or one-woman bands

For most of my business career, I’ve been a solo practitioner – specifically a business and marketing consultant. As a solopreneur, I’m chief cook and bottle washer. I like it and wouldn’t want it any other way. I prospect, court, … Continue reading

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99 cents well spent!

When I wrote How to Close More Business in Less Time, my plan was to use the book as a calling card and professional credential. And although it’s available at Amazon and Barnes & Noble, I never invested time in … Continue reading

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Everything starts with a process

Highly creative and talented people – artists, writers, composers – don’t seem to have a process. The artist, for example, sits down at her easel, takes out a brush, dips it into some paint and begins painting. As we watch, … Continue reading

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To get better results, get a better process

Most of us don’t think about the processes we use. We just keep using them. And that’s okay. But when you think about the processes you use, chances are you can find a way to make them better. How to … Continue reading

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