This week's podcast is brought to you by the 2012 State of the Business Owner Report. Today, we talk about Meeting Prospect Needs. In this episode we discuss: How to create a compelling prospects that brings customers back Why you have the au...Continue Reading »

Do you even consider that your prospects have needs? Answer the question honestly and you may find the key to growing your company. Too many business owners and sales people frame the lead conversion process in terms of their own needs rather than th...Continue Reading »

What’s more important to you? A one-time purchase, or a customer with a long-term relationship with your business? Customers-for-life is the strategy and the hope behind all great brands. Certainly, such loyalty is supported by having a diff...Continue Reading »

This week's podcast is brought to you by the 2012 State of the Business Owner Report. Today, we talk about meeting customer needs. It is important for every business owner to know the pivotal moment to begin rolling out the red carpet for custome...Continue Reading »

You need to get into your customers’ heads.Unfortunately, you can’t read minds.The Technician in you accepts this and tries to genuinely meet your customers’ expectations. Unfortunately, this doesn’t cut it.The business owner ...Continue Reading »

If your market’s perception of what you sell – your service or product – is no different from others in your trading area, you sell a commodity.  And if that’s the perception, (so pervasive that even you accept it) you&rs...Continue Reading »

“Really, my business is fine.  I just need to increase sales!” Sound familiar? We hear it all the time from our clients in the Mastery Coaching Program. Well, I have a secret to tell you. You don’t actually want to spend your ...Continue Reading »

Last week a friend recommended a hair salon to me. The name of the salon was floating around in my head for a few days before I finally got to thinking it was time to get my hair cut. So I sat down at my computer, typed the name and location of the s...Continue Reading »

I do not possess a "natural" selling ability. Actually, I'm quite sales averse, having had many bad encounters with many bad salespeople. I'm jaded. I'm always distrustfully on the lookout for "the pitch." Unfortunately, this is the resistance that ...Continue Reading »

Hiring new employees is always challenging; but recruiting and hiring salespeople is even more challenging. The process is rife with great rewards along with potential pitfalls. What follows is both an introduction to the process involved in hiring h...Continue Reading »

photo credit At last week's Chirp Conference, the official Twitter developer conference, Twitter founder Biz Stone announced that Twitter has over 105 million registered users from around the world and they are adding more than 300,000 new users ev...Continue Reading »

The E-Myth Twitter contest is now over. Thank you to everyone who entered our contest. We'll post the winners soon. What's Twitter all About? CNN, FOX, NBC are talking about it. Jon Stewart is shaking his fist at it. Ashton Kutcher has made it h...Continue Reading »

You may have heard the saying that a customer who buys a drill from you isn't actually buying a drill, they're buying a hole. They don't need a drill, they need what a drill provides, which, of course, is a hole. This is equally true for your busines...Continue Reading »

We're often asked, "What's the secret formula to pricing?" Our answer: pricing is not a science, it's a craft. There is no single, foolproof formula that will tell you exactly what your pricing should be. But there are ways to make solid, informed pr...Continue Reading »

Flickr Photo Credit to M. Keefe As we kick off the new year, you're probably hard at work on innovations for 2009. Whether you're working on a new approach to management, lead generation or product innovation, January is a month of excitement and ...Continue Reading »