“MA, WHAT’S FOR DINNER??”

“MA, WHAT’S FOR DINNER??” You’re probably heard it – or said it – a thousand times. I’m not asking about all the various foodstuffs in the refrigerator; I’m not seeking for a tour of spice cabinet; I’m not looking for an overview of all the recipes in the recipe box. Just tell me: “Chicken parm – 5 minutes!” Short, focused, […]

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 Donald Trump Tapping Into?

Let me just state, as I begin this post, that I am not interested in generating a bunch of political commentary. So please refrain – can I get a hearty Amen? What I do want to do is muse a little bit on the phenomenon of the popularity of Donald Trump. Particularly, his branding as a […]

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 […]

Defining (and doing) YOUR Best Work

I’m asking a series 20 Clarity Questions that every company should be able to answer in order to set a clear business focus and direction. Today, let’s consider together what kind(s) of work you will choose to do – specifically, what is the best work you can be doing. Clarity Question #6 – What’s Your Best Work? If you’ve been in […]

Here’s What ALL Your Customers Are Buying

“Plop, plop; fizz, fizz…oh, what a relief it is!” It was one of the most memorable commercial jingles of my growing-up years….annoyingly so. But this commercial teaches us a wonderful lesson about business and marketing – people buy pain relief. If you’re selling something, you’re making a huge (but very common) mistake by focusing on […]

Are You Referral-Ready? Ask These 3 Questions

  One primary goal for EVERY business is to be “referral-ready” – that is, clients and friends and others can easily and accurately refer you to others who need your service. Think of being referral-ready as having a baton in a relay race – one person can hand the baton (the message) to the next […]

Does Your Business Need a Growing Pains Advisor?

Never heard of a “Growing Pains Advisor“? That’s OK, neither did I (nor did Google), until today. It’s (hopefully) a memorable title. Turns out that that is exactly what I do in my consulting for small businesses and corporate teams. I’m an advisor for businesses undergoing growing pains. I just hadn’t branded it that way. And, according […]

Put Your Message on Repeat, not Shuffle

Most of us try to say too many things into our marketplace. It’s like an iPod on shuffle – too many songs, in random order. People won’t remember the lyrics of any one song when they’ve just heard 30 of them. After almost 30 years in business, I can tell you this: the vast majority […]

How to Become “Referral-Ready” – Bring The Clarity to Your Next Event!

If you’re in business, you need to be “referral-ready.” Referrals, as we all know, are the most powerful business-builders of all. What better topic to address at your upcoming conference or meeting? Before advertising, before marketing campaigns, before the sales pitch, before social media – first and foremost, we need to establish a clear message that […]