Handling Complaints – A Competitive Advantage
Several times over the last couple of days I have heard grumbling from people frustrated because they have dealt with companies that have not handled complaints well. What they were most frustrated about is they have literally gotten nothing back after expressing what they have not been happy with. Generally what customers want most is […]
The Great Divide
Often in the Profit Talk Newsletter I have commented on the shift that is happening in the marketplace from selling products or services to selling solutions. Well the same shift is also happening within companies to positions and personnel. A friend of mine has an Office Administrator role within a successful company. She is experienced […]
The Easiest Fix to Ramp Up Your Business
I see this over and over again – the entrepreneur and team are so focused on the day to day activities they completely miss the #1 thing that impacts their customers’ decision the most. What is it? The sign outside your store or office. If you have a service business your most visible sign may […]
Selling Solutions
Whether you’re selling widgets on a street corner or big-ticket, long-cycle products to manufacturers, you have to understand the psychology behind selling. Changes in today’s marketplace have moved from transaction-based selling to relationship-based selling. They’ve also moved from a product focus (“this is what my product does”) to a customer focus (“this is what you […]
The Secret of the Roush Effect
Re-Post from Seth Godin’s Blog When Gerald Roush died, he left behind the Ferrari Market Letter. This newsletter, which he started and ran, had nearly 5,000 subscribers, paying him $130 a year for a subscription. Do the math! It’s a good living–even without a fancy website. The newsletter, it appears, was not just lucrative, it […]
Getting to the Ah
One of the most important shifts going on in business lately is the change of focus from transactions to solutions. If you think your business is just about what you sell – think again! Your business is about the value or results – the solutions you provide your customers. And companies are catching on. I […]
Don’t Believe the Hype!
Whenever one door closes, another door opens – ALWAYS. The challenge is, if we are so focused on the closed door, upset that it has now closed, we miss the new door opening. There is no such thing as status quo. In business you are either growing or you are dying. And we are continually bombarded with negative messages about business and the future. So how do you escape the hype and instead tap into the opportunity?
The Power of Three
How many times have you heard: “You didn’t tell me that!” while you know for a fact that you did communicate what they don’t remember you saying? It can be just a minor annoyance, but sometimes, a communication gap can have serious business consequences. And who’s right? The person who is sure they passed the […]
Don’t Let Profit Walk Out Your Door
Every time someone walks through the door of your business (or interacts with you or your team members), you have the opportunity to convert them into a loyal customer, or even a raving fan. (My definition of a loyal customer: someone who chooses your company over and over again. Another way of saying it is […]
Price as the Last Resort
Many businesses make the mistake of focusing on price. In other words, when selling their products or services, the first thing they promote is the price. If they want to increase sales, they reduce the price. That puts you in a position of competing solely based on price with big chain stores or businesses that […]
