Many people have a love-hate relationship with networking. We know we ought to do it, but its time consuming, a pain and wins seem rare. If that sounds like you, you’re probably a networking novice; unfamiliar with the finer points and techniques that can make networking a rewarding and profitable exercise….
There is no doubt about it, it’s getting harder and harder to prospect by phone and by email. That’s why networking has become such an important and effective way of generating business. For some businesses, this is all they need to do. For others it’s just one of several lead…
Whenever a selling opportunity arises, whether face-to-face or online, there is a critical moment of truth… It’s at this moment that your value proposition needs to score a bullseye in relation to your potential customer. This is arguably the most important instant in your sales process – the first red-light-green-light…
Ever presided over a trade show participation that turns out to be a tragedy when you hoped it would be a triumph? It would not be an uncommon occurrence. There are so many details to worry about, sometimes you can loose your perspective. Where do you direct your effort and…
By Evan Rubenstein Everyone (well almost everyone) in business nowadays has a website, and everyone wants more people to come to their website and give them more business. Right or right? Not that long ago, the recipe was simple; launch a websites, throw in a meagre ration of mediocre content, add as…
By Evan Rubenstein Clever marketers understand that every new customer costs money, and one sure way to diminish that cost is to get referrals for new customers from existing customers – at virtually no cost. Contemplate this: If every customers introduced you to only two more customers, how long would…
By Evan Rubenstein There is a widely propagated mantra in lead generation circles, that cold calling has passed its use-by date and is no longer of any use. In fact there are those that would argue that the same is true for a number of other more traditional marketing strategies…
The vast majority of businesses usually use somewhat arbitrary means to determine their marketing budget, such as a certain percentage of sales. Many business books and educational institutions teach methods like this. In fact, there is a far better, more rational, accurate and deterministic way to do this. It all…
