Blog Insights

You’ve heard the adage time and time again – “it’s not what you know, it’s who you know.” While I don’t agree with this statement 100%, there is validity in the importance of who you know. So, rest easy – the art of how to ask for referrals is not about being connected to the top 1% of executives in your community; you simply need to help others.

Yes, I said it. You have to help others.

All consumers, business or personal, go through the process of getting to know, like, and trust your organization or team before they will try your products/services and buy from you. Testimonials and case studies from your current clients are a key component in building trust. If you are having a difficult time getting testimonials, it may be time to do a little digging to see what is really going on with your organization.

This is a guest post from our friend Randy Collins at Strategies Group

Sometimes, we all like to be catered to - targeted very specifically.  When I was at Gen-Con 2013, a great example of this was from Noodles and Company that made special coupons disguised as Magic the Gathering cards.

First, let’s define 'perfect customer.' The concept of a perfect customer is pretty simple – they are the ones that, if you could get enough of them, would rock your year. They're profitable, they value your knowledge, experience, and you as a vendor partner, and they refer you. They are the people you love to do business with. As Duct Tape Marketing Consultants, we call them ideal customers.

Let me start this post with a story of what not to do. Actually, let me “play” you the conversation that occurred with the inside sales rep of one of my vendors.  I have had this product for 18 months and this is the first call I have gotten from them. I am going to leave all names out of this (after all, I do still have a relationship with them and do want it for now).

Phone rings: “ Dan Kraus, how can I help you”

Here are seven tips I picked up, mostly through trial and error, as well as talking to photographers and videographers.

As a CRM consultant for over 10 years, I learned that the main reason that companies would implement CRM was to get to know their customers better and increase sales and marketing effectivness. What stumped me the most is that companies would spend a ton of money on a CRM system and training, and then not really use it. Most companies have hundreds or thousands of contacts in their database but not really much engagement with those people.

I love this idea but is there a demand for this new product or service? Will someone buy it? For most small business owners and entrepreneurs, this is the question they ask when presented with an idea – either their own or someone else’s.