Archive for February 2010
Are you willing to say NO?
Service market leaders have found that success begins with limiting their focus and saying “NO.” They say: NO to certain markets NO to some types of customers NO to certain categories of service offerings NO to some service levels NO to expansion in some geographies NO to certain growth opportunities Wonderfully, saying “NO” to all…Read More
What if you didn’t have a salesperson?
I have often asked my clients this question: “If you didn’t have a salesperson (even if that person was you) to sell your services, what would you do? How would you get new clients?” That answer is the foundation of your marketing plan. What steps would you need to take to identify and find clients,…Read More
Be Different, Not Just Better
I read Craig Terrels and Arthur Middlebrooks book entitled, Market Leadership Strategies for Service Companies. Definitely worth the read. I am struck immediately by the trap they say many service companies fall into, namely of “doing things better.” The need for constant improvement in process, quality, cycle time and a host of other operational activities…Read More
Positioning is Black and White
I rant about this regularly, but your positioning is critical. You must create a obvious uniqueness that allows you to differentiate yourself in the market. You must stand out. Check out this store that is doing it. Let it be a catalyst for you in defining your own position. It only sells stuff that is…Read More