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What Business Owners Want Isn’t Always What They Need

"What's wanted isn't always what's needed." - Texas Bix Bender When I ask business owners what they want, they often say, "More Leads!" But more leads is actually the LAST thing you need. They are expensive and require time and effort to followup on. And most businesses do not convert leads into sales very well. [...]

Buying Customers

Business is basically shopping for customers - choosing which one you want and deciding how much you will pay for them. When it comes down to it, you are in the business of buying customers. You can start a business, run it from home and never tell anyone about it, but you will not succeed [...]

Innovate or Die

All business is two things: Innovation & Marketing. -Peter Drucker. How are you doing? Use Innovation to Build Your Business Many small businesses are not good at either of these critical skills. They see Marketing as a necessary evil and spend little time on it and they often leave innovation to large companies [...]

World Famous In Omaha

In New Zealand, there is a soft drink company called Lemon & Paeroa (L&P). They advertise, tongue in cheek, about being World Famous in New Zealand. But this is actually a perfect strategy for your business. Tell Your Story Seth Godin, my favorite business guru, reminded me that most businesses don't need to be [...]

Why Customers Don’t Care About Your Product

"Customer satisfaction probably has little to do with your product or service." -Tom Peters. This is a tough comment. We work so hard to provide our product or service well, focused on satisfying our customer. If our customers aren't looking at what we do, how can we take care of them? What do customers want?!? [...]

Are You Connected?

Tim Mushey recently blogged a quote from Robert Kiyosaki: “The richest people in the world look for and build networks, everyone else looks for work.” As our business landscape has changed from a manufacturing base to a knowledge base, this quote is ever-more accurate. Even if you build hard assets, your success in business will depend [...]

Are You In Bed With Your Customer?

"Customer satisfaction probably has little to do with your product or service." -Tom Peters Do your customers like Thai food? How many of them have iPhones or Androids? Did you send them all birthday cards this year? Hit Your Target Most business owners can't answer these questions. But more and more, the organization with [...]

Lemonade Stand Reinvented!

"All business is two things: Innovation & Marketing." -Peter Drucker Last Friday evening, the doorbell rang. When I opened the door, there stood two young girls, maybe 7 or so. They asked me if I'd like to buy some lemonade. Now, I'm a sucker for lemonade stands. I've helped my daughters set them up and dutifully [...]

Don’t Be Consistent!

Surprise! "We like positive surprises and fear negative ones ... a positive experience that's positive all the time pales in comparison with the experience that's sometimes neutral but often nice. Beyond a baseline of goodness, you're better off awarding a few people a random discount or a bump up in priority than you are making [...]