How To Find An Imaginary Friend Who Will Help You Get More Clients

Like most business owners or managers, you are busy running your business and your business probably tends to absorb most of your thoughts. If you are honest with yourself, your business is all you ever think about. You want to grow your business, but most of the time you are fighting the day to day battle of just keeping the ship floating. You are Stuck Inside a Black Hole When you think about how to market your company,you are coming at…

Are You Abandoning Your Prospects?

Every time you touch your prospects by calling them, emailing or mailing them something, you are scoring points with them. Just because they have not jumped up and thrown their arms around you yet, does not mean that your message has not penetrated their consciousness to some degree. Each contact scores a certain number of points with your prospects and moves them closer to the point where one day they will be ready to do business with you. Our biggest…

Getting your prospects to trust you tip #2: Who you know

From the Desk of Joe Prospect Trust in sales is critical and it is made up of several things. Previously I mentioned “consistency” as being one of the key components you need in your marketing to get your prospects to trust you.   You have to be in front of your prospects on a regular basis so they come to trust that you are a stable long-term company.  And your marketing message has to be consistent so you don’t confuse your prospects…

Do prospects see you as one of the herd?

From the Desk of Joe Prospect The Battle for Your Prospect’s Mind Whatever your business is, if you do not create a unique position in my mind, I will think of you as an accountant, or insurance broker, or printer or whatever profession you are part of. I will see you as being the same as everyone else in your group. Whatever associations I have already formed about your group, I will attach automatically to you. If you  are an accountant…

What Pavlov’s dog teaches us about emotions in marketing

Joe Prospect is a composite of how a typical prospect looks at the world and how they react to our marketing efforts. Even though every prospect is unique in some ways—all of our prospects regardless of what business we are in, share many common characteristics. Dear Joe is an advice column written by your prospect to help you better understand them. Dear Joe What can we learn from the theory of classical conditioning that will help our marketing? Rather an unusual question from…