Sales Strategy

3 Things Never to Say in Starbucks

Starbucks is the de facto office for many entrepreneurs, freelancers and small business owners. It is an ideal place to meet with clients and prospects and to talk shop with partners. As much as Starbucks is a comfortable place to get work done, and as common as it is to see someone set up a workstation for hours at a time, it essential to remember that Starbucks is public … [Read more...]

8 Easy Steps to Writing an Effective Sales Page

In this day and age, there is a push to make everything shorter. Blogs that used to be in the 800 to 1,000 word range are now generally 500 words (or less). Websites that once contained all of their content on just a couple of pages are now splitting their words to make seven, eight pages, or more, all in the effort to keep each individual page to a minimum. However, that is … [Read more...]

Engagement

“You guys, come over here and celebrate with us. Melissa just got a new puppy!” We looked to both sides, and then even turned around to see if there was someone behind us. Surely, the jolly woman behind the counter couldn’t have been talking to us. Nope, there was no one else. She actually was talking to us. We walked up to the bar, intrigued. The woman who greeted us … [Read more...]

Why Discount Pricing Does Not Work

A common thought among most business owners is that if you want to increase sales volume and increase profits, you should lower your price or offer discounts. That type of thinking and strategy could not be further from the truth. While sales volume could occasionally increase with discounting, it very rarely leads to increased profits. More times than not, it will … [Read more...]

Audio Interview with Michal Bohm of BM Windows in San Diego

Monday Morning Radio host Dean Rotbart interviews Michal Bohm, owner of BM Windows, a window replacement company in San Diego with a business model that differs from most others in the industry. While many window replacement companies focus on high-pressure sales techniques, Michal has chosen a different approach that has allowed him to thrive in a competitive market. In the … [Read more...]

Small Business Marketing Essentials: 1 – Creating Mass Market Appeal

Whenever I ask a potential client who their target market is, I often hear "everyone." While it may be true that everyone could be a potential customer, not everyone will buy. So it is important to build the profile of your target market into one that is most likely to purchase. I feel the reasons why most business owners try to market to everyone (when they really don’t … [Read more...]

4 Questions to Answer Before Talking to a Prospective Client

Who am I is not a philosophical question for small business owners - it’s the first step to converting a lead. To prepare to engage with clients and prospects, you have to start with the basics.  While some of these essential questions might seem obvious, it is important to lock down your answers to understand who you are and what value you provide as a business and to … [Read more...]

BM Windows in San Diego: Ethical Sales and Marketing Plus Consumer Education Give a Small Business an Authentic Advantage

Family-owned B.M. Windows rises above competition with a sales, marketing and service approach customers trust. Michal Bohm, owner of B.M. Windows in San Diego, talks to us about social media challenges, marketing opportunities and the connection between ethics and longevity for small businesses. Michal notes that the company gains most of its customers through referrals … [Read more...]