Defining Web Presence for Clients

I recently met with a design client about building their brand online. The first question I asked them was, “What’s your current web presence.” Their answer, “Well, we have a…

Sell Values and Benefits Rather Than Features

When selling anything, it is a mistake to emphasize only the features that your service or product comes with. For every feature, you should present the underlying value or benefit…

Too Many Chefs in the Kitchen Leads to Disaster

I saw this show on the Food Network where a bunch of celebrity cake designers had to work in teams in order to create showpiece cakes. The cakes that these…

Avocation vs. Vocation

I recently attended a discussion group lead by Scott Calvert, the Vice President of Sales at Trada.com, a crowdsource marketing company in Boulder, Colorado (their promo video is awesome –…

Volunteering Is Good For Business

According to the book, “Millionaire Mindset” (Thomas J. Stanley) – as well as other books about how millionaires think – most millionaires are very charitable, sit on the committee of…

Some Customers Are Worth Losing

In “A Bronx Tale” (dir. Robert De Niro), the main character, Calogero, befriends a gangster, Sonny. Calogero and Sonny are driving around one day, and Calogero spots a guy who…

Learn-On-Demand

I love books, and I love learning in a classroom setting, but with time and money being finite, I’d rather learn-on-demand. If I need figure out how to add a…

Believe in What You Sell, and Sell What You Believe In

I ran into an old friend of mine, Brian, at a nearby bookstore, and we immediately went through the pleasantries of finding out what the other had been up to….

Be Where Your Buyers Are

One of my clients, Anna, recently tried to sell her photographs at a concert that one of her friends held at a hotel.  Anna‘s friend, Johnny has a small jazz…

7 Step Perfect Elevator Pitch Program

I once had a client, Zach, who wanted to start some kind of online auction business. He would describe to me in detail how the auction software worked, and the…

Share Your Vision, Your Values, and Your Story with Your Customers

In a recent post, I talked about my client, Dale, who is in the craft business. We were on the discussion about his artist bio, and Dale told shared with…

Sell to Connoisseurs, Not Consumers

The average person can’t tell why a $40 million Picasso is beautiful.  They just know everyone else thinks it is.  The average person couldn’t tell you the difference between a…


1 2