Posts filed under: Get More New Clients

Email. I expect each of us has an opinion on the subject of the worth and value of email marketing, especially as it relates to B2B sales in general and complex sales in particular.  I also expect those opinions would...
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Rapport is important in sales, especially face-to-face sales. It’s been said time and again sales is about people and people buy from people they like. Without picking that thought apart, I agree it’s generally true. People buy from people and...
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You’ve likely heard it a thousand times. And you’ve likely shrugged more than once. Although it’s sage advice, most of us ignore it: stories sell.  It almost sounds gimmicky — kinda like an oversimplified cure-all. But it’s true: stories sell. Stories create interest, paint a...
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A suspect is someone who may need, want, and be in the market for what you have to offer. They are someone who meets a profile, but whose interest and intent to purchase is unknown or currently non-existent. Suspects need...
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The purpose of B2B lead generation isn’t to get people to buy your product or service. Think about it — this is where a lot of B2B lead generation campaigns go wrong. If you have a product or service that...
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Note: This post was initially published elsewhere four years ago. I found it today and couldn’t resist publishing it again — the lessons still apply.  My sincere apology to quality real estate professionals everywhere. ======= I’m being overrun with a...
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Not long ago, I found a message in my inbox from a group I belong to asking a question about  trade shows – What is the most creative Pre-Trade Show mailer you have done or heard of other companies doing?...
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B2B Inbound Marketing  is about attracting visitors to your web presence who are ideal candidates to become prospective customers — either today or at some point in the future. Inbound marketing activities typically include social media integration, web content, link...
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There are many parts and pieces to a successful B2B lead generation campaign.  Profiling the target recipient is the most important. But there are two particular elements of a successful campaign we need to consider, continually evaluate, and monitor for...
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If your prospects don’t purchase, don’t blame them. They aren’t stupid. You’ve probably failed in connecting with them to the point they felt compelled to purchase. Your offer may be wrong, it may be packaged incorrectly,  or you may be...
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