The concept is that the customer needs to build confidence in the decision more than in you or your company. You may work hard to get them to trust you, but can they trust themselves. How many “digital transformations” or other internal strategy changes or culture changes or changes anything fail internally regardless of the trust in the supplier. They cannot trust themselves to deliver on the promise.
Lost to a Parking Garage Read More »
Now, let’s turn to making a pitch to get something. What was your first “pitch?” Might it have been an appeal to Mom and Dad to get a puppy? Kid’s seem to know intrinsically how to pitch Mom versus how to pitch Dad. Either of them might turn you away after the first pitch and ask or demand that you include a few items for them, such as a promise to take care of the feeding and walking, even in the pouring rain or heavy snow. Maybe you had to talk about how it was going to improve your accountability and discipline?
It’s The 1-2 Pitch Read More »
QUALity is far from dead, even if it is not much in the business vernacular of late. It permeates, or should, the entire business and requires teamwork.
Qual — ity, Qual — ify, Qual — ification, Qual — itative Read More »
Advertising must be among the most common business models and methods of marketing. I am constantly bombarded by advertisements. . . . don’t hate advertising, but I’m not a big fan. It is everywhere. . . . it is often recommended to use the AIDA approach.
Advertising Reigns Supreme Read More »
Let’s be clear. Marketing & Sales Ain’t Easy! Over the years I’ve come to appreciate that we are all in sales of some sort. I would not be married for 45 years and counting if I did not…
Marketing & Sales Explained (by an Engineer) Read More »
My last trip on a plane, like many people, was just short of 6 months ago. From the forecasts I’ve seen from airline industry analysts, it’s likely to be quite some time before people are willing to regularly get…
My wife wants a new car, so we’ve stopped in to a couple of dealerships. I’ve checked on things online and looked at financing. My wife has asked for testimonials and referrals from friends. Some things that…
We’re All Buying All The Time—Who’s Ready To Sell? Read More »