Book Review: Hug Your Customers

I read Hug Your Customers a number of years ago. It is a great lesson on how taking care of your customers can increase your profits. I reread it recently and re-learned a lot of great principles that can be adapted to any business. Hug Your Customers The author of Hug Your Customers, Jack Mitchell, […]

Memorable Mail: Mailing Flip Flops

I had heard about mailing flip flops and wanted to try it myself. I sent these as a welcome gift to a new client. Can you send flip flops in the mail? I saw this idea online and watched for the right opportunity to try it. Oh how I have been looking forward to sending […]

Are You a Commodity? Set Yourself Apart.

At almost every networking meeting I have attended in the last 10 years, there has been at least one real estate agent, financial planner, insurance agent, and chiropractor. If you have been in business very long, you have probably met your fair share of people in these professions. There is nothing wrong with that. I […]

Book Review: The Referral Engine

 I had a hard time getting into The Referral Engine and seeing it through to the end. I expected a book that was focused on referral systems. This book goes much farther than that and lays the foundations of business systems. A business has to have the foundations in place before a referral system will […]

How to Retain Customers

Increasing retention increases revenues better than bringing in new clients. Smart business owners know how to retain customers. According to Harvard Business School, a mere 5% increase in retention will increase profits anywhere from 25% to 95%. Clearly client retention has a bigger impact on the bottom line than acquiring new clients. It saves money […]

Funny things you can send in the mail – like cheeseballs!

This container of cheeseballs is one of the funny things you can send in the mail. When I walked past the giant container of cheeseballs at the store, I knew I had to try mailing it. It was big, self-contained, and in a hard plastic container. But who would appreciate that volume of cheeseballs? Clearly […]

How a Brand holiday can bring some of your personality into your marketing.

As a solo-professional, one of the things that draws people to work with you is – YOU! Your personality, your values, even your interests help you connect with clients and centers of influence. As they feel they know you better, they also come to like and trust you and want to work with you. One […]

Repeat business. When will they need you again?

Repeat business is a great source of revenues, but you need to know the average time between sales in your industry. Past clients are a great source of repeat business as well as referrals. According to Sweet Tooth repeat customers’ sales conversion is nine times higher than a new prospect. Knowing how long before they […]

Memorable Mail: Mail a box of cereal.

How to mail a box of cereal and grab someone’s attention. Can you mail a box of cereal without putting it in a box? In my most recent mail experiment I did just that. As the mail clerk weighed it to determine the postage he declared it, “the most expensive box of cereal.” While the […]

A Promotional Product that Helps Build Trust with Clients.

  You can build trust with clients by giving them an appropriate promotional product. A client wanted to let his clients know that he was there for them. He is a life insurance agent and works primarily with adults over the age of 50. Some of his clients are 80 or older. He found that […]