THE VALUE PROP BLOG
How to Sell to Your Customers When Their Hair Is On Fire
Your customers are in shock. The whole economy has ground to a halt. And yet, there are still sales to be made. Here’s how you can sell to your customers (ethically), even when their hair is on fire.
Recently, I was talking to David Newman, of Do It! Marketing. And on behalf of his clients, he asked me this very hard question: “How can you sell to your customers when their hair is on fire?”
And, oh man, isn’t everyone’s hair on fire...
4 Keys to Keeping Your Sales Alive in Crisis
With business shutdowns happening nationwide, how do you keep your sales alive? There are four things you need to know.
Even before Coronavirus, anyone who is selling knew that you don’t “pitch” a new idea or product as they do on Mad Men. Gone are the days of standing in front of someone for 20 minutes and making your case in such a compelling way that the buyer simply cannot resist.
But now in the midst of Coronavirus, those days are REALLY gone. For one...
How to Negotiate in Crisis—The Right Way
With the world in crisis, business owners find themselves negotiating on every front – from done deals that became undone to rent concessions. Here’s how to negotiate a win-win in crisis.
Negotiating is almost always a pain. There are always many feelings to navigate, wishes and desires to be fought for. Negotiation is never a relaxing activity—especially in a crisis like the pandemic we currently find ourselves in.
In a crisis, time gets shorter. The stakes...
Business Shut Down? Plan For Brighter Days
With COVID-19 sweeping the country, shut down business owners may (begrudgingly) find more time on their calendars. Here’s how they should use their time to plan for brighter days.
Only a few weeks ago, I bet your schedule looked very different than it does now. Perhaps you were burning the candle at both ends because there just never seemed to be enough hours in the day. And then, of course, came Coronavirus and businesses across the country are shutting down.
...
Don’t Panic! Six Truths for Business Owners in Crisis
As business owners, we’ve always known that the greater economy is beyond our control. And when things look rosy, this fact isn’t so scary. We have plans and strategies. We know our markets, our target customers, and...
Yep, we all have Coronavirus now!
Hey friends,
I wanted to check-in on how you’re feeling in the midst of the Coronavirus and all that goes along with this pandemic. I know it’s all over the news. It’s all over stock market reports. And preventative measures have been ramping in the U.S. and around the world. With all the coverage and (rightful) concern, it’s easy for panic to set in…
But, I don’t want you to panic. I want to share with you my observations and advice as a fellow...
Leverage Your Values to Win Millennial Buyers
The first step in attracting Millennial buyers is to leverage your values. Here’s why and how every business owner should focus on their values—not their sales pitch.
You’re probably familiar with the traditional process of a B2B sale:
Identify a potential customer, make contact, and give your best sales pitch about why they should buy from you…
But here’s the real question: is this process actually working for you? Or are you in the dilemma a...
3 No-Stress Tips for Preparing Strategic Planning
Preparing for strategic planning can be stressful. Before you book your conference room, spend time reflecting on your business.
Strategic planning preparation is all about having the time and space to reflect on your business. But, we know that business owners are busy people. According to The Leader’s Calendar, the average CEO works 62.5 hours a week. As a result, a lot of business owners plan on the fly and when it comes to their strategy meetings, they struggle in...
When You’re Too Busy for Strategic Planning
Failure to plan is planning to fail. But how do you carve out the time for the strategic planning process?
I often run into business owners that have a sense of urgency and purpose about their business. They are committed to growing their company and are working hard at it. They have a growth mindset, just like we talked about. But within that desire for growth, they also have a fatal flaw.
It’s a failure to plan. And, as the saying goes, a...
Why Every Owner Needs a Growth Mindset
A growth mindset in business means you are actively pursuing growth on a daily, quarterly, and yearly basis. Are you serious about growing your business?
While it may surprise you, the answer is actually no, not everyone wants to grow.
There are three types of owners I see:
