Never Say Never!

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Persistence pays off.

Recently, I was selling sponsorship opportunities for my television series Focused on Success with Dave Romeo. This is a very time-consuming process because most of the small businesses I call have never advertised on television before. There are a lot of unknowns, so they are hesitant, and it usually requires multiple phone calls in order to finally close a sale. I want to encourage you not to give up too quickly.

One of my clients introduced me to a young woman who had just started her own… Read More

Don’t Beat Yourself!

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Stay out of your own way.

I was listening to Mike Sullivan, coach of the 2016 and 2017 Stanley Cup Champion Pittsburgh Penguins hockey team, conduct in an interview with the sports media right after his team posted a seven nothing Stanley Cup playoff victory. This was after his team was blown out of the water two games earlier when they had four goals scored on them in a 10-minute span of the first period of that game.

What Mike Sullivan said that stood out so significantly to me was… Read More

Who Do You Work For?

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Know this before you take a job or start a business.

One of the most important lessons I teach people who take my Sales Academy is how to answer the following three questions: 1) “Who is your employer?”; 2) “Who do you work for?”; and 3) “What do you sell?”

Despite prefacing my questions by saying the first question is not a trick question, I’ve only had a handful of people… Read More

Resistance Makes You Stronger

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It’s time to toughen up!

With the promise of this new year fast upon us, it’s time to take the bull by the horns. If you were dissatisfied with last year’s performance, you can use that feeling to catapult you to achieve new heights of success in 2019.

We know that going into any business venture there will always be setbacks and disappointments. However, they do not need to be a negative. Use your memory… Read More

How To Tell A Feature From A Benefit

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Ignore this at your own peril!

It’s been 20 years since I started training salespeople and yet one of the most timeless lessons is always explaining the difference between a feature and a benefit. While this may seem like a basic lesson, experience has taught me that there are always people who need to learn this lesson for the first time or be reminded of it occasionally.

The easiest way to explain the difference between a feature and benefit is… Read More

4 Reasons Not To Get A Booth At A Chamber Of Commerce Expo

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How to measure your Expo return on investment.

New and inexperienced business owners are often desperate to get customers but don’t always know how to go about it. So what do they do? They copy what everybody else does. Frequently, they spend gobs of money they don’t have and tie it up by getting an expensive booth at a Chamber of Commerce Business Expo. There are several reasons why this may not be a good idea for you.

First… Read More

Improve Cash Flow Instantly!

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Keep your accounts receivable up-to-date.

Years ago, I was coaching a plumber who worked primarily by himself. He had one helper and eventually hired one administrative office assistant. Even though he had been in business for quite a long time and was apparently a good plumber, his business was drowning (I apologize for the pun).

His branding was terrible and looked like it had been drawn by a six-year-old, but that wasn’t his biggest problem. He couldn’t keep his business afloat (sorry…pun #2)… Read More

What is Your Cost of Acquiring Customers?

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How to figure it out.

I recently watched an episode of Shark Tank in which an entrepreneur was asked how much it cost to acquire customers. He admitted that he did not know the answer and he was immediately branded as unprepared to earn the Sharks’ investment money. Hopefully, he learned from that experience. How about you? Do you know how much it costs for you to acquire new customers?

Let’s assume you don’t know the cost right now. How do you find out?… Read More

Get More Business from Facebook

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Why “sharing” is better than “liking”.

Recently, one of my newest clients related an interesting observation about social media—Facebook, to be precise. He’s in the business of restoring damaged leather furniture. As you can imagine, this is a very visual sell. When you can show an old, dilapidated seat magnificently transformed into a shiny, smooth, attractive cushion, people are more likely to understand what you do and develop an interest in buying from you.

As it turns out, my client was frustrated because he continuously asks people in his networking organization to go to his Facebook page and “share” this information with their contacts. Unfortunately, his contacts don’t grasp value of “sharing” and just click “like”.

I must admit… Read More

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