Each interaction with a business prospect or a customer has to promise an exchange of value: their time or money for at least the strong possibility of benefit. Many of the startup fantasy camp customer development training models neglect this and teach beginning entrepreneurs to rely on the kindness of strangers. This may work in […]
Q: How Do We Get A Business Prospect To Talk To Us? Read More »
We are offering our “Getting More Customers” workshop 9:00am-1:30pm on Sat-Apr-23-16. Spend a morning working on your business with a mix of lecture, discussion with peer entrepreneurs, and reflection and writing. You will leave with a plan for getting the phone to ring and your inbox to fill with inquiries.
Getting More Customers Workshop April 23, 2016 Read More »
Two key tasks we help early stage teams with are preparing for and executing successful negotiations of complex long-term business relationships. These early sales efforts must foster value co-creation with customers because both parties understanding of requirements will continue to evolve as the product is deployed and gains wider use.
Early Sales Efforts Foster Value Co-Creation Read More »
Press Release Leads to Local Coverage. Covers why, how and how often to help you “bring on the leads.”
Client News: Bring on the Leads Read More »
My interview with Gabriel Weinberg was originally published Sep-8-2010. He was doing research for what became his fantastic book Traction. We talked for the better part of an hour and a half and I can remember he kept returning in different ways to what was needed to close your first dozen enterprise customers. He recently
Your First Dozen Enterprise Customers Read More »
I will be giving a evening workshop May 14 at PATCA on marketing professional services online. This is an interactive session for professional consultants.
Online Marketing For Professional Services May-14 at PATCA Read More »
We have been quite busy refreshing clients’ websites. Here are a couple that we are excited about.
Refreshing Websites Read More »
Founders need leads and deals. Don’t pick give-aways that bury interest from real prospects. Have a real conversation and only exchange cards or scan a badge if there is real interest.
Don’t Let Give-Aways Bury Interest From Real Prospects Read More »
I took part in a great roundtable conversation at tonight’s PATCA meeting on “Low Cost Marketing and Advertising for Consultants” Here were a couple of suggestions that I made in response to situations or challenges that other consultants put on the table.
Tips for Low Cost Marketing of Your Services Read More »
Cold calling, despite it’s popularity, is almost always the worst possible customer acquisition approach as a pure method. Find a way to warm up the call.
If “Cold Calling” is Your Answer Please Reconsider Read More »
Q: I have looked at your website and based on some of your blog posts you seem to provide a full range of tactical services–content, outbound messaging, SEO, videos, newsletters, demos, etc.. Why do you talk about “leads and deals” instead of focusing on the full range of services that you offer? Founders Want Leads
Founders Want Leads and Deals Read More »
Conor Neill has a great post up today on “a 9 Step Cheatsheet for Becoming a Public Speaking Expert” courtesy of the London Speakers Bureau. I am not usually a fan of infographics but this is exceptionally well done. Expert public speaking requires deliberate practice the same as any other skill. Here are some key
Nine Tips For Expert Public Speaking Read More »
I signed up for a free trial of a lean project management tool (I have changed the name of the tool to <LeanTool>). A few days later I got the following nurturing E-Mail. Subject: Are you afraid to manage your project in a lean way? We’ve noticed that you haven’t been signing into <LeanTool> for a
Five Mistakes To Avoid In a Nurturing E-Mail Read More »
I got the following unsolicited E-mail this morning; I think the marketing term for this is “blogger outreach.” I have redacted the name of the sender (“YYY”) and the name of the firm/product (“XXX”) but “[press kit]” and “[review/checkout]” were included verbatim in the original. There was no footer with an unsubscribe option although phone
Five Blogger Outreach Mistakes To Avoid Read More »
Direct Mail: A Letter With a Stamp Is Not Spam In advertising it pays to be different. Letters and postcards with real stamps get through. With everyone getting some much email SPAM, direct mail can be a way to differentiate yourself. Postcards Work Too We have used postcards to announce events where clients will be
Direct Mail: Letters and Postcards Still Work Read More »
Here is a list of call to action examples for B2B software that you may find spur some ideas for your product.
Call to Action Examples Read More »
Looking for advice on lead generation or closing deals? Schedule office hours to walk around your current situation or opportunity.
Office Hours: Schedule Time To Walk Around Your MVP Read More »
Engage your website audience with an online questionnaire, survey, or a polls. Make it interactive to increase interest and engagement.
Engage Your Website Audience Read More »
A real thank you email from a Voler Systems newsletter reader sent to Walt Maclay, who thanked us for creating such good articles.
Thanks for Creating Such Good Articles Read More »
At SKMurphy we help clients with content creation, organizing their expertise and insights as text, audio, video, and animation.
Content Creation for Thought Leadership and Lead Generation Read More »
