Thinking is Linking (and Profitable)

It’s been said that thinking is linking. By spotting new patterns in data and making new connections in our head, we can find new solutions. Which is why real thinking can be profitable to your business. Here’s a story to illustrate, worth $462,363 … Once upon a time, my client Bill asked me to test new ideas for a sales … Read More

The Walking Outside Prospecting Video Framework

Here are my results testing a terrific new marketing idea from Josh Braun The Idea: Shoot a video of yourself walking outside, in which you spotlight a potential problem you can help prospects with. Do one personal video for each prospect. Send the video embedded in a LinkedIn message to prospects you want to start conversations with. Below is a … Read More

Voice of The Buyer Copywriting

Sales are flat. Growth is stalled. You don’t have enough leads. Nobody cares. Nobody engages with you. That sucks. I have a way to solve that problem. I call it The Voice of The Buyer MethodTM. It’s based on a simple idea: You don’t have to write great sales messages, if you can hear them. What do I mean? It’s … Read More

Want Referrals? Discover The Referral Partners Secret

  Want more referrals? You should. Here’s why: Referrals are powerful social proof, as defined by Robert Cialdini in his book, Influence. That’s because we humans are a tribal bunch. When we’re not sure what to do in a given situation, we look around to see what others are doing. If other people are doing something, that’s “proof” it’s probably … Read More

Kaizen Marketing: $2.1-Million Windfall Example

Want a shortcut to success in your business? Try kaizen marketing. You know what marketing means. The word kaizen combines two Japanese characters that mean “change” and “good.” (FYI, I lived in Tokyo for nearly 3 years and never heard the word kaizen in conversation. We talked more about beer and baseball :-) Anyway, let’s use this definition for kaizen … Read More

Real Emotional Marketing in a Digital World

Want more new clients? If so, here’s a framework I’m using to help my own clients grow their sales. And it works even against deep-pocketed competitors armed with ChatGPT and other AI. But first, some history. This framework is based on an idea developed back in 1980 by the ad agency Foote Cone Belding. Their idea is called … The … Read More

Tangible Marketing: Get Real With Direct Mail

Are prospects ignoring your marketing online? Are sales are taking way too long to happen? You’re not alone. What’s causing it? Well, it’s probably not because you’re lazy or your online marketing is awful. The real problem is … attention. It’s getting harder and more expensive every day to get noticed online. The numbers are stacked against you. You and … Read More

How to Make Marketing a Habit

January is a great time to start a good habit or stop a bad one. Unfortunately, most of us quit forming good habits after only a few days. Drink less coffee? Ha. Go to the gym every morning? Ha ha. Eat more kale? HAHAHA. Anyway. Good habits can be hard to form. Which is why I’m always looking for ways … Read More

B2B Direct Marketing Tips: Simple and Proven

Do you own a great business? Want more new clients, especially with B2B direct marketing? Whether you sell a product or service, try these tips …   1) Make Marketing Job #1 This is a simple mindset that can lead to major breakthroughs. But you may ask, Why is marketing job #1 and not sales? Because marketing, done right, makes … Read More

The Retention Marketing Secret?

What’s the secret to retaining clients so they buy and refer for years? Two words: Surprise and Delight. To illustrate, let me tell you the story of The $10,000 Rice Krispies Treat. You see, a while back, I stayed at the Westin Downtown hotel, in Austin, TX. My client, Bill, was hosting a big meeting for some of his clients. … Read More