Aim at Nothing and You’ll Hit it Every Time

Everyone is not your customer. Would you agree? I hope so. There are people we are best able to serve…and then there’s everybody else. A LOT of everybody else. So we have to take aim. We need to pro-actively define our target market, our target customers. Hopefully, you’ve come to a clear definition of your […]

What is Your Customer’s Pain?

Think, for a moment, of your customer as a patient in the doctor’s waiting room. “OK, everyone, Monday is splint day!! Whatever your symptoms, we’re handing out splints to fix it. Have a great day!” “Hurrah, it’s Alka Seltzer Tuesday! Everyone gets Alka Seltzer for whatever ails you! Just pay the receptionist and we’ll all be on […]

Who Loves You?

  I am blogging about 20 Questions that you need to answer in order to set your business focus, and make your company referral-ready. The first one was, What are your Company Strengths?, followed by, What is Your Company’s Domain Expertise? Now, let’s turn to… Question #3 – Who Loves You? I’m a big believer in the idea that […]

The Clients You Don’t Want

Everyone wants more clients, right? Yes. And, no. What we want is more of the right kind of clients. Which means we have to tune our sensors to recognize the customers we don’t want. Some clients are a good fit for who you are and what you offer. Others may be a source of short-term revenue…and […]