Give People a Reason To Talk About You

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Don’t assume that people are excited to talk about the core deliverables of your firm. After all, those things are supposed to be there (i.e. sound investments, good service, good food, etc.). What people will remember and talk about are the unexpected things you have done or said that set you apart. And, it’s often the small things that grab their attention.

A memorable interaction should result in leaving something behind with the people you encounter: a thought,

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Is Your Referral Problem a People Problem?

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Referrals are generated most often due to the excellent work of your team of passionate people, not because someone asked for a referral. And, the more loyal and passionate your team is, the more referrals seem to magically come into your business. 

I have observed many firms attempt to create loyalty and inspiration for excellent work amongst their staff. The problem: loyalty and passion are not something you can force upon people or manufacture. 

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The Secret Power of Smarketing: The 3 keys to a successful combination of marketing and sales

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How is it that a business can be really great at sales but not at marketing, or vice versa? Don’t these two skills go hand in hand? The reality is if you are not closing enough new sales it is either a sales or marketing problem and in rare cases both. The solution?  Implementation of a “Smarketing” process in your business.

The two statements I hear a lot are:

“If I get in front of a qualified prospect,

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A Strategy for Converting Volatile Market Conditions into a Case for Your Value

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I believe that one of the best times to clarify and reinforce your value is during volatile market conditions like we have been experiencing. The key is to have a communications strategy that you are ready to implement.

Here is an example of a common sense communications strategy that some of the top advisory firms religiously employ when market conditions get bumpy.

1. When the market drops 1% or more,

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Five Ways to PROVE Your Value

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By Maribeth Kuzmeski

When a business states that they “provide exemplary service” do you think people actually believe this? It is like saying, “trust me” or “the check is in the mail.” Empty statements void of facts are a waste of words today.

We have to do better than this. Today it is harder than ever to get a prospect to pay attention, much less believe that your value may be worth it.

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