It is important to identify the prospects that will have the highest need for your product or service. These are your best prospects—the ones who are most likely to buy, use, and recommend you and your services. When you have identified your best prospects and know where to find them, you can use your marketing [...]
I am reading John Smoltz’s autobiography. If you are not familiar with Smoltz, he played professional baseball for over 20 years. The book focuses on the last year he played. Smoltz is a very competitive individual. He did not like to lose, He loved playing for Atlanta and he would do what was necessary to [...]
Every prospect wants to know why they should buy from you. They want to know the outcome they will experience before they want to know how you will create those outcomes. Let’s start with four basic facts … 1. Every prospect has a problem. This problem creates some negative emotions. 2. Every product has features: Features are merely objective [...]
I was in a meeting a few weeks ago with a business associate and we were talking about what it means to collaborate. When he finished his long definition, I made the statement that what he said sounds like adaptability and not collaboration. Here looked at me as said, “You just made me wrong.” I [...]
Nothing can bring more satisfaction to a business owner than knowing they have a healthy relationship with their customer and vendors. And, of course, as many people find out, nothing can bring so much pain as a broken relationship. Yes, relationships make the world go ‘round. For better or for worse. There are basics that [...]
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