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Referrals: Now They\'re Asking and You\'re Making
As entrepreneurs and salespeople, referrals are our lifeblood because they jumpstart the trust-building with potential customers, partners and suppliers. In my last column I wrote about the oft-forgotten sales and networking tactic of asking our customers for referrals. Now, let's switch hats for a moment. What happens when we're the ones receiving the request? It's certainly a familiar situation, because we're as well-connected as they come.
What’s Your Signature Response to Problems?
I’ve written often that one of the ways to create goodwill, positive buzz and happy customers is to exceed expectations. Responding proactively to problems offers, in my opinion, one of the easiest ways to exceed expectations available.
A Time To Reflect
I don't know about you, but I often find myself reflecting on a whole range of things in my life including my professional sales career and wondering at all the things I have learned over the years. Conscious reflecting on sales has now become almost a daily occurrence for me, especially, since I have been writing this sales blog. There are so many aspects to selling that the more I look into selling the more I find to reflect upon. So it was with some amusement that I found myself reflecting on reflecting itself and how valuable it is to our continued development and overall healthy functioning in this ever-changing world.
Your Profitability is Determined by the Customers you Keep
We've all heard the adage "not all business is good business". With that being said, we are all trying to keep cash flow robust and are challenged to turn any business away. So what can be done in situations where we know the business is not good for long-term profitability and will demand the continued commitment of precious resources?
Kill The Wolf
What's the common image of a salesperson? The big bad wolf. The big bad wolf seeks and destroys.
Q: What reports are needed to run a restaurant right?
Reporting and record keeping are extremely important pieces to the successful restaurant puzzle. Find out what financial snapshots are absolutely necessary to guage your restaurant's performance in this Q&A.

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Freedom to Choose
If you are not happy and fulfilled by your current work or circumstances, this article is written for you. I invite you to evaluate your situation and proactively make some different choices.

Consultative Selling Addresses the Need Buyers Never Admit
Your prospects will be eager to buy when you proactively address the hidden need identified in this Consultative Selling article. Ignoring this need will cost you sales.
Is appreciation referral motivation enough?
I talk to lots of small business owners and marketers about referrals. One of the burning questions always revolves around the topic of motivation. In other words, how do you motivate someone to refer your business when the time comes. Or, the perfect situation, how to do you get them to proactively evangelize your business.
How to Keep Sales Up In A Down Economy
If you are a small business owner the best way to sustain and increase your revenues during these difficult times is to avoid marketing pitfalls and think proactively. This article outlines steps to help you create an environment where your customers will promote your business for you. – Read the article.

Maintaining Yesterday vs Creating Tomorrow
John F. Kennedy once said that the best time to repair the roof is when the sun is still shining. That is a luxury we do not have right now. Instead we must proactively confront our fear of change. Embrace it. Learn to be comfortable with it.
How Do You Increase the Conversion Rates of Your E-commerce Business?
While browsing your e-commerce website, visitors are looking for credible information that convinces them about the benefits and value of purchasing your product or service. By proactively offering the right information in the right manner, you can see positive change in the conversion rates.
Avert a Mutiny
Some people resist change. When changing your practice over to an electronic medical records system, it is wise to act proactively to prevent a mutinous situation among staff.
Growth Through Strategic Customer Service
Take all possible steps & proactively grow your organization this year – and in doing so, we might do well to remember that one way to make money is to not lose any!
Your Environment: By Design or Accident?
Managing your self-talk can affect your environment and outcomes in positive ways. Get 5 quick ways to proactively change your environment and reap the benefits.
How To Create An Effective Business Development Strategy
The Business Development Strategy is used to underpin your main Business Plan and, essentially, it sets out a standard approach for developing new opportunities - either from within existing accounts, or by proactively targeting brand new potential accounts and then working to close them.

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