The Emotion of a Brand

Posted by Don Thorpe on January 01, 2000
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Category : Blog

  What is a motorcycle?  Or better yet, what is a Harley Davidson Motorcycle?  I have experienced the emotional power of the HD brand through my father in law and family. My father in law at the age of 60 was diagnosed with prostate cancer, an extremely scary time for any of us to be forced to begin the process of thinking about our own mortality.  When it came time for his surgery, the family

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3 Reasons Why Thank You Cards Work

Posted by Les Lent on January 01, 2000
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Category : Blog

I’ve recently been reminded, several times, just how important hand written thank you notes can be in the business world. As a rule when I work with sales professionals as a coach, business leaders as a consultant or when I meet someone new and start to build a relationship I send them a short hand written thank you card. Nothing extravagant. A brief  note thanking them for something specific (usually their time). I’ve made it

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Selling anything is tough, but selling in this economy is especially brutal when you consider that to be successful your skill-set must include a bit of Zig Ziglar, Tony Robbins, Dr. Phil, Luke Skywalker and Conan the Barbarian in order to move things forward. Keep in mind; you still have to stay abreast of your product/service line, your industry while also managing your emotions and those of your internal team. Making sales calls is often

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Is selling an art or a science?

Posted by Devin C. Hughes on January 01, 2000
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Category : Blog

If you spend a day with a highly accomplished sales person then you are probably going to hear that one of their primary drivers for success is cultivating relationships and closing deals.  It is a rather obvious point but there is certainly more to this story. You will hear them refer to their customers by such names as “Champion,” “Race Horse,” “My Boy,” “Big Dog” and a host of other terms of endearment. They will

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Easy– Is it easy to do business with you?  Will the learning curve be short for new clients?  Doing business with you and your company must be painless.  One of your biggest obstacles will be getting people to change so do not discount it.  Tip: If they see a need and it is easy to work with you (saves time and effort), your success rate just increased exponentially. Educating– What do you offer in terms

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One IS The Loneliest Number!

Posted by Jennifer Engle on January 01, 2000
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Category : Blog
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Thou shalt not covet specific customers.  Too many entrepreneurs are fixated on winning specific accounts that they become emotionally attached.   You pin all of your hopes, dreams, company and brand on that…one…special prospect. Here is a tip I learned the hard way: Don’t. Think instead about the overall quality of your sales funnel and your business plan. “Build it will right and it will come”. Know the science behind your product, solution, and service cold.  That

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The Power of the Personal Brand

Posted by Devin C. Hughes on January 01, 2000
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Category : Blog

This past weekend, I had the good fortune of attending a picnic in my neighborhood.  Have I ever told you how much I love picnics?  As I sat there consuming anything in sight, I struck up a conversation with a physician who, like me, was enjoying the barbeque.  He began to tell me about an unusual experience he had that afternoon in his office.  During a routine office visit with a new patient, he asked

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Building Your Personal Brand

Posted by Devin C. Hughes on January 01, 2000
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Category : Blog

I hope that when you decide to jump off the diving board and into the personal branding pool, you are prepared to swim in the deep end. From my experience, the lifeguard is often unavailable when you find yourself struggling to keep your head above water. In my case, it was incumbent upon me to faux swim or at least doggie paddle with dignity. When I began, I was inundated with wonderful success stories and

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Use the Rule of 3 for Personal Branding

Posted by Devin C. Hughes on January 01, 2000
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Category : Blog

If you are not familiar with it then I suggest that you introduce yourself quickly. I believe that it is the most highly effective technique for disseminating information with a punch. As an aspiring Brandpreneur, you have been told, over and over, ad nauseam, that your ability to convey your message with impact is critical to your long-term success. Like so many of us, I knew what to do but was often unclear how to

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