When it’s smart to give up

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Last weekend, I gave up. And it was the best decision I made that day.

Here’s what happened… Read More →

The best copywriting formula. Ever!

In this video (about 9 minutes long), I walk you through an easy-to-follow copywriting formula that works really well. You’ll write copy easier and faster – even if you’re not a writer! – and, you’ll get better results. Read More →

Do you ask prospects to marry you?

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Next to writing, speaking, and drinking coffee at Starbucks (which I’m pretty sure is tax deductible), my favorite professional activity is consulting. I love working with clients one-on-one.

Yesterday, I had a great session with a client who just started a serious email prospecting campaign to launch his new business.

He showed me some of his initial emails, which were very well done.

But he made one big mistake in those emails… a mistake that may cost him some opportunities to land new clients.

He asked prospects to marry him. Read More →

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I had an interesting conversation with a friend of mine the other day. She’s a successful video producer and boasted that she never has to do any marketing.

“Business just comes my way through word-of-mouth,” she said, which is not a very friendly thing to say when you’re having coffee with a marketing consultant (me.) Especially when that marketing consultant (me) is buying the coffee!

But a couple of minutes into the conversation, I discovered that she does a heck of a lot of marketing. She just doesn’t think of it as marketing. To her, it’s just meeting people and being helpful. Read More →

How to Get More Prospect Meetings.

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Let’s face it. You can do a fantastic job of prospecting, generating leads, attracting referrals and word-of-mouth, and basically getting lots of potential clients to find out about you and your services.

That will definitely get you some business.

But you can get a lot more business – and, I suspect, better clients – if you take a more active role in getting “prospect meetings”. Read More →

How to Follow-Up Without Being a Pest

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A couple of weeks ago, I got the umpteenth call from a sales rep who’s been hounding me since we chatted at a conference seven months ago. I’m actually interested in working with her firm. But her bi-weekly “just checking in” calls are, frankly, starting to annoy me.

I know what she’s trying to do. She’s trying to stay in touch with a prospect (me) who has indicated an interest in her services.

Hey, that’s exactly what I teach and help my clients to do!

But she’s going about it the wrong way. Instead of building the relationship, she’s becoming a pest. (She actually said to me once, “I’m sorry for being a pest, but…”)

The main problem with her approach is that she’s becoming someone I want to avoid rather than someone I want to do business with. And if you’re following-up with prospects, that’s exactly the impression you don’t want to make!

So how do you stay in touch with prospects so you don’t seem like a pest and, instead, become someone they actually look forward to hearing from? Read More →

The Fastest Way to Find Prospect Names

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When my daughter was six or so the game we enjoyed playing most together was Where’s Waldo. It involved finding the Waldo character amongst a crowd of other people, who were usually doing interesting things like juggling or lion taming.

If you ever played that game with your kid, you know how challenging it can be. I remember one time searching a page for nearly half an hour before becoming convinced – convinced! – that Waldo wasn’t there.

(My daughter found him about a minute later.)

Fun game, even when it’s frustrating.

But it reminds me of another game that business owners play that is rarely, if ever, enjoyable. And that is: Where’s The Prospect?

This came up a few times last month during my Practically Painless Prospecting workshop. It’s easy enough to find companies you want to do business with. But how do you find the names of the people in those companies you need to reach? Read More →

“Leverage” Your Way to Better Marketing Results

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I had the opportunity to chat with a fellow marketing guy earlier this month. He was about to do a workshop for a local professional speakers group I belong to and I was helping him set up.

This marketing guy – Aidan Crawford – is one smart fellow. His target market is professional speakers. So doing the workshop obviously helped position him as an expert in front of an eager-to-learn audience. I wouldn’t be surprised if a couple of those in attendance became new clients for him that very day.

Like I said, smart guy.

Now Aidan could have simply done the workshop, reaped the benefits, and went home with a smile on his face – satisfied he made a connection with twenty or so people in the room.

But he didn’t.

Instead, he used the power of leverage to get even better results. Read More →

Email prospecting example (that worked… )

Subject line: Handouts for the upcoming Plastics Expo

Charlotte,

I read in Industrial & Marine Valves about your appointment as Marketing Director of CAM Engineering. Congratulations! I suspect you’re now knee deep in getting ready for the upcoming Plastics Expo.

Did you read the article by Jim McBraden in that same issue? He said that, this year, more companies will be competing for fewer leads at trade shows than ever before.

That’s become a real concern for many of my clients. Does it concern you, too?

If so, you may be interested in an article I recently published: “7 Handout Ideas That Increase Leads at Trade Shows.” It’s based on what I, and my clients, have learned about what’s working (and what isn’t) in the “new” trade show economy.

Let me know if you’re interested in that article and I’ll forward you a copy right away.

All the best,
Jane
—–
Jane Chadha
JS Designs Inc.

Does Prospecting Suck?

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Over the past week or so, I’ve had more than a few people tell me that, although prospecting can get good results, it can also be uncomfortable, embarrassing, and undignified to say the least.

As one Marketing Memo reader put it, “Let’s face it. Prospecting basically sucks. But if you have to do it, you have to do it. Right?”

Well, if you have that attitude, prospecting will suck. And no matter how much you may need to reach out to new prospects, you probably won’t make very many of those calls or send those emails.

But if you change your thinking around a bit, and look at prospecting in a different way, you’ll find that it really can be simple and easy. Read More →

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