Want to Strike It Rich? History Shows That Chasing Gold—or the Next Big Startup—Rarely Pays Off. The Real Winners Weren’t the Prospectors, but the Main Street Businesses That Sold Them Tools, Food, and Shelter. Today, the Same Lesson Applies—While High-Risk Startups Get All the Attention, the Smart Money Is in Steady, Reliable Businesses That Support Them
Don’t Be a Gold Digger – Why You Need To Be Main St. Instead Read More »
New business owners often ask me how they can learn more about back-office functions and business costs. The answer I always give them is the same: trade associations. Trade associations exist to share best practices and industry-specific knowledge with their members. Because memberships in a trade association cost money, many startups defer joining them. In
Trade Associations — Why They Matter Read More »
Many studies have been performed that look at the role peer pressure has on our decision making. People desperately want to fit in so much so that they often times will ignore their own opinion just to be part of the crowd. No one likes to be wrong, but it is far more acceptable to be wrong with a crowd than be wrong on your own.
How to Harness Peer Pressure for Effective Marketing Read More »
When I grew up in Massachusetts, I remember reading a story about Joe Kennedy. He would go up to owners of older drafty apartments in downtown Boston and make them a unique proposition. Many of the units were poorly insulated and cost a small fortune to heat in the winter. Joe would agree to insulate
Capturing Value in Nontraditional Ways Read More »
Fifty percent of Americans over 18 years of age drink coffee every day. That translates into 150 million daily coffee drinkers that consume 400 million cups per day. Not long ago, brewing a cup of coffee at home or at the office involved purchasing a coffee pot from one company and ground coffee from another
Keurig’s New Business and Economic Model Read More »
Many local ecosystems have initiatives and programs to foster innovation in their own community as a way to grow new technology or manufacturing companies. They do this in the hopes it will bring in new money as the primary employer grows to maturity. However, sometimes it is not the product that generates the revenue, but
New Product vs. New Economic Model Read More »
Primary & secondary employers are vital to local ecosystem, One brings new money in and the other keeps money local, However each is treated different,
Ecosystems: Primary vs. Secondary Employers – Why You Need to Know Read More »
Tandy Leather was a family owned business located in Texas. Dave Tandy was a partner in a leather heel and shoe repair business which was founded in 1919. Charles Tandy, the son of Dave, took over the business after World War II and changed the business’s focus to leather craft after seeing how leather crafts
4 Business Lessons from Charles Tandy – Not Enough White, Too Much Purple Read More »
Discover How a Simple Observation at a Meat Plant Transformed the Auto Industry—and Learn How Looking Outside Your Industry Can Lead to Your Next Big Breakthrough.
Cross-Industry Inspiration: Your Secret Weapon for Business Breakthroughs Read More »
Between a stimulus and our action is a period of time. Sometimes that time period is very small and an unthinking “reaction.” Other times it can be long and is a thoughtful “response.” A reaction lacks conscious intention while a response is more conscious and thoughtful. For example, if a bee stings your arm, the
Reaction vs. Response Read More »
When you think of obsession does the idea strike a negative chord in your mind? For many, being obsessed is something to be avoided. Not so with entrepreneurs, who view obsession as a game, they love to play. Personally, I’m always obsessed with something new. When I find something I enjoy I go all in
Obsession is Not a Dirty Word Read More »
My son just recently sold his house, which got me thinking about selling real estate and more specifically the role that having an open house plays in the sale. What do you think is the true purpose of an open house? If you said, “To sell my house,” then you might want to guess again.
Who Benefits Most From An Open House? Read More »
Our five primary senses all work together, so it is important in business sales and marketing to stimulate them all if at all possible. However, with respect to evoking memories, the often overlooked sense of smell is the most powerful sense. If a person is tested on the details of a movie they watched in
The Smell of Success Read More »
Are You Looking Into the Wrong End of the Telescope? That’s What It’s Like When You Focus More on Protecting Your Idea Than Sharing It. Innovation Thrives on Collaboration, Yet Too Many Inventors Get Stuck Getting Patents to Protect Their Ideas vs. Bringing Their Vision Into the World. A Great Idea Isn’t Valuable if No One Ever Sees It.
Don’t Flip the Telescope: Focus on Execution, Not Protection Read More »
Arthur Blank, one of the founders of Home Depot, wakes up every morning saying “Who will destroy me today if I don’t keep my eyes open.” Knowing that retailers can’t sit still or they’ll be eclipsed by the competition, Arthur Blank and Bernie Marcus started Home Depot after being laid off unexpectedly from Handy Dan
4 Business Lessons from Arthur Blank – Who Will Destroy Me Today? Read More »
Community leaders are always interested in creating a vibrant economy to provide prosperity for their citizens. Promoting entrepreneurship is often at the heart of any economic development initiative. However, entrepreneurship comes in many different flavors from technology start-ups to micro-enterprises. Moreover, small business enterprises run the gambit from high growth companies to more static main
Make Entrepreneurship Easier Read More »
Our Brains Were Designed for Survival, Not Cubicles. Understanding Human Evolution Can Unlock Better Employee Performance, Teamwork, and Innovation.
What Human Evolution Can Teach Us About Building Smarter Workplaces Read More »
The Path to Wealth Isn’t About Luck or Inheritance—It’s About Mindset. Discover How Thinking Like an Entrepreneur Can Uplift Individuals and Entire Communities.
The Entrepreneurial Mindset That Changes Everything Read More »
Robert Woodruff turned a pharmacy elixir into one of America’s best-known consumer brands. Discover several business lessons from Coca-Cola.
Business Lessons from Robert Woodruff – Have a Coke and a Smile Read More »
Daisy Braxton was a single mom with five children when she lost her job. To make ends meet she worked several minimum wage jobs that didn’t offer healthcare. Soon, medical bills for her kids overwhelmed her, and she was forced to apply for welfare. Rather than begin a lifelong dependency on the government, she took
Welfare to Entrepreneur Read More »
Too Many Business Owners Would Rather Appear Competent Than Admit They’re Struggling. but in Business, Pride Often Comes Before a Fall. Learn Why Vulnerability Is a Strength and How Asking for Help Can Save Your Business.
When Ego Gets in the Way: How Saving Face Can Destroy Your Business Read More »
The Tale of Paul Revere’s Midnight Ride Offers More Than Just a History Lesson—It’s a Masterclass in Networking. Discover How Connections Shape Legacy.
Why Paul Revere Is Famous and William Dawes Isn’t: The Power of Networking Read More »
Robert Kiyosaki said it best: “Most people are stuck between fear and greed, which makes them slaves to a job.” They live paycheck to paycheck and live in fear of losing their job and not being able to support their lifestyle. When they receive windfall income, such as a tax return or a raise, greed
How to Exit the Rat Race Read More »
Relative differences are rooted more firmly in our psychology then absolute differences. This is a way people respond irrationally that the savvy business person should understand and use to his advantage. Let’s look at an example. Since today is tax day, let’s say you are in the market to buy a copy of Turbotax. You
Relative Price Psychology Read More »
When agrarian society faded in favor of the more profitable industrial era, no matter how hard you worked as a farmer or how hard the farming industry tried to preserve itself the tide of change could not be turned. By the same logic, no matter how hard we try to reestablish a middle class based
The Middle Class Sputnik Moment Read More »
Resolution are unwritten, often unmeasurable, commitments to oneself. Goals, by contrast, are written down and have a due-by date. Resolutions such as the ones we all make for the New Year are frequently broken in only a few days. Making a resolution simply to lose weight will not be an effective way to lose weight.
Goals Are Not The Same As Resolutions Read More »
Earl Tupper invented Tupperware but he had a hard time selling it. People didn’t trust plastic, and they didn’t know how to use the product he developed to store items in air-tight containers. His sales for his first six years was essentially flat. Moreover, he was an introvert and could not manage a sales force
Build an Empire, Bowl by Bowl Read More »
As human beings vision trumps all of our other senses. Man is incredibly adapted to remembering images. If you read or hear something, studies show that in the span of about three days you will only remember about 10% of the message. However, if you add a picture or an image, then you are likely
An Image to Remember Read More »
John Johnson grew up in a small shack with a tin roof in rural Arkansas. In an effort to give John more opportunities, his family moved to Chicago when he was 15 years old.However, coming from a poor area in Arkansas, his new classmates made fun of his accent and handmade clothes. To deal with
A Lesson in Perseverance Read More »
The US dollar continues to rise in value in relation to the Euro. A strong dollar makes products manufactured overseas cheaper to buy. While it may make buying a Mercedes cheaper and may make your international travel budget go further, these savings come at the expense of business revenue. On the flipside, goods and services
What if you could give your customer his order before he was done giving it to you? Well, that idea is what built the drug store Walgreens. When a nearby customer would call in a non-prescription order using the newly developed telephone, Charles Walgreen would repeat the caller’s name, address and order so his assistant
Constant Innovation Read More »
Optimism Is the Entrepreneur’s Secret Weapon. While Most People Operate From Fear and Doubt, Entrepreneurs Charge Forward Fueled by Hope. Discover How This Mindset Becomes a Powerful Psychological Insulator, Helping Entrepreneurs Push Through Failure and Keep Dreaming Big.
Optimism: The Entrepreneur’s Psychological Insulator Read More »
It is always good to have some investment funds so you have the ability to execute when you see a good deal. One of my boys bought his motorcycle with cash after he bought a Ford Ranger with a blown engine the owner could not afford to fix. He bought the truck for $500 and
Seed Money – How to Grow Rich Read More »
You Can Lose Every Dollar, But You Can’t Lose What You Know. Discover Why Real Wealth Isn’t in the Bank, But in Your Brain—and How to Start Building It.
Lose the Money, Keep the Skills: How Experience Builds True Security Read More »
How The Civil Rights Act And A 1950s Ice Distributor Reveal Timeless Entrepreneurial Lessons
How the Civil Rights Act and a 1950s Ice Distributor Reveal Timeless Entrepreneurial Lessons
Discover How Groupthink Holds Entrepreneurs Back, and Why Venturing Outside Your Circle—Like One Bold Man in the Jim Crow South—Can Lead to Lasting Success.
Why Entrepreneurs Must Escape Groupthink to Unlock Opportunity Read More »
Most people believe that when you sleep your brain sleeps too. In fact, your brain never rests. It uses periods of sleep to process and learn. Workaholics who deprive themselves of sleep to get more work done may think they are being more productive, but in reality, the opposite is true. Your brain needs periods
Nap To Be More Productive Read More »
My wife would say that the greatest way a man can ever show a woman he loves her is to buy her a diamond. This drives me crazy because the entire narrative that diamonds represent romance is pure marketing hype that almost everyone has bought into. Did you know that the tradition of giving a
De Beers, A Story About Controlling Supply and Creating Demand Read More »
A few weeks ago we spoke about the negative effects that can result from not appreciating your employees when we discussed the story of Benedict Arnold. On the opposite side of that same coin, I would place Mary Kay Ash of Mary Kay Cosmetics. At the core of her business model was employee appreciation. She
Recognition on Steroids Read More »
Waiting For Your Ship To Come In Might Mean You’re In The Wrong Place. Discover Why Successful Entrepreneurs Don’t Wait—They Build. Are You Ready To Set Sail?
Why Waiting for Your Ship to Come In Means You’re in the Wrong Place Read More »
Personal Freedom Is About More Than Just Money. It’s About Control, Choice, and the Power to Design a Life That Aligns With Your Values. Discover How to Claim Yours.
How Business Ownership Unlocks True Personal Freedom Read More »
Finding Personal Fulfillment at Work Can Transform Your Life. Learn Why Successful Entrepreneurs Prioritize Passion and How You Can Find Your Own Sweet Spot.
How to Find Fulfillment in Your Career and Stop Living for the Weekend Read More »
Most Entrepreneurs Understand Diversification in Investing but Ignore It in Business. Discover How Shared Risk Can Lead to Better Outcomes and Smarter Decisions.
Diversify your Small Business Risk Read More »
Hearing your name has a profound impact on the brain. Research published in Cerebral Cortex shows that hearing your name activates your cortico-subcortical auditory attention network, a complex way of saying it grabs your focus whether you’re paying attention or not. Similarly, studies in Brain Research demonstrate that hearing your name sparks brain regions tied
The Power of Using a Person’s Name Read More »
Most People Think High IQ Is the Key to Business Success, But That’s a Myth. Discover Why Being an Entrepreneur Requires a Different Kind of Smart—and How You Might Already Have It.
What Kind of Smart Are You? Why School Grades Don’t Define Entrepreneurs Read More »
Most People Let Their Bank Account Dictate Their Decisions. But Entrepreneurs Think Differently. Discover How Non-Linear Thinking Can Open New Opportunities.
The Key Difference Between Linear and Non-Linear Thinking in Business Read More »
Most People Play It Safe With Their Money, But Entrepreneurs Take a Different Approach. Discover How a Shift in Thinking Could Change Your Financial Future.
Are You Risk Averse? Here’s Why That Might Be Costing You Read More »
Most People Waste Their Free Time on Passive Entertainment. But Entrepreneurs? They Turn Their Leisure Into Lucrative Opportunities. Discover How You Can Too.
What Successful Entrepreneurs Do for Fun That Builds Wealth Read More »
The Hidden Power Of Referrals: How Building A Network Can Lead To Career And Business Opportunities You Never Saw Coming.
Want More Opportunities? Grow a Referral Network That Works While You Sleep Read More »
How You Think About Money Can Shape Your Financial Future. Learn Why Millionaires Choose Delayed Gratification Over Spending and How You Can Do the Same.
How Millionaire Habits Can Help You Escape the Paycheck-to-Paycheck Trap Read More »
Most People Believe Wealth Comes From Hard Work—But Entrepreneurs Know It’s About Leverage. Discover Why Teaming Up Beats Going It Alone Every Time.
Why Hard Work Alone Won’t Make You Rich—But Leverage Might Read More »
Most People Earn Money by Trading Hours for a Wage, but This Approach Has Its Limitations. Entrepreneurs Think Differently—They Generate Income by Identifying Problems and Creating Solutions. This Post Explores How Shifting From a Wage-Based Mindset to One Centered on Creative Thinking Can Unlock Greater Financial Potential.
Work for a Wage vs. Creative Thinking Read More »
Everyone’s belief system is shaped by the company they keep. Entrepreneurs are no different in that regard. The differences in beliefs come from the village of advisers people use.For example, fat people who hang around other fat people will not be exposed to better eating habits, will be exposed to negative thinking about being overweight,
The Mind of the Entrepreneur Series Read More »
Walt Disney took every challenge to his ideas as an opportunity to prove he was right. Before Disney, cartoons were short animation films between 5-10 minutes in length that were shown before feature films. Walt Disney wanted to produce a full-length cartoon but everyone told him that no one would sit through a full-length cartoon.
What We Can Learn From Walt Disney Read More »
Recessions and depressions cause citizens to demand action from the government, providing the spark and the fuel to drive bigger government. Take for instance the Great Depression, which started in October 1929 and lasted through most of the 1930s. In June 1928 the Federal Reserve thought that the booming stock market would cause inflation, so
The Answer is Always More Government Read More »
No matter where you look, someone, is talking about the Affordable Care Act, aka ObamaCare. What frustrates me in all these discussions is that healthcare insurance has taken on a life of its own. By my definition, it is out of control because it is no longer insurance. Insurance, such as auto insurance or homeowners
The New Super Insurance Read More »
I’m a fly fisherman, and anyone familiar with the sport understands that to land a fish using a fly rod requires a lot of skills. I think I like fly fishing because it is cerebral and has so much in common with B2B sales. In fly fishing, you have to understand in great detail the
Customer on a Line Read More »
A few weeks ago my wife handed me a simple battery operated candle that had stopped working in spite of the fact that she had replaced the batteries. Although the candle was designed as a sealed unit I managed to remove some of the wax coatings and dismantled it, only to discover that the wire
Are We Losing Our Inventive Edge? Read More »
In business, many of the most promising and productive individuals have fragile egos. As the owner of a company, you need to be able to recognize and reward behaviors from employees that move the business forward or risk creating a Benedict Arnold in your own ranks.
Recognition Or Doom – Failing To Recognize Outstanding Performance Is A Colossal Mistake Read More »
Most Freelancers Dramatically Underprice Their Services Without Realizing It—Leading to Overwork, Financial Stress, and Eventual Burnout. Did You Know That 82% of Small Businesses Are Solo Operations, Relying Solely on Billable Hours? If You’re Not Charging What You’re Truly Worth, This Guide Will Show You Exactly How to Calculate Your Real Hourly Rate—and Why Getting It Wrong Could Be the Biggest Threat to Your Business.
How to Determine Your Hourly Rate as a Freelancer Read More »
Ray Kroc bought the rights to a small hamburger joint run by Dick and Mac McDonald. He was 52 years old at the time and selling milkshake machines. Ray always believed in the power of a positive attitude in sales. He said, “With a smile and enthusiasm I can influence someone to buy a sundae
The Golden Arches of Wisdom Read More »
Colors Do More Than Just Decorate—They Define Brand Identity. Discover How Powerful a Signature Hue Can Be and How to Choose One for Your Own Business.
Color Psychology in Branding: How to Own Your Brand’s Signature Hue Read More »
I was reading an article the week after Christmas that referenced “Boomerang Thursday”. I was aware of Black Friday and Cyber Monday, but not Boomerang Thursday. It turns out that this is the day that people return unwanted Christmas presents. Doing further research, I discovered several important business lessons related to Boomerang Thursday. First, the
Boomerang Thursday Read More »
Inspirational Quote from Confucius: I hear, and I forget. I see, and I remember. I do, and I understand.
Inspirational Quote from Confucius Read More »
Bill Bowerman was a very successful track and field coach at the University of Oregon. Runners at the University often suffered from shin splints, leg cramps, knee, and back issues as they trained. Bill was obsessed with designing solutions to solve these problems. One morning he was in his kitchen watching his wife Barbara make
Just Do It – How to Grow an Idea Read More »
With today’s 24/7 news cycle, there is no excuse for an absence of information. There is only the eroding sense of duty felt by Americans to remain informed. If you are reading this post today, share it with your friends and make a commitment to talk to your children tonight and instill in them the value that we as Americans have to remain actively engaged in the news and public issues affecting us all.
Are You Reading This? Read More »
Some time ago, I did some research on the role dyslexia plays in entrepreneurship. I came across findings by Sally Shaywitz of the Yale Center for Dyslexia & Creativity that indicate dyslexia is a key attribute of many successful entrepreneurs. Notable figures such as Richard Branson, William Hewlett, Henry Ford, Ted Turner, and Charles Schwab
Dyslexia and the Entrepreneur Read More »
As you might imagine I have the occasion to speak to lots of successful business people and spend much of my time trying to understand what attributes make for a successful entrepreneur. One difference I see is how non-entrepreneurs and entrepreneurs approach education. The vast majority of my friends that have successful jobs working for
An Entrepreneur’s Perspective on Education and Success Read More »
Discover how Zappos uses a simple yet brilliant method to build a loyal team—and learn how you can create your own loyalty test for new employees.
Want Loyal Employees? Steal This Bold Move from Zappos Read More »
One of the goals of this blog is to help entrepreneurs think about common problems in totally new ways. To that end, I would like to introduce you to Takeru Kobayashi, who as a rookie in 2001 smashed the world hotdog eating record simply by rethinking the problem. Up to that time, the record for
Rethink The Problem Read More »
My middle son lives in Bentonville, Arkansas: the headquarters of Walmart. This fact made me want to learn more about Sam Walton, Walmart’s founder. As with many biographical stories, Sam Walton’s life provides several lessons for the entrepreneur. Sam Walton began his career in retail when he bought into a 5&10 franchise known as Ben
What We Can Learn From Sam Walton, Founder of WalMart Read More »
Sometimes you cannot with any degree of certainty determine if someone is really telling you the whole truth, so you need to create a situation that will force the other party to reveal themselves. In the book How to Think Like a Freak by Steven Levitt and Stephen Dubner, the authors discuss how David Lee
How to Know if They are Telling You the Truth Read More »
Every few years my wife and I return to Seattle, where we got married. One of my favorite places to spend a few hours is the Pike Place Market. On our most recent trip, I was reminded of a lesson in the importance of location. Parking off Alaska Way and taking the elevator to the
Location Location Location! Wait, Maybe Not… Read More »
In the book “Predictably Irrational: The Hidden Forces that Shape our Decisions”, Dan Ariely talks about a cognitive bias known as the Endowment Effect. Simply stated, the endowment effect is the fact the people in general place a higher value on the things they have over identical things they do not have. Dan used the
The Endowment Effect Read More »
Flipping through the channels the other night I stopped to watch a Jackie Chan movie on TV. As I watched one of the fight sequences I could not help but see many correlations between fighting and operating a small business. First, my attention was drawn to the speed of his movement, which I equate to
How to Create a Knockout Read More »
Good marketers also use primacy and recency in their messaging to make sure that potential customers will be able to recall the most important elements of their message.
How To Leverage The Primacy And Recency Bias In Marketing Read More »
People Make Decisions Based on Emotion First, Then Justify Them With Logic. Learn How to Craft Marketing Messages That Tap Into Feelings and Drive Action.
Why Emotion Beats Logic in Marketing (And How to Tap Into It) Read More »
Every Business Wants to Grow, but the Real Challenge Isn’t Just Getting Bigger—It’s Growing the Right Way. Should You Focus On Selling More to Existing Customers or Reaching Entirely New Ones? The Answer Can Mean the Difference Between Sustainable Success and Hidden Risk.
How Should You Grow Your Business—Horizontally or Vertically? Read More »
How to employ a three-page website to test the market’s readiness and verify that a product or service will sell before you make an investment.
Testing the Market with a 3-Page Website Read More »
You Can Have the Most Brilliant Ideas in the World, but if You Can’t Sell Them, Someone Else Will. Discover the Timeless Business Lesson Buried in Tesla’s Story.
Why a Good Idea Alone Isn’t Enough to Succeed in Business Read More »
A few weeks ago we discussed using a loan from your 401k plan to fund your startup. With a 401k plan, the employer often provides a match to the employee’s contribution. Both IRAs and 401k plans are consider defined contribution plans, meaning the contributions are fixed, but the returns are based on the returns from
Get Your Private Employer to Pay Your Start-up Costs Read More »
What you drive says a lot about who you are and what you value. I often find it very useful to meet a new person at a location that requires them to drive there, such as a Starbucks. I try to arrive early and get a seat where I can observe the person drive up.
Have You Seen Your Customer’s Ride? Read More »
In the old days, every town needed a stable to feed, water, and house the vehicle of the day, the horse. Over time, automobiles supplanted horses as the principal mode of travel, and stables gave way to gas stations. When people think about going into business, they still think in terms of inventing a new
The Business Landscape is Changing Read More »
When a Bakery Cashier Gave My Wife a Surprise Double Stamp on Her Loyalty Card, It Created More Than a Discount—It Built a Customer for Life. Learn How Your Small Business Can Use Similar Gestures to Create Moments That Turn Customers Into Raving Fans.
Why a Small Unexpected Surprise Can Be Your Most Powerful Marketing Tool Read More »
Customer acquisition costs often account for a large portion of your product or service costs. Smart entrepreneurs look for ways to get paid more than once by the customer to make the most of their customer acquisition costs. I used to sell a video series to educate investors only on DVD. Once the sale was
Get Paid More Than Once Read More »
Ever notice that on the trunk of most vehicles, there’s a decal or emblem identifying the dealership where the car was originally purchased? It’s almost like a badge of honor—except most people don’t even think about it. Whether it’s a small, discreet sticker in the corner of the trunk or a bold chrome emblem, that
How to Promote Your Business With a Reward Read More »
Fred Bear is known as one of the pioneers of the modern archery industry but did you know that he was also a remarkable businessman. Fred is best known for being an avid bow hunter and popular writer for various outdoor and hunting magazines, as well as a film producer. As a kid growing up
Fred Bear: Remarkable Businessman and Archery Great Read More »
There is a bit of an injustice in the way entrepreneurs are told about the business planning process. First, new entrepreneurs are told that to get money from a bank they need a business plan. While there is some truth to this, a major missing piece is that they will likely not get any funds
Increases in the cost of living affect low-income households much more than higher-income households. Therefore, the effects of our government’s monetary policies to control the cost of living are most visible at locations where low-income households shop, such as McDonald’s. If low-income households have less discretionary income to buy a burger, it is an indicator
McDonald’s Economic Bellwether Read More »
In Sales, the Best Pitch Isn’t a Pitch at All—It’s a Conversation. Learn How Asking Thoughtful Questions and Truly Listening Can Close More Deals Than Talking Ever Will.
The Secret to Sales Success: Why Talking Less Can Win You More Deals Read More »
Fear Of Failure Is Real, But Today’s Entrepreneurs No Longer Need To Quit Their Jobs Or Risk Their Families’ Financial Security To Start A Successful Business.
Afraid to Start a Business? Here’s How to Begin Without Risking It All Read More »
Are You Too Experienced to See New Opportunities in Your Industry? Discover How Fresh Eyes and a Little Ignorance Might Be the Key to Entrepreneurial Success.
The Surprising Advantage of Being an Industry Newcomer Read More »
How Do You Get People to Engage When No One Wants to Go First? Discover How the Psychology of Priming Can Help You Fill Dance Floors, Poker Tables, and Sales Funnels.
Priming the Pump: How One Small Action Can Spark Big Engagement in Business Read More »
Timing Is Everything When Selling to Businesses. If You Overlook Their Budget Cycle, You Might Miss Out on the Sale. Here’s How to Align Your Outreach.
The Secret to Better B2B Sales? Align With Your Customer’s Budget Year Read More »
We experience life through our five senses. Each of these senses is connected through our unconscious mind to various emotions. When a message touches more than one sense it has multiplying effect to create a stronger memory or help in our recall. Therefore, when selling your product or service, try to incorporate as many senses
That Makes Five Senses Read More »
Fishing and hunting have lessons for the business owner. Being a hunter and fisherman I often read articles about hunting and fishing strategies. I recently watched a documentary about the whitetail deer population in the US. In 1700 there were approximately one million whitetail deer living in the US. By contrast, today’s estimates exceed thirty
Fish Where the Fish Are Read More »
Discover Why Humor Is a Powerful Sales Tool That Breaks Down Barriers, Builds Trust, and Boosts Conversion Rates. Learn How to Use It the Right Way.
Why Being Funny Pays Dividends in Sales Read More »
Often I encounter clients that want to produce a product or service on the low end of the price window in the hopes that lower costs will mean more business for them. However, being the low-cost provider is not the best place to be unless your value proposition is clearly operational excellence. This is because
Operational Excellence – Why Quality Pays Read More »
When you send a package through the US Postal Service (USPS), you can buy insurance in case they lose your package, or you can save the cost and not purchase the insurance. If you do not buy the insurance it does not mean that the USPS will treat your package any differently. However, with insurance,
Buying the Right to Sue Read More »
I recently read an article talking about the school voucher program and how it would force schools to be more competitive. While I think there is some merit to the school voucher program there is a much more important business lesson here. A school voucher program would mean that parents could send their children to
Why do we think in terms of Miles Per Gallon (MPG) when we buy a new vehicle? MPG is an abstract measurement that requires the consumer to perform calculations in his head to determine the real impact of his purchase. The cost of filling up your vehicle and driving it for a specific period of
