client retention

To Thine Own Self Be True

Perhaps there is no more fundamental ethical value pertinent to trustworthiness than honesty.

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Which Sales Trends Do You Build on for Sales Success?

  How do you create a winning sales strategy? I received several notes last week on my blog asking how Zig Ziglar would train sales professionals today. One reader asked me what big trends were impacting sales professionals and what skills will be required to succeed in selling in the…

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How Demanding is Your Customer?

How has your market changed in the last two years? I’ve spent the last several weeks meeting with several of my best clients, discussing with them how their markets have changed. It’s interesting because these clients are large nonprofit organizations that are leaders in their fields.  They represent causes that…

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Do You Have Staying Power?

Author Keith F. Luscher Some of us are in professions and industries whose ranks are actually thinning, as a direct or indirect result of this recession. Two very obvious examples are financial services and real estate. If you work in either of these areas, or are in another that is…

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Turbo-Charged Testimonials

We’re in Washington DC this week but have had several interesting conversations with clients about how they can use testimonials to build trust with clients faster. My friend Keith shared his thoughts last month on how we might use the power of video to turbocharge testimonials. I thought I would…

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The Huge Mistake

When you’re in business, you can’t afford to make any huge mistakes. As a matter of fact, many of the technology entrepreneurs that I coach are afraid of making that one huge mistake that can cost them their business. How do you avoid it? First you have to identify what…

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How to Identify Your Ideal Client

In a previous post I talked about the need to identify your ideal client when you start to target market. Generally speaking, most people can see that makes sense. If you’re going to target a specific segment of the market, you need to know who you are appealing to. However,…

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Teaming up with Your Customers, Part 2

Post 2 What are you doing in your software business to keep your customers for life? Understanding the thought process the customer goes through before entering into a long term relationship with your company can be the difference between success and failure. Push the balance in your favor by thinking…

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How to Market with Newsletters

We’ve talked about how social media is changing the way we communicate with our clients and customers on a regular basis. Social media is changing the frequency of communications, but is it improving the quality of communications?  Sometimes, you need to provide more information to your clients and partners than…