When a company owner or manager asks me…. What should our marketing focus on? I usually state these four objectives, in order of priority: Retain your customers Grow incremental sales from your customers Get referrals from your customers Go after new customers Although these may seem oversimplified, the fundamental...

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Although not impossible, continuing to generate enough business primarily through marketing communications is a tough proposition. Various studies have shown 50 to 85 percent of advertising has no effect on sales. Professor Gerard Tellis and his associates from the USC Marshall School of Business summarized the findings from hundreds...

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“Measure twice, cut once.” – Sam Walton Marketing is as much about research and planning as it is about communication. Marketing research provides the critical reality-check to help decision makers understand both their current situation and the true challenges and potential ahead. Too often business owners and managers create...

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If this sounds ominous, that’s good. That is what I intended. If you are a manufacturer of products, retailer, or a service provider (like the legal or health care industry) you have seen the enormous impact the internet has had on your business. The internet and mobile revolution has...

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  A more advanced approach to positioning your Unique Selling Points (USPs) is to incorporate elements of discovery or entertainment. Discovery is the introduction or “the twist” on a benefit the consumer had not considered. Entertainment, approaches the prospect in a less obvious or lessened selling-mode. It reduces the threat,...

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If it feels like we are not in control of the market place anymore, it’s because we’re not. Thanks to the internet, the consumer is. And that has brought a change in their attitude.  Buyers are no longer happy just being wide receivers. These days they want to play...

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