There is an old saying that say's, "People will buy on emotion, but justify their decision intellectually."  If you study marketing and sales, you will probably discover this saying has it's roots in copywriting. The type of copywriting I'm referring to is sales copywriting.

How to Uncover your Prospects Emotional Buying Triggers

There is an old saying that say’s, “People will buy on emotion, but justify their decision intellectually.” If you study marketing and sales, you will probably discover this saying has it’s roots in copywriting. The type of copywriting I’m referring to is sales copywriting. Related Posts How to Guide Your Prospects to Your Solution 7 […]

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Great idea? Focused market? Good financial backing? Skilled employees? You’ve got it all, right? Maybe not. None of that matters one whit unless everybody holds the same core values. The numbers don’t lie – culture is the number one priority if you want to go the distance.

Culture Matters More Than You Think

Great idea? Focused market? Good financial backing? Skilled employees? You’ve got it all, right? Maybe not. None of that matters one whit unless everybody holds the same core values. The numbers don’t lie – culture is the number one priority if you want to go the distance. Related Posts Instilling Pride – A Key to […]

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legal

The future of intellectual property in the UK

Although the UK’s intellectual property framework is designed to promote innovation and growth in the UK, the latest quick technological developments have rendered intellectual property regime somehow inadequate to provide full protection. Related Posts Intellectual Property Rights: Strategic Battles 8 years ago A key risk for an intellectual property  owner is an infringement action and a […]

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coins

How to Find Your Clients Marketing Timing Trigger

What is your marketing timing trigger? Your marketing timing trigger is the reason why you take action on looking for and buying a specific product or service. For example if you run out of toothpaste and then go to the store to buy more, you had a marketing timing trigger. The marketing timing trigger was […]

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people meeting

Why small business is fed up with government

What really grinds the gears of small business owners is the near-complete inattention by lawmakers on who creates jobs. So said Kimble Fletcher Ainslie in a Cato Institute article from December 20, 2001 titled “Bush Ignores Small Business.” Related Posts A Business Maturity Date Really Works 7 years ago Two years ago, in March of […]

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business insurances you must have

Office Fire Prevention – How Safe Is Your Business?

For many small and medium businesses the thought of a fire racing through the office causing a substantial loss of physical assets or data would be devastating. At worst, the loss could mean the end for many companies; at best it’s a severe inconvenience that could lead to greater financial losses arising from an inability […]

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matrix

8 Principles of Data Protection And How They Affect You

Data protection has never been a more pressing issue than now. With many businesses collecting information in CRM databases, commercial and transactional databases, email addresses, etc, it’s important for business owners to understand their responsibilities towards data protection and security. Related Posts Key issues about a Data Protection Audit 8 years ago In this article […]

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chess

Risk what I risk, not what I say

Recently a client and good friend said, “I would be willing to bet a smart guy like you with a lot of success in your past wasn’t in danger of losing your house when you started your business, even if it had failed.” She’s wrong, but she’s not at all alone in believing that. Why? […]

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Have you ever struggled to start the conversation about money on your sales call?  If so, you're not alone. I find that most sales people struggle to discuss money on their sales calls.  This is partly due to the way you think about money.  Do you believe money is scarce or plentiful?  What do your parents believe about money?

How to Discuss Money on Your Sales Call?

Have you ever struggled to start the conversation about money on your sales call? If so, you’re not alone. I find that most sales people struggle to discuss money on their sales calls. This is partly due to the way you think about money. Do you believe money is scarce or plentiful? What do your […]

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using an email service provider

Building a Business is Really Simple

My friend Alan Wyngarden has done some adventure travel and says: “The hardest thing about climbing a mountain is just getting out of the garage.” Huh? Actually, it’s pure genius. A year ago I shared a business concept with Alan around building intimate assisted living homes that I had heard about. Related Posts Committed Movement […]

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office

Are you utilizing the power of Email Marketing?

This is a pretty simple yes or no answer with this question. I find that many small business owners say yes to this question, but then share with me that their execution is weak. Related Posts Social Media Marketing: Is It Really Worth It? 8 years ago When it comes to any form of marketing […]

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How Long Should Your Sales Call Take?

As long as it takes you to have an effective sales call. This is my simple answer to the length of time your sales call should take. The more complex answer is about to follow, but it will give you the information you need to effectively execute your sales call. What usually happens? Related Posts […]

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How many times have you heard advice that you already knew and said, "Yeah, I've heard that before," then proceeded to move on about your day without even a second thought?  Maybe it was a tip on how to close more sales or a way to build stronger, more fulfilling personal relationships or changes to your diet that could help you to lead a healthier life.

How Good Are You?

How many times have you heard advice that you already knew and said, “Yeah, I’ve heard that before,” then proceeded to move on about your day without even a second thought? Maybe it was a tip on how to close more sales or a way to build stronger, more fulfilling personal relationships or changes to […]

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