The "big" benefits

Want to really hit your sales prospects’ hot buttons? Sell the sizzle instead of the steak, as the old saying goes. Think about it. If you’re a certified financial planner, you don’t sell financial products – you sell security and peace of mind. If you’re a computer networking consultant, you don’t sell computer services –…

Client -Attractive Websites: Tackling the "Who" question

Previously, we talked a bit about what a well-crafted website can do for your business: boost visibility and credibility, get you more referrals from colleagues and customers, even shorten the sales cycle by putting key information where prospects can easily find it. Of course, those aren’t the only reasons—you may have more, depending on your…

The Tenth Commandment of Ezines: Respect Internet culture

During last month’s “Building a Client Attractive Website” seminar, one of the attendees asked me a question that, coincidentally, tied rather nicely into this month’s commandment. Briefly, she wanted to know why the copy on the website (which was designed to attract clients for a local business coach) used “I” and “me” rather than referring…