What is the real purpose of networking for business? Traditionally, it has always been about meeting people in order to acquaint them with your business, and hopefully, to solicit their support to build your business, or better yet, to get an immediate referral! The traditional goal has always been more about quantity than quality. How many people can I meet at one event? How … [Read more...]
How to Stop Scaring Big Prospects
Whale cultures can be maddening to smaller, more entrepreneurial companies. Have you ever been selling into a very large company and left meetings perplexed because they would not make a decision that was so clearly in their best interests? How can you explain their reluctance? How can you bring them to a decision? The nature of big companies and government agencies is to … [Read more...]
Five Ways to Power Your Boat
Since I started writing for Women on Business, I've focused on particular women's issues and perspectives. But I have not introduced you properly to Whale Hunting, which is my company's system to grow your business fast by selling bigger deals to bigger customers. So that's my topic for today. When you are a smaller company selling to other small companies, you can conduct … [Read more...]
Word of Mouth Marketing
I have always maintained that the best way to market is by word of mouth. Communicating with your network is the most powerful and important marketing vehicle you've got. I was so pleased to read Seth Godin's blog last week, because he validated this marketing approach and labeled it, the secret of new marketing. In his blog, Seth states: Find ten people. Ten people who … [Read more...]
Credit Card Services 101: Creative Ways your Business can Benefit
Did you know that there’s a big correlation between swimsuit season and credit card use? Yep, it’s official- when people are on a diet, they make more impulse purchases. Restrictive thinking of all kinds, whether it’s adhering to a diet, a budget, or a new years resolution, has been proven to lead to increased spending. Bikini anticipation aside, the above study made me … [Read more...]
Can Principles of Equilibrium Increase Achievement?
Recent polls this week indicate that Americans look with empathy on small business owners that are forced to close their doors due to impacts of this economy. While there seems to be no shame in the cry for mercy, there is a significant feather for the cap of those who have uncovered the secrets for survival. I observed a sales training specialist this week exclaiming that … [Read more...]
Authenticity: “I’ll Buy That!”
We have all experienced them, the random personal questions that are asked as we try to access our personal finances online. The six figure code of letters and numbers we enter are required just to request a friend on Facebook. All around us are forms of authentication. Since the passing of the Patriot Act, most online transactions and information gathering platforms require … [Read more...]
Do You Have a Fear of Selling?
I am always amazed at how many people are traumatized when it comes to selling their product and/or services. When I looked up the verb "sell" in the dictionary, I found these definitions. to transfer services to another in exchange for money. (OK. I can live with this definition.) to persuade or induce someone to buy something. (Used car salesman approach.) to … [Read more...]
How to Increase Sales Tomorrow: A Step by Step Agenda
If you’re like me, you’ve got to be thinking about increasing your revenue stream for the short term. I mean, I have the long term under control—strategy, business model development, cost management. But nothing else works if you don’t keep the income side generating new sales. So I’ve designed a one-day agenda focused totally on sales, and I invite you to try it! Here … [Read more...]
The Importance of Networking in a Down Economy
I think by now we have all accepted the fact that our economy is in crisis and there is not an immediate panacea to catapult us back to financial stability. Every day we hear of more businesses going bankrupt and laying off employees. Perhaps you are lucky enough to be employed or own your own business. Even if you are currently unemployed, now is the time to get out there … [Read more...]