As a consumer, I recently had a series of positive business experiences.  In reflecting on these experiences, it was clear that there is a reason why these businesses are successful.  In each of these cases, these successful companies have gone out of their way to make sure they have satisfied customers. They have created experiences to insure they turn customers into clients.   (See "Why You Want Clients and Not Customers" article)

It's always positive to take time to reflect on the things we have to be thankful for.  In this article, I'd like to share a few of the things that I am thankful for and give you the opportunity to share as well.  I'll get things started with my list:

Business is always filled with challenges and I am THANKFUL for the business we have.  I'm THANKFUL we are in a great industry that rewards effort and embraces creativity.

WHAT'S REALLY IMPORTANT?

Have you ever made one of those "to do" lists? I have a friend who is so serious about those things that she even writes down stuff she has already done - just so she can cross it off!

And then there are those nifty priority plans- they're all the rage in the management and self help guides. "Figure out what is important!" "Get focused!" That sort of thing. I tried to make a list like that recently, and I was surprised at what I found out about myself. I was embarrassed, too.

Is it a great time to be in business... or what?

If you or a family member is in business...even if you run that business out of your home, you've had quite a wild ride for the last twelve months. The consolation prize is that everyone is just as confused and concerned as you are. So, what are you going to do?

This is a Message You Can Absorb and Convey to your Clients:

Most businesses fail or go broke – and yours can, too. Surveys indicate that 90% of all business started in the U.S. have failed or gone broke.  This means that, literally, 9 out of 10 of your competitors will go broke.  When a business or organization is promoted successfully and efficiently, it sets up a business environment that favors longevity.

The STORY:
After making the best possible presentation and after spending most of the night before preparing an extensive written proposal, Tim waited with bated breath for the prospect to say "yes."  The silence in the office was broken only by the prospect leafing through the written proposal.  Tim was tied in knots.

What Direction Do You Want to Go? What do you do when everything around you starts becoming everything you never wanted it to be? Do you cut bait and move on or believe this change is necessary? This is a very tough choice, and I assume either option will work out OK.

But which path will cause you the least emotional exhaustion?

Why is it so damn hard to swallow your pride sometimes, even when you know deep down that you are wrong? Why do we foolishly stick with one path and constantly struggle to find that feeling of being right? How do you trust someone when you have watched them time and time again say one thing but do another? Why should you expect them to act differently toward you?

In good times, in bad times and in between times, the same rules apply. If you want to do something, you will find a way. If you don’t, you will make excuses. The future of our industry is not in some new technology or exclusive new product. It’s in the minds of the people.

Earlier this week, I had the privilege of speaking with a group about integrating "new technology" with what they are currently doing. As I walked into the room it was easy to see why I was there. Half of the group had been in business for 20+ years and the other half had only been out of college for a few years.

As I introduced myself to the group, I asked them "At the end of the day, what would you like to get out of our time together?" The answer was predictable...

Did Your Mom Want You to be a Doctor?

Prospecting in Today's Marketplace:  The Opportunity of Your Dreams!    

It's interesting if you think about it.  One of the wealthiest segments of our society is comprised of physicians. As we've all experienced, so many of them certainly know how to charge big bucks for their services. 

But observe this...When do doctors make the most money?  When their clients are sick, when their clients are in pain, when their clients ache.  When we are healthy, we might require a standard annual physical or an inexpensive vitamin regimen. 

This is a story of timely relevance. It is about a hotdog vendor who could have made it big. He almost did, but then he lost his nerve. This man, lets call him Fred, suffered from poor eyesight, so he didn’t watch television or read the newspapers. He was also hard of hearing, so he didn’t listen to the radio either. But he made good hot dogs.

Every morning, at the crack of dawn, Fred visited the market where he stocked up with the best-quality sausages and the freshest rolls available. And before office commuters hit the streets on their way to work, he took up his position at a busy intersection.

As is usually the case with my columns, I’m past deadline.  I either have a very patient, understanding editor, or a gullible one.  In an effort to maintain this extremely tenuous relationship, I’ll opt for the former.  Oh, and add "handsome," too.

At least this time I’ve got a legitimate excuse for being late with my submission.  I’ve been working.  Networking, in fact.  Okay…I’ve spent the better part of my day on Facebook.  It’s work, I swear!

Most of us, in approaching the way in which we go to market with our clients and prospects, employ a variety of techniques to solve problems and land orders. Here are some of the more effective and professional ways to connect with buyers:

Value-Added Selling. Program Selling. The Agency Approach. Close-Out Selling. Solutions-Based Sales. Niche Marketing. Relationship Selling.

Over half of all Americans between the ages of 15-34 consider themselves active social network users.  They regularly visit well-known social networking sites, such as MySpace or Facebook, or log onto specialty social networks, like Ravelry (devoted to the fiber arts) or GroupRecipes (for the foodie set).  While industry research tells us that television watching is declining, especially among this age group, social network use is on the rise: average users spend seven to eight hours a week online.

This time spent on social networks clearly affects buying decisions.  An estimated forty percent of all social networkers say they use social networking sites to learn more about brands or products they like, according to GreenBiz.com, with twenty-eight percent saying they've had a brand or product recommended to them by a friend. 

If your thoughts are primarily fear based, if you’re envisioning the worst for yourself and your business, if your conversations are focused predominately on bad news, then you’re seriously impeding your own success. Instead of giving succor to all the negative blathering, buckle down and determine to take three actions every single day to improve revenue. Here are some suggestions:

1. Don’t you DARE Pick up that phone — unless it’s to generate business. Be ruthlessly disciplined about generating business as JOB ONE. Any activity that doesn’t secure new business should be delegated or done during non-business hours. Prioritize everything else around this fundamental principle. During business hours, dedicate yourself exclusively to building your business.

Excerpted from Customer Love Customer Love:
Great Stories About Great Service by
Mac Anderson, founder of Simple Truths and Successories.

These 10 phrases are an illuminating reminder of how uncomplicated it is to make customers feel loved. People don’t care how much you know, (or what you sell, or what type of service you provide) until they know how much you care!

The 10 most important words : “I apologize for our mistake. Let me make it right.” When something goes wrong, most people just want to be heard and acknowledged. So listen, apologize, and then ask what you can do to make it right.

We recently did a PromoTip mocking a well known internet marketing expert.   If you missed this story and the very interesting video, see below.   I was quite harsh in my criticism of the comments made on this video.  Really I’m a nice guy and I lost control here in making a very rash judgment.   I was wrong.

Since that PromoTip, this internet guru has shown me the error of my ways and the incredible value of what he is able to offer the PromoTips Community.  Realizing the extraordinary skills he has, we have agreed to be purchased by this company.   You can benefit from the new highly innovative program we have developed exclusively for our industry. 

What if you had only one day left to live? What would you do? Who would you call? What would you say to those you love and trust the most? This is quite a heavy way to start the New Year, but I encourage you to stay with me now and read on.   

I'm often baffled by how unhappy most people seem these days. I use "seem" because far too many people let others or the media dictate their attitude and outlook on life. When you wake up each day, ask yourself this simple yet profound question: what am I thankful for? By asking this you'll quickly develop a habit of building positive energy and productive thoughts.

Hungry for Profits? Yes, even the statistics lend themselves to the mental image that the title of this piece creates in one’s mind!  While food gifts represent 62% of the giving throughout corporate North America during the fourth-quarter to a whopping total of $5-billion, sadly less than 1% flows through our promotional industry.

I can hear the collective “WOW” spoken in offices and homes throughout the country in amazement at the sheer volume of opportunity, and can even read your minds as to your next statement though unspoken…“Why so little for us?”

We live in a very fast-paced society.  We use drive-through windows to pick up lunch and next-day delivery for much of our mail.  Your clients don't have time to waste.  So, if your client is spending time talking to you about a project, it means he or she wants to buy from you.  If your client is constantly telling you, "I can get it cheaper down the street," he or she would be getting it down the street instead of making the investment of time to discuss it with you.   

In these "interesting" economic times it can be scary to consider offering higher prices.  Dare we consider losing a client over price?   I had the pleasure of attending my good friend, Ron Baron's education workshop on selling at higher prices and I realized that I have sold myself short in a couple cases.  In one situation I know the purchasing agent has been pounding on me for price and because of the size of the account I let that happen.  My eyes have been opened.

Imagine you’re in the market for a car or maybe some promotional products. You don’t have a huge budget, so you can’t afford all the add-ons but you’re looking for something that gets the job done and leaves you satisfied with your purchase. 

Go with me here and consider this commercial:

Hey! Come on down to Big Crazy Adam’s Promotional Product Emporium where we’re practically giving away all of your favorite promotional items! I must be crazy to be giving away pens for as low as $.29 cents, mouse pads for as low as $2.99 and 1GB USB Drives with no set up fees and free shipping for as low as $6.99!!!   

(Some quantity restrictions apply. Additional fees, additions and hidden costs may be added at any time. Price may not be valid within five seconds of this offer. Price may not reflect actual item. No warranties, guarantees or common sense applies.)

So, come on down to Big Crazy Adam’s Promotional Product Emporium for the smoking deal of the century! *Wink* Wink*

In the mid-1960s there was a TV show titled "I Spy." The show featured Robert Culp and Bill Cosby. The title of the show got me thinking about intelligence and how it can be collected easily today.  

Years ago if you want to keep tabs on your competition you hired a clipping service. This clipping service would scour newspapers and magazines and clip the relevant articles featuring the competitors you identified.

Talk about Neanderthal. Today you can do the same thing at zero cost, with zero time investment, and get the latest updates on breaking news immediately.

The midnight hour struck and slumbering Chuck Promo felt a grip of icy fear reach out for him.

He was drenched in sweat, tossing and groaning, deep in an epic nightmare. Chuck was being chased. Not by a scar-faced beastie with razor knife-fingers or a hockey-helmeted horror with a roaring chainsaw. In this bad dream there were thousands of insulated lunch boxes pursing him. Lunch boxes deemed dangerous to society! Lunch boxes logoed in deadly lead! Staggering unsteadily out of bed, he went to get some hot tea to calm down. But this Nightmare on Environmental Street continued! His shaking hand held a coffee mug with an imprint that was not Prop 65 compliant! It leapt from the mug like some inky alien and covered Chuck’s face, suffocating him! He reached for something to help, some weapon…but his clawing fingers could only grasp a 32 oz. water-bottle that contained Bisphenol A!! He was DOOMED!!