Let’s say you are educating your prospect. What do you want them to do next? The answer: you want them to move up the next step or two in...

Of course, you want a clear message, but more importantly, you always want to make sure you have a strong, tempting, alluring, inviting,...

Education is just the start. But it’s not the end. You just can’t educate and hope they buy. Now you need to contact them regularly and...

Now that you have selected only one market and you know why people buy, contact them using the right media. There are four media: 1)...

What do you say when you follow-up? It’s easy: Remind them of their pain, the reason they contacted you in the first place. Put your...

After you flag them down, you now enter the conversation already going on inside their head. But remember this: Whoever you’re talking to...

You may have many products and services to sell. And you have many potential people who could buy from you. That’s good. It may be...

Once you choose a media, you must get the attention of the one market you’ve chosen. This is mandatory. If you don’t get their attention,...

There’s transactional marketing. And there’s relational marketing. Relational is better. Relationship marketing is when you create a...

There are two basic underlying buying motives: greed and fear. Greed is when you want something. Greed is not bad. It’s simply a desire...

Education-based marketing is when you spend more time educating rather than selling. Most small businesses do it backwards. They try to...