4 marketing strategies to use when your prospect’s PERCEIVED needs and REAL needs aren’t the same

Henry Ford famously said, “If I had asked people what they wanted, they would have said ‘faster horses’.” Ford was thinking about meeting customer needs with a horseless carriage but if he had stopped to ask his customers what they needed, their best answer would have been a modification of something that already existed. Henry […]

100 small business strategy questions

Many small businesses are fueled by passion. They start because an entrepreneur has an idea (or is sick of working for a boss), they grow because their ideas solve a problem and somehow that solution is communicated to the marketplace. Unfortunately, many small businesses fail… even ones that are seemingly successful and make profitable sales. […]

Sell more by convincing prospects that they already own your product

In your business, it can be hard to sell something to a prospect that is reluctant to buy. It feels like you are trying to move an immovable object! On the other hand, if the prospect wants to own your product or service, almost nothing will stand in their way of buying it from you. […]

6 quick sales funnel tips to make more money today

Running a business means managing a sales funnel. Sometimes you need to roll up your sleeves and do some serious work in your sales funnel to fix things that are broken or to optimize it for more profit. But other times, you just need to make minor tweaks to get a quick “pop” in you […]