Category Archives: Marketing

The most important letter you will ever write

Even if you never mail it, writing a one-page sales letter will clarify your thinking and your marketing and sales message. Plus, it’s a great learning experience for you and has far reaching applications. A well-written, direct-to-the-point one-page sales letter … Continue reading

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Small business vs. big business

From time to time, I conduct a “meet the author” program. It’s like a lunch-and-learn but can be a breakfast-and-learn or a brunch-and-learn. My program last week was to a mixed group –– business owners, sales reps, and several people … Continue reading

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“Please help me”

It’s easy to ask for help. (Unless, of course, you’re trying to reach tech service at a mega corporation that wants your money but doesn’t want to talk to you.) Yet people resist asking for help. Perhaps it’s because they … Continue reading

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Meet My Marketing Handyman

Growing up in a middle-class neighborhood, my buddies and I were in awe of Mr. Smith (his real name) and his garage workshop. He was a retired mechanical engineer with more tools than any of us had ever seen. From … Continue reading

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Who Killed the Family Business?

In 2015, Centre Club Business Connection Committee (the committee in which I currently serve as chair) needed an event: something theatrical. My recommendation was that to make it truly effective, it needed to be more than actors speaking to a passive audience. … Continue reading

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Who writes these directions?

The man on the corner says, “Straight ahead for three blocks. Then turn left. You’ll drive about four blocks and the store will be on the right. Big red sign. You can’t miss it. But if you pass the Sunoco … Continue reading

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First impressions versus lasting impressions

At a chamber of commerce mixer recently, one of the other attendees and I found ourselves in a heated conversation about the importance of first impressions. He was adamant making a good first impression is the single-most important thing a … Continue reading

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Is your website telling or selling?

Over all, many of the websites I come across do a great job at conveying good, solid information. They tell a great story. The problem is, except for hobbyists, most people who create websites want to sell something. But their … Continue reading

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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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