Death of the Phonebook
A friend come by the other day to tell me about a recent skiing trip she took, and her brush with frostbite. As we were talking, she showed me her frostbitten fingers, and told me that the Canadian doctors were…
Trimming the Marketing Budget a Mistake?
The big ‘R’ word. Recession. The word alone is scary, and makes me want to really pinch pennies. Yes – the recession is a big wake up call for most businesses, but you don’t need to make drastic cuts just…
Are You Missing Out On Opportunity?
I recently decided to clean out my garage, and sell off a few tools that I don’t use any more. One day after I did some pricing research to determine what I could sell the tools for, I logged into…
Getting Past Voice Mail When Cold Calling
You’re cold calling, but you get a voice mail message instead of reaching the prospect. What to do? Self-promotion consultant Ilise Benun (www.theartofselfpromotion.com) recommends the following: 1. Leave a message with the question to which you’re trying to get the…
Do B2B Marketers Sell to Companies or People?
I would have said “people.” But Terry Jukes, CEO of B2B Direct Marketing Intelligence, a direct response consulting firm, disagrees. “In B2B, a customer is a site first and a person second,” says Jukes. Reason: turnover rate of company personnel…