Over the last several months I’ve been listening to recordings of inbound phone calls to my clients’ offices (MSPs) from prospects coming to them via a search on Google for IT support. My intention was to listen for commonalities in questions, words or comments that I could then use in headlines and offers to improve the conversion on these particular …
Your list (or who you are sending your message to) is the single most important element to any marketing campaign; take extreme care in choosing and verifying the source and accuracy of your list. Most people do not spend nearly enough time on this activity, and simply rent a list based on geography and company size. This is a surefire …
Building your marketing list is a very “unsexy” necessity when it comes to building your marketing system. To many, list building is a mundane task, and this activity alone certainly does not generate any leads. Perhaps this is why many members struggle with this and opt for the route of “I’m just going to buy a list from and check …
I got an e-mail from a client who was disappointed because he was mailing 40-50 direct mail letters a week to new prospects (cold list) and “only” getting an average of 6 responses from each batch he sent out. Well jumpin’ Jehosaphat, Batman! But worse yet is that he wants a different letter because the people responding aren’t the type …
~Lyrics from the Sheryl Crow song, Soak Up The Sun Last month Jeff organized a company dinner and night out to see Sheryl Crow deliver a small, private performance at the Franklin Theatre. The event was a charity benefit for New Hope Academy, a private school in Franklin that gives scholarships to kids in low-income families, (Sheryl’s kids go to …
At last month’s Boot Camp I opened up with a session on how to raise your rates and get paid more for the services you are already delivering. I personally believe I need to drive home on this point more with all clients, pressing them to answer the question: What can you do, offer or change that would allow you …
I heard Donald Trump say that once during the boardroom scene of a Celebrity Apprentice episode to a guy who was complaining about the stress of fighting, constantly, with the other contestants. He said to Trump (paraphrased), “You don’t tolerate this kind of fighting every day in your life, do you?” to which Trump quickly replied that indeed he did, …
I have been getting a LOT of questions around the topic of creating a unique selling proposition. Confusion abounds. Therefore I thought I would take a moment to give a quick refresher on what it is, why you need it and how it’s used. First, a quick history lesson: Rosser Reeves coined the phrase “unique selling point” back in the …
– Attributed to both Andy McIntyre and Derek Bok I just got back from New York City where I spent two full days with some of the best and brightest minds in marketing, leadership, health, science and business at my friend Joe Polish’s $25K group (named for the annual membership fee). Many people don’t know that I was the one …
Before every Producers Club meeting, we poll the Members to see what topics they want me to cover. For the last 3 meetings the #1 content request was, in some shape or form, about getting things done (specifically marketing) and time management. This is, admittedly, perplexing to me since once I’ve covered it, the strategies don’t change, so I’m left …
