Stop Talking Already!

This is a guest post by Laura Caton from The Cornerstone Group Inc. www.thecornerstonegroupinc.com To listen well is as powerful a means of influence as to talk well, and is as essential to all true conversation. ~Chinese proverb. On May 21, more than 200 people attended the Sales 2.0 Conference hosted by Selling Power Magazine in Boston; unfortunately I was not one of them. However, a good friend… Continue reading

The Secret of New Marketing

I have always maintained that the best way to market is by word of mouth. Communicating with your network is the most powerful and important marketing vehicle you've got. I was so pleased to read Seth Godin's blog this week,http://sethgodin.typepad.com/seths_blog/2009/04/first-ten-.html because he validated this marketing approach and labeled it, the secret of new marketing. In his blog, Seth states: Find ten people. Ten people who trust you/respect you/need you/listen… Continue reading

Narrow Your Niche to Attract More Clients

We are all taught in Marketing 101 the importance of defining a niche and clarifying who we consider to be our target audience. I think we all understand this concept intellectually. It makes sense. When people have a clear understanding of what services and products you offer and who will benefit from those products and services, they can easily refer business. Yes, the concept completely makes sense. Now, we are starting… Continue reading | 3 Comments

How to Stay Marketable in a Down Economy

How do you stay marketable in a down economy? Promote your personal brand. When it comes to selling yourself, you should follow the same guidelines that you use when selling any product or service. Take an objective point of view, do an assessment of the product (you), create an effective pitch, and develop a sales plan. 1.  Know Your Product.

Do an assessment of yourself and get to know yourself as… Continue reading

Why is to “sell” a four letter word?

I am always amazed at how  many people are traumatized when it comes to selling.  When I looked up “to sell” in the dictionary, I found these definitions.
  • to transfer services to another in exchange for money. (OK. I can live with this one.)
  • to persuade or induce someone to buy something. (Used car salesman approach?)
  • to convince (hmmm. Still a bit negative.)
  • informal definition: to cheat, betray,or hoax. (OMG!)
Yikes! No wonder those of… Continue reading | 4 Comments

Good Selling is Good Service. Good Service is Good Selling

What does good selling have in common with good customer service? EVERYTHING. Exceptional selling and exceptional customer service require a focus on the customer. Focusing on the customer makes the customer feel important and valued and when they feel important and valued, they are more likely to become a customer and remain a customer. How do you stay focused on the customer's needs rather than your own agenda?… Continue reading

Ditch the Elevator Pitch

June 28, 2008 · Posted in Entrepreneurs, Sales techniques · Comment 
How often have you been at a networking event or business gathering and someone asks you, "What do you do?". Panic sets in as you try to remember your Elevator Pitch and it's specific formula to answer the question about what you do. You break out in a sweat as you stumble through the arbitrary pitch. Frustrated, you leave that conversation thinking, "Oh my goodness. I just sounded like a fool".… Continue reading

Bonnie Marcus, M.Ed., C.E.C.
Founder and Principal
508-696-0038

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