May 21, 2013 by Beatrice Stonebanks
When the other person offers an objection, make it a condition of resolving their objection that they make the purchase.
You can also use this approach to make any trade - for example if you want them to watch a promotional video offer a cup of coffee.
Always, by the way, phrase it in the form ‘If I…will you…’ rather than ‘Will you…if I…’. This is because our brains work very quickly and starting with ‘will you’ causes them to begin thinking immediately about objections and they may miss the exchange. On the other hand, starting with ‘If I…’ will cause psychological …
May 20, 2013 by Aaron Rubman
What is the Purpose of Internet Explorer’s Compatibility Mode?
In 2007 the W3C group announced major changes in their recommended website design standards with plans for even greater changes in the future.
In order to make sure that Internet Explorer would still be able to display sites built to the old standards, Microsoft added in the Compatibility Mode feature.
Compatibility Mode described for IE9
What does Compatibility Mode Do?
In order to guarantee reverse compatibility, Internet Explorer browsers in Compatibility Mode render websites in IE7.
Why is This a Problem?
At the time when IE7 came out, there were fewer industry wide standards. Each browser …
May 17, 2013 by Bob Britz
Working in business you quickly learn that a partnership with your senior management team is like a marriage. The playbook and attitudes you all took on across a dinner table as the company may have started are often in need of refreshing. Seriously, you spend 8-12 hours a day with them, more than with your spouses and partners, and chances are you have discussions over wins and disagreements that may blush a customer if they walked in. So what are three key ways to ensure a happy and profitable long term working relationship?
First, act your role in the situation. No …
Apr 26, 2013 by Beatrice Stonebanks
Columbo, the 1970’s classic TV detective character, was one of the best closers of all time. While he wasn’t employed as a sales professional, he was a master closer. It wasn’t getting people to sign on the bottom line that made him a great closer, it was his ability to get people to answer questions.
How it works
The classic Columbo close was the line he often used after the suspects thought Columbo was done speaking to them. He would turn and start to walk away, and just when the suspect began to breathe a sigh of relief, Columbo would turn and …
Apr 22, 2013 by Aaron Rubman
Facebook suggests that new company pages start with a minimum of 5 Milestones. Whether real or fictitious, these milestones should reflect the company brand.
So what goes into a milestone?
- Every good milestone needs a descriptive name
- A date (to determine where it appears on your timeline)
- A high quality image (840 px x 400 px)
- A one-paragraph description
- and (if it serves your brand) a location
These milestones will appear as major landmarks on your Facebook timeline, cutting across both sides of the screen.
Apr 19, 2013 by Jennifer Bulotti
There’s more to a brand than just a cool design or image. A brand is a symbol of your company’s core values, culture, messaging and target audiences. It’s important to have a deep understanding of what your company is, who your competitors are and how you fit in or stand out in your industry.
A critical element in brand development, is understanding your customers — their wants, needs and beliefs that drive their attitudes and actions. If done well, your brand will convey the company’s benefits that meet those needs.
Once this important information is gathered, it’s time to clearly define your …
Apr 8, 2013 by Aaron Rubman
Are you having a hard time getting past a prospective clients’ objections? Does it feel like you pass one hurdle only to have another thrown in your way? Rather than getting worn down or giving up from running such a slalom, see if you can straighten the course a little.
The next time someone expresses a reservation, ask if they have any other concerns. After all, you can’t formulate a complete response when you don’t even know all the questions.
Once you have the full list, you can recast yourself from adversary to ally as you work with your prospect to help …
Apr 1, 2013 by Aaron Rubman
Looking for something to write this April Fools’ Day? Try turning your product (or business model) on its head.
For example, if mb/i were in the business of making websites less attractive, we’d probably produce a geocities-izer of our own.
If you can get your audience to scratch their head and wonder if you’re serious - you’ve won! Just remember to clear up any confusion on April 2. Better still, schedule a clarification to launch at 12:01 a.m.
Mar 25, 2013 by Aaron Rubman
In January, Dale Riehart wrote a great list of ways to prepare for working with a professional writer. One of his suggestions is that business clients prepare a positioning statement.
Of course, a positioning statement isn’t just important for a professional writer. It’s a valuable tool to have whenever you want to talk about your product or company. Think of it like an elevator pitch for copy - short and to the point. So how do you prepare a positioning statement?
Dale offers a proven and elegant solution: ad-libs.
Just fill in the blanks appropriately and …
Mar 22, 2013 by Stephanie Hider
After years of working on my client’s websites and branding I was not following my own advice and presenting myself correctly. I used my own website to showcase my work but also as a playground, and it became very inconsistent over the years. It was time to take charge of my own branding and make changes. This last fall I re-hauled my own branding, and I would like to share with you a few tips in general about branding that I had to relearn myself through this process.
Is your target market comfortable with your brand? Do you have an existing …