Showing Tag: "marketing" (Show all posts)

Supershopping Leads to "Penalty" Pricing and Bad Business

Posted by Steven Shaer on Saturday, February 26, 2011,
We live in the era of the supershopper.  The supershopper is a distinct buying style that some consumers have where the consumer constantly seeks out the most information and what appears to be the best price.  This is a shopping behavior that has always been present, but now with the full search power of the Internet, it is easier and easier to be a supershopper.  This behavior is most evident in consumer buying practices but is also present in business to business buying practices.

H...
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Be The Hammer, Not The Nail

Posted by Steven Shaer on Tuesday, September 21, 2010,
I was approached by a Realtor friend of mine a few weeks ago and got a typical complaint from her: "It is so frustrating! Too often I work with a client for weeks showing them property after property and then I lose the client to another agent when the client is ready to submit an offer."

This is no different than the complaint I have heard for ages from B2B sales reps in many industries: "I spend all the pre-sales time and effort with the customer, educating them, answering all their...
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Are You Being Held Hostage By Your Sales Team?

Posted by Steven Shaer on Sunday, May 2, 2010,

Small and mid-sized businesses have a chronic fear of losing their key sales people.  How many times have we all heard CEOs say, “The customers really love Bob, if he left we would lose their business” or “It took me so long to get Tracy productive that I can’t bear the thought of having to suffer through the effort and unproductive time it would take to get someone else up to...


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Be The Best At Something

Posted by Steven Shaer on Sunday, May 2, 2010,

I conducted a workshop a few months ago in Ft. Lauderdale and was approached by a member of the audience that was the CEO of a local computer services (LAN Integration and Desktop Support) company.  He asked me to take a look at his marketing material and give him my impressions.  His material basically said his company was great at everything.  My response was to yawn.

 

So I asked him, "So, what are you really good at?"

He said, "Everything"

I then said, "Well, within everything, what...


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