When Should You Give Gifts that are Consumable?

Usually when you give gifts, you want something that’s long-lasting, so they keep it and they think of you. But there’s one occasion when you want to make sure your gifts are consumable, and that is when you are giving to referral partners. When you receive a referral and you give a thank-you gift, give […]

A Lesson From Pavlov’s Dog

Reward your referral partners and you will encourage them to send more. Think for a minute back to when you were a teenager and you were in science class. You learned about Pavlov’s dog. If you remember, Pavlov taught his dog how to salivate. He did that by ringing a bell and setting out food […]

Top 20 Ways to Reach Your Top 20%

Your top 20% are the most important customers in your business.  You make more money from them.  They stay with you long term.  They are probably your best advocates.  It is so important to go out of your way to take care of them and earn their continued business.  Here are some ways you can […]

Pareto’s Principle

You’ve probably heard about Pareto’s Principle. It’s the principle that 80% of results come from 20% of the population and it goes across the board with a lot of different situations. If you apply Pareto’s Principle to your business, 80% of your profits are coming from the top 20% of your clients. Top 20% of […]

The Main Reason You’re Not Getting Referrals.

We all know that referrals are the best way to grow your business.  The problem is, you may be sitting and waiting for the referrals but they aren’t coming in.  You may hear from clients and colleagues what a great business you have.  People probably tell you that they are telling others about you, but […]

Last Impressions

So often we worry about first impressions. We think about how we look, what words we say. What’s the impression we make when we come in contact with someone for the first time? How do prospects or clients perceive us when we come in contact with them for the first time? We want to make […]

To Logo or Not to Logo?

To logo or not to logo – that is the question.  When do you put your logo on pieces that you give to your clients? There is a time and a place for that.  Promotional products that have your brand on it are perfect to give out to prospects that have not signed up to […]

Lessons Learned on an Airplane

When was the last time you rode on a commercial airplane? I was thinking about the difference between first class clients and business class clients on the airplane.  First class is where everyone wants to be.  In first class they get preferential treatment in a lot of different ways. They can be the first ones […]

Secrets to a Long and Prosperous Business Life

No one wants to be a “one hit wonder.”  Longevity means you have long-term clients who are staying around for a long time, and a business that is here to stay.  You want clients who aren’t there just for a quick taste of you, but clients who love what you do.  Clients who are your […]

How to Apologize in Business

Every once in a while, something will go wrong in your business. You might make a mistake, a vendor you work with might goof up, but the bottom line is it may cause a problem for one of your clients. It is important to extend a business apology the right way when something goes wrong. […]