This car company would save a ton of money and work if its customers would switch to electronic billing. But most people probably don’t care, and don’t bother to make the effort. We care about the environment and reducing waste, but it doesn’t always motivate us when we’re trying to get the bills paid. So […]
Ask your customers to come back
July 31, 2012
When we’re trying to grow our business, it’s easy to get caught up in the chase for new customers. We pour all of our effort and money into more marketing and sales. But there’s an easier way: Ask your former or inactive customers to come back. You already know them, you already know how to […]
How to impress a prospect who isn’t quite ready to buy
July 24, 2012
An important sales lesson: Sometimes the best way to make a sale is to stop selling and do something selfless. I was talking with a personal trainer, but I’m not ready to sign up right now because I’ll be traveling non-stop for a few months. Instead of trying to pressure me or convince me to […]
Help them make the business case
July 20, 2012
Here’s a great idea from the folks at Jive Software. They want people to come to their annual conference — so they help them get approval from their boss. Below is the text of a word document that you can download from the conference site to help you make the case to your boss why […]
35 ways to improve sales
May 12, 2012
Classic advice from e-commerce master Sam Decker, now CEO of Mass Relevance, originally published in 2004 and still relevant: Can I find that item I’m looking for? Tune your internal search engine to match top search terms to product pages. Put top sellers on home page. People buy on impulse or recommendation. Match the landing […]
You definitely should NOT do this … but it’s 55% full!
April 30, 2012
I love anything that lights me on fire, makes me pass out, or puke like the not-a-little insane Spartan Race. They give us a great example of how to build enthusiasm for an event with these scoreboards. It’s a simple way to drive sales by a) showing that other people are buying, b) creating a […]
The power of a great demo
January 20, 2012
You can talk all day long. Or you can just show people how great your product is. Look at this demo of a kayak lifting system by Paul from Rack Outfitters. Now I want one, and I don’t even have a kayak. Your homework: Grab a camera right now and film a co-worker demonstrating your […]
Newsletter #865: The “It’s How You Say It” Issue
January 5, 2012
[Welcome back to the Damn, I Wish I’d Thought of That! newsletter. This is text of the great issue all of our email subscribers just received. Sign yourself up using the handy form on the right.] Sometimes just changing the way you share, phrase, or position content and ideas can make all the difference. How a few […]
Don’t let them leave that shopping cart behind!
December 21, 2011
If someone put something in your website’s shopping cart — they did it for a reason. They are actively in the purchase consideration process. If they leave it behind — there’s a reason for that too. They found a better offer, they decided not to buy, or maybe they just got distracted. Don’t let them […]
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