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What best describes your interaction with customers in the last 30 days: reactive or proactive? Get proactive and reach out in genuine way. When you are proactive about customer communication, it's easier to ask for referrals. Read More

How committed are you to your customers? A challenge for B2B owners and executives - commit to proactively contacting customers every week. Read More

If a referral partner cannot get their mind around what you do and how to refer you – referrals simply won’t happen. Tips for stating your purpose clearly so that others can refer you business. Read More

A recent post on the Dawn Westerberg blog makes an important point. Business prospects really want to know what kind of experience they will have if they hire your company. In other words, what are you like to work with?
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Focus on a small group can win "brainwidth" - an enthusiastic core that understands your value and can refer you to the perfect prospects. Doesn't it make sense to focus your marketing efforts on them? Read More

Do you take the time necessary to get prospects to know, like and trust you? Don't throw a Hail Mary to strangers - develop friends who value you and buy your products and services. Read More

Do potential prospects get an idea of what it is like to work work with you? Or are they met with jargon and corporate-speak? Find your voice, show your originality and win some customers. Read More

You can’t afford to sift through unqualified inquiries. You can’t chase everything. You must decide what you are going to do and, equally as important, decide what you are NOT going to do.

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Does your online presence give enough information for people to qualify themselves? People are simply not willing to invest the time to pick up the phone and you call if they haven’t had an opportunity to investigate your products and services for themselves online and prequalify themselves. Read More

Your marketing needs you. If you are not passionate about the good your business does, it’s going to be hard to drum up the energy. Look at your marketing – really examine it. Does it look like you? Does it sound like you? Does it answer the questions that you get in real life? Read More