Steve Slaunwhite’s Marketing Memo

3 simple ways to stay in touch

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...

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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...

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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...

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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...

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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...

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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...

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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...

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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...

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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...

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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.

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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....

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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...

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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...

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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...

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“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...

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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....

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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...

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