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6 Ways to Influence the Sale

6 Ways to Influence the Sale

When developing marketing or business development systems, you must consider how to influence prospects so they make decisions in your favour. In Influence: The Psychology of Persuasion (Cialdini) and Yes (Goldstein, Martin and Cialdini), Robert Cialdini examines how...

What is Important to Your Prospect

What is Important to Your Prospect

Prospect analysis, or knowing what’s important to our prospects when they’re making a buying decision, is critical to becoming marketing driven. “If you want to know why John Smith (or Jane Smith) buys what John Smith buys, you’ve got to see the world through John...

Seek First to Understand

Seek First to Understand

The next step in marketing system development is to create a Positioning/Differentiation Strategy for each target segment. The Positioning/Differentiation Strategy dictates how you will present yourself in your chosen market segments, and how you will clearly...

Close the Sale

Close the Sale

Business owners and executives often tell us if they can just get in front of a prospect, they’ll almost always “close the sale”. Based on our experience, people tend to overestimate their close rate success. Most businesses don’t even measure close rates, but if they...

Plan if You Want to Grow Your Business

Plan if You Want to Grow Your Business

When business owners and executives ask us which marketing tactics work best; advertising, direct marketing, internet marketing, trade shows, etc., our response is to ask them about their growth objectives. What do growth objectives have to do with marketing? The...

Online Marketing: Getting Started

Online Marketing: Getting Started

Online marketing has become foundational to all business development activities. Going forward, all effective marketing initiatives will have an online component. It’s the “new normal”. Simply put, online marketing is the use of appropriate, available electronic tools...

What is Pinterest?

What is Pinterest?

What is Pinterest? It seems new social media platforms are emerging daily. One that is receiving considerable attention, and credibility from a business standpoint, is Pinterest.   Pinterest is a photo sharing site that has started to gain the momentum of a social...

With Online Marketing…Content is King

With Online Marketing…Content is King

When people hear the term online marketing, they typically think of tools such as web sites, email distribution systems or social networking platforms like Facebook and Twitter. These are certainly important elements of online marketing. But the key to online success...

Can Social Media Really Help Me Grow My Business?

Can Social Media Really Help Me Grow My Business?

There's been a lot of hype about social media over the past several years. And a lot of skepticism and debate amongst business owners regarding the merits of social media as it relates to driving revenue growth. We hear the comments; “I don’t want to tweet about what...

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