Click here to subscribe in iTunes; or, listen to the audio version below: I thought about giving up a few times. It was about seven years ago, and I had been following up with a particular prospect for more than a year. When we first chatted, he seemed to be...
Steve Slaunwhite’s Marketing Memo
Don’t let this happen. (You might lose the client.)
Click here to subscribe in iTunes; or, listen to the audio version below: I had a weird experience last week. I needed a change of scenery, so I thought I'd grab a coffee and muffin at my local Starbucks and do some writing. As I placed my order, the guy behind the...
A new prospecting approach. (That works better.)
Click here to subscribe in iTunes; or, listen to the audio version below: When I started my business in the mid-1990s, I had no contacts. So, in an effort to promote my services to prospective clients, I made cold calls. Dozens of them. Probably hundreds of them! It...
Don’t forget to ask, “What’s next?”
Click here to subscribe in iTunes; or, listen to the audio version below: See if this scenario sounds familiar to you... You've completed an important project with a new client. He's clearly happy with your work. You're pretty sure he's going to use your services...
How to write a better headline
As you're probably aware, headlines are really, really important. Using good headlines in your emails, web pages and other marketing materials can help boost your marketing results - while using poor headlines can have the opposite effect. So how do you write a good...
How to raise your price (without losing clients)
Click here to subscribe in iTunes; or, listen to the audio version below: A coaching client recently asked me to help him increase his prices – ideally, without losing any of his current clients. During the past couple of weeks, I received about half a dozen...
Writing an appointment-getting letter
Click here to subscribe in iTunes; or, listen to the audio version below: Chasing prospects – via cold calling, for example – is about as fun as scrubbing down a backyard deck with a toothbrush. That's why I'm a big advocate of marketing that progressively...
What’s your “likeability factor”?
Click here to subscribe in iTunes; or, listen to the audio version below: After college, I couldn't find a "real" job. So I got a position in sales for a large temporary help firm. After a few weeks of pounding the pavement, it didn't take me long to discover the...
When it’s smart to give up
Click here to subscribe in iTunes; or, listen to the audio version below: Last weekend, I gave up. And it was the best decision I made that day. Here's what happened... After several weeks of being a virtual shut-in, working on way too many projects, I looked out my...
The best copywriting formula. Ever!
In this video (about 9 minutes long), I walk you through an easy-to-follow copywriting formula that works really well. You'll write copy easier and faster – even if you're not a writer! – and, you'll get better results.
Do you ask prospects to marry you?
Click here to subscribe in iTunes; or, listen to the audio version below: Next to writing, speaking, and drinking coffee at Starbucks (which I'm pretty sure is tax deductible), my favorite professional activity is consulting. I love working with clients one-on-one....
The ideal “micro niche” market. (If you can find it.)
Click here to subscribe in iTunes; or, listen to the audio version below: I had an interesting conversation with a friend of mine the other day. She's a successful video producer and boasted that she never has to do any marketing. "Business just comes my way through...
How to Get More Prospect Meetings.
Click here to subscribe in iTunes; or, listen to the audio version below: Let's face it. You can do a fantastic job of prospecting, generating leads, attracting referrals and word-of-mouth, and basically getting lots of potential clients to find out about you and your...
How to Follow-Up Without Being a Pest
Click here to subscribe in iTunes; or, listen to the audio version below: A couple of weeks ago, I got the umpteenth call from a sales rep who's been hounding me since we chatted at a conference seven months ago. I'm actually interested in working with her firm. But...
The Fastest Way to Find Prospect Names
Click here to subscribe in iTunes; or, listen to the audio version below: When my daughter was six or so the game we enjoyed playing most together was Where's Waldo. It involved finding the Waldo character amongst a crowd of other people, who were usually doing...
“Leverage” Your Way to Better Marketing Results
Click here to subscribe in iTunes; or, listen to the audio version below: I had the opportunity to chat with a fellow marketing guy earlier this month. He was about to do a workshop for a local professional speakers group I belong to and I was helping him set up. This...
Does Prospecting Suck?
Click here to subscribe in iTunes; or, listen to the audio version below: Over the past week or so, I've had more than a few people tell me that, although prospecting can get good results, it can also be uncomfortable, embarrassing, and undignified to say the least....
The Plumber Who Taught Me Prospecting
Click here to subscribe in iTunes; or, listen to the audio version below: Since starting this series on prospecting, I've received a lot of questions from readers, and also some great tips. Thank you! As I said in my last Marketing Memo, prospecting is simply the...