Today: The idea of the week is… “The trouble with old fashioned selling”

 > The Situation: I urge my clients (and you) to stop selling the hard way. Stop calling strangers to introduce yourself. Stop trying to get appointments with these people. Stop making pitches to them. Stop making mechanical “follow-up” calls to them. Just stop it. Why? Because. If you have to convince me (or persuade me) […]

Today: Want to succeed? Stop going to work!

 > The Situation: Billy Carpenter. Wine expert. Sommelier. Proprietor of Vin de Garde Cellar Systems in Vancouver–and a brand new marketing client. At our first meeting Billy said, "we’re doing okay, but I’m worried — because the phone has stopped ringing." Then we need to get you away from the phone, I said. He looked […]

Today: “If you survive your first heart attack…”

 > The Situation: Imagine an ad that reads like this: "If you survive your first heart attack, you ‘will’ change your eating and exercise habits. Or. You could change them now. Your choice." Whaddya think? Pretty compelling? If we were serious about health care (we’re not!), you’d see ads like this everywhere. And. Instead of […]

Today: They came through…

 > The Situation: A couple of days ago, I told you about a coupon offer that I found in a coupon book (oddly enough). It was from a store called Meridian Meats and Seafood. And. As you may recall, they made me an offer that I could not refuse. So. I took that coupon into […]

Today: Here’s an offer I “can’t” refuse.

 > The Situation: Yesterday I told you about flipping through a coupon book. And I shared both my critical comments, and my positive comments, with you. Today, I want to tell you about a coupon in the same book that really rocks! The advertiser is Meridian Meats and Seafood, a brand-new store in my neighborhood. […]

Today: Now “this” is marketing dangerously!

 > The Situation: Marketing dangerously. Hmm. This one pushes the envelope. But here’s the story anyway. I’m working with a client, Winton Global Homes, in Prince George, BC. Their dealers—from across Western Canada and the Northwest US—have gathered for their annual meeting. I provide them with a day of marketing and sales training, brainstorming and […]

Today: “No, you call me…”

 > The Situation: If I call you, I’m a salesman. If you call me, I’m an expert. All right? Now say it with me: "If I call you, I’m a salesman. If you call me, I’m an expert." Got it? Sometimes, if you read or hear something—and then you say it aloud—it makes a more […]

Today: “Enter to win–big!”

 > The Situation: One of my favorite business turnaround stories. The scene: An industrial supply business in Southern Ontario. During the huge recession of the 1980’s. Can’t mention the name because it was a turnaround (and they sold to one of "The Big Guys" a few years after we did this). Here’s the story.  > […]

Today: “We wrap rides!”

 > The Situation: The place: Burnaby, BC. The company: Sign-a-Rama. The story: Sign-a-Rama stores specialize in “vehicle graphics,” applying ID and advertising graphics to all kinds of vehicles—from cars and vans to trucks and aircraft. But this story is not about vehicles or graphics. It’s about choosing domain names for your website. Read on.  > […]

Today: “Buen Appetito”

 > The Situation: Said it before. And you know I’ll say it again: "Now is the time to take market share from competitors who are not using it." (Because they’ve reacted to the downturn by cutting back on their marketing and sales.) Today’s example comes from our intrepid seminar Registrar, Doreen Brown. She called to […]