What is the value of a new customer?

The answer to this question guides every decision you make about your business. It not only dictates how much you can spend on acquiring customers, but it also dictates what options you have available at your disposal to acquire them and what systems you need to have in place to support and serve them. How… Read more »

What systems do you have in place to keep your existing clients connected to you?

We know that it is more profitable to sell to your existing clients. The question is: How do you make this happen? Different businesses have different purchase cycles. The gaps between when you purchase groceries and when you buy another car are significantly different. You have finished working with a client, and the client is… Read more »

Who is your ideal customer?

This is one of the most important questions I ask every person I interview. Most business owners have a hard time answering it. Some have given the question some consideration, and others have never thought about it. The first response I get is “everyone” or “everyone who . . .” with a qualifier. Most times… Read more »

What is your USP?

USP is a concept first proposed by Rosser Reeves in the early 1940s. It is an old idea-and powerful. The stronger your USP, the faster your business will grow. USP stands for unique selling proposition. In everyday language it answers these questions for your customers: ·               Why should I buy this or, work with you?… Read more »