Frequency matters

The term frequency is often related in marketing terms to the number of times you run an ad or send out a mailing to a certain list, but I think it has another, perhaps more important, meaning for...

Sell the result, not the tool

We often get caught up in the whiz bang nature of the tools, products and services we offer, without stopping to think about what people really do with them. Sometimes one of the smartest things you...

Nice Play by Dell

So I’m minding my own business, watching the midsummer classic (All Star Game for my non-baseball fans) when a very nice ad from Dell pops up featuring a new slogan, “we believe,”...

Let Your Customers Build Your Business

I read somewhere that Intuit, the makers of QuickBooks and Quicken, have a practice they call “follow me homes” that allow them to go into an actual customer’s home and watch them...