The law firm had recently cancelled its radio and television advertising. “We got great results from the campaign for a long time,” the managing partner told me. “But it hasn’t been working the last three or four months.” The personal injury firm had been advertising an “accident book” — a short book on what to […]
Inevitably, you or your company will screw up. Maybe today, maybe next week, maybe six months from now. How you respond will show what you’re made of. When Dr. David Dao was beaten and dragged off a United Express flight last April, United Airlines’ upper management very publicly botched the initial response to the incident. […]
The sale was in the bag. From the first contact through the presentation, the customer was engaged, animated, and receptive to your ideas. All signs pointed to a signed agreement. Instead, the client handed the business to your competition. Sales Advice: What’s your next move? Your first impulse may be to argue. Resist it, even […]
You’ve got a great idea for a prospect. What’s the best way to communicate it? I know. You’re crazy busy. Between prospecting, internal paperwork, make-goods, and that new initiative corporate just dumped on you, there aren’t enough hours in the day. So when you’ve got something big to propose to a client, email looks awfully […]
A question for veterans: When you were brand-new to media sales, what did you do when someone gave you a new idea? You tried it, because you didn’t know any better. What do you do with new ideas now? The Day I Made $3600 Because I Didn’t Know Any Better In 1995 I was a […]
