Everyone Needs a Good Secretary
When I was President of Rainmakers, I developed a habit of using stories to introduce a concept. This is one of my favorites, because it is a great example of persistence and a successful launch through relationships. It is the story of the scientists at the 3M Company who found a use for an adhesive which didn’t stick. Despite discouraging feedback from the marketing department and his peers, Arthur Fry believed in the potential of this unique product. So he bypassed traditional channels, made a batch of the pads using the adhesive and distributed them to the secretaries of all...
read moreWarm Up Cold Calls with Power Teams
I have been a student of Matt Nettleton’s at TrustPointe for almost a year now. Almost every week he mentions, suggests, or commands that we make phone calls. While I have never learned to love them, I have learned to make to them. But whenever possible, I try to make warm calls instead. I try to rely on my referral network, and power team to make connections to the people I need to meet. Who are my Power Team? This is a loose group of business professionals who offer complementary services to my target customers. I schedule one-on-one conversations over coffee and lunch. As...
read moreWin, Win, Win!
I had a chance to hear my good friend Tony Scelzo make a presentation at the Rainmaker Summit. While he had a number of great points in his presentation to Rainmakers on how to effectively use WOM (Word of Mouth) to grow their business, the most compelling element for me was his comments on creating a triple win! Simply put Tony believes WOM works best when two companies collaborate to bring value to the consumer. His primary example is the comparison of the Google approach to the Microsoft approach. Google provides free tools which business use to improve productivity. As a...
read moreCross Promoting Works!
One of the most effective ways for small business owners to get your name out there is through cross promotions with related and sometimes unrelated businesses. One of our clients, Dr. Jeremy Ciano of Revolution Eyes has been very effective using his relationships with other business owners to build buzz for his business. For example, he ran a joint open house with a local singles group, and Bar Louis ( his favorite lunch spot). The singles group promoted an open house event to their members ( affluent, professional singles) The event was hosted at Bar Louis, and sign in, was across...
read moreCross Promotion in Action
One of the most effective ways for small business owners to get your name out there is through cross promotions with related and sometimes unrelated businesses. One of our clients, Dr. Jeremy Ciano of Revolution Eyes has been very effective using his relationships with other business owners to build buzz for his business. For example, he ran a joint open house with a local singles group, and Bar Louis ( his favorite lunch spot). The singles group promoted an open house event to their members ( affluent, professional singles) The event was hosted at Bar Louis, and sign in, was across the...
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