Category Archive: Communications

Jun
24

#1 Source for New/New Business – The Lead Generation Wormhole

So you are looking for a way to break the laws of business development physics and defy the time proven challenges of getting new business from a NEW client while also offering NEW services/products?  You want the thrill of making the diagonal leap! Question: How do you decrease the risk and increase the odds of …

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Jun
07

Who Are YOU Pointing At?

  If there was a crowd of people and in that crowd there were some potential clients, how would go about identifying the prospects, and more importantly how would they know you were pointing at them? Question: You know your prospective future clients are in the crowd, how do you point them out so that …

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May
08

Nuances of 3rd Party Lists

You just got a list of emails from a friend, a tradeshow, a seminar, a conference, or some other source where contact information was being exchanged (including purchased downloads from places like Jigsaw, Netprospex, etc.). Question: Now you are ready to upload your new list and start sending emails to them to do some marketing, …

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Aug
29

Step 0. Where are you right now?

“Take a deep breath, look around, tell me what you see…” As you may have guessed, and it’s no surprise, most of the questions refer to your Existing/Existing business and customers/clients.  There is typically a wealth of ideas, innovations, opportunities, additional business, networking opportunities, and other resources already available to you if you can take …

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Sep
24

#1 Business Challenge – Attracting [Qualified] New Customers

I recently read a post on Constant Contact that a survey identified “Attracting New Customers” as the number one small business challenge.  I have also recently discussed with a number of small businesses their relatively poor experiences attracting quality new business through schemes like Groupon (and other extreme couponing vendors).  Add to that, that a …

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Sep
24

ABC-SPC Framework

Pipeline Funnel in Red

I guess I used to take it for granted that everyone in business stratified their customers into different categories based on their value (and pipeline stage) to the business to help them prioritize their limited resources when choosing how and where to spend their time – and also to identify where to spend their time …

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Sep
16

First Steps to Increase Business Momentum

Rarely do we find ourselves in places where we can’t backtrack to see what steps we took to get there.  But then, where we are is where we are and we have to deliberately choose to take steps to move forward.  Given the incredible number of constraints we perceive, we have to choose the ones …

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Sep
01

Punchline – “tap your heels together three times”

Ruby Red is a reference to the color of the slippers Dorothy wore in the Wizard of Oz.  What has always stuck with me about that movie is this notion that what we most need, we already have.  Obviously it wouldn’t have been much of a movie or adventure if Dorothy knew the answer at …

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