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Marketing
The AV Website Checklist (for Attracting More Intelligent, Less Price-Sensitive Customers)
To attract the right customers, you want a website that sets the stage for a successful business relationship. Your website should show you as the expert who solves the problems your target customers have been facing.
There’s a good chance your current website doesn’t do that.
Marketing
The 3 Marketing Best Practices Every AV Company Needs
Even if you didn’t have to do it before, you HAVE to do marketing now. You’re now in an era where marketing is a must...unless you want your company to flatline.
Business is always about growing and being more profitable. And I don’t have a formula anymore that allows you to grow and be profitable without good marketing.
How do we move from waiting for the phone to ring to being intentionally attractive? Look in the mirror. The first sale is to yourself.
Let's change your mindset.
Marketing
The 4 Truths of Branding
It’s 2019. We’re all in marketing now. The tools we have at our fingertips — from social media to email to advertising to webinars — make us all broadcasters.
How and what you broadcast will affect your brand.
Marketing
How to Use Your (Unknown) Expertise to Develop Your Brand
Being a true expert isn’t about knowing everything. Being an expert is knowing a lot about one thing.
And the truth is… You are already an expert. I guarantee it.
Sales
How Relationship Selling Hurts Your Business
You don’t need a great salesperson to move your business to the next level. In fact, a salesperson may actually weaken your business model.
When you rely on a great salesperson to grow your business, you’re selling based on a single relationship — not based on the full business. And relationship selling is no way to grow your business. Here’s why:
Sales
Shift Your Focus From Winning Projects to Winning Clients
There’s no such thing as losing a bid.
I have an almost visceral response when someone calls me and says they “lost” a job they bid on.
Usually, I reply with something snarky like, “Really? Did you win it first? Did the client sign the deal, write the check, and then snatch it away from you?” Of course not.
You didn’t lose the job. You just didn’t win it.
But you still have an opportunity! Here’s what I mean: