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THE VALUE PROP BLOG

How to Sell to Your Customers When Their Hair Is On Fire

marketing sales Apr 28, 2020

Your customers are in shock. The whole economy has ground to a halt. And yet, there are still sales to be made. Here’s how you can sell to your customers (ethically), even when their hair is on fire.

Recently, I was talking to David Newman, of Do It! Marketing. And on behalf of his clients, he asked me this very hard question: “How can you sell to your customers when their hair is on fire?”

And, oh man, isn’t everyone’s hair on fire...

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Leverage Your Values to Win Millennial Buyers

The first step in attracting Millennial buyers is to leverage your values. Here’s why and how every business owner should focus on their values—not their sales pitch.

You’re probably familiar with the traditional process of a B2B sale:

Identify a potential customer, make contact, and give your best sales pitch about why they should buy from you…

But here’s the real question: is this process actually working for you? Or are you in the dilemma a...

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Starbucks and Moving Boxes: How Added Value Gets You Loyal Customers

Starbucks and moving boxes. Yes, you read the title right.

One of my employees is in the process of moving. Being resourceful as she is, she’s been calling around to stores to collect moving boxes for weeks – and one such store is Starbucks. Starbucks gets their big order in once a week; if you find out what day the order comes in, you can call to actually reserve the boxes for pick up.

Not too bad, right? But that’s not what this post is about.

This post is about...

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The Value of “Free”: Why Giveaways Are a Great Marketing Strategy

marketing pricing Aug 31, 2017

Have you ever wondered why companies have giveaways? Do you ask yourself how they make any profit when they’re giving products or services away for free? Well, with a nod to Captain Obvious, people love free stuff.

And they love it, even more, when the giveaway is valuable. Or, at least, if they perceive it to be valuable.

Free doesn’t mean free of value

But, you see, companies know this, and as more studies have come out,...

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Love Song Marketing: Know Your Specific Buyer

Every Song Has A Story:

What’s your favorite love song? Almost everyone has one; whether it reminds you of your high school sweetheart or the first dance at your wedding, love songs hold a special place in our hearts.

Billboard Magazine, the “bible” of the music industry, recently named their Top 50 love songs of all time. While most songs on the list are beloved and well known, no doubt some of them were written without real love in mind – that is, from a...

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Strategic Perspectives: Why You Need Both Optimism and Pessimism to Grow Your Business

marketing ownership Aug 07, 2012

Is the glass half full or half empty, and does it matter to your business?

I think it does matter, but maybe not in the way you’d initially think.

As an entrepreneur, my default is optimism. Optimism is an essential part of an entrepreneur’s “DNA” – how else are we supposed to persevere despite the many forces that push back against our ideas? I have persevered again and again. I have dreamt new dreams and tried them – I have taken risks, I have...

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The Windows Phone, Part 1: What’s the Point?

competition marketing Apr 24, 2012

Disclaimer: I am fully away this article might make me a few enemies. But it must be said. Because really, it’s what we’ve all been thinking anyways.

What’s the point of the Windows Phone?

I’m not trying to be unnecessarily biting here. Really – I’m genuinely curious.

What’s the point?

I’d love to pose this question to Microsoft’s development team. Or rather, I wish I could have been in the room during their stage gate process....

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