The SalesPartners Florida Blog
Nurture your leads.
Opportunities don't just grow. They have to be pollinated. If you're growing herbs or lettuce, and are just harvesting leaves, then yeah, what grows from the seed just needs time to develop from the seed you plant. This is like that low-cost, e-commerce product that...
Maybe it’s your offer
Maybe it's your offer. Maybe your marketing is working, it's just that what you're marketing isn't that attractive. I planted several different varieties of tomatoes in the garden. Same bed, same soil mix, same irrigation, same worm castings and fertilizer. The...
Nurture the people in your environment.
Who are the worms in your branding? We think about our brands as reflections of us - our core values, our unique positioning. The value we offer to build the familiarity, trust, and credibility with the clients we want to serve. And while that's true, it's important...
Remove your distractions, pull the weeds, but do so carefully
Everyone knows you have to pull the weeds, right? In your garden, they steal nutrients from your plants. In your business, they can be all the little distractions and shiny objects that steal your attention from your sales and marketing efforts. Most of the time we...
In marketing, all piece should in place to make it work.
In a group yesterday an attorney expressed the frustration that all the marketing people she spoke to only seemed to be promoting their service and not understanding the big picture of what she was trying to accomplish. The irony is that the real problem here is best...
Don’t hesitate to grow something great
Calm Down. It's Okra. Sometimes you might start growing something in your business that looks... questionable. Could be new. Radically different. Or someone with more nefarious purposes did something that looked similar, and you don't want people to associate you with...
Have faith in your branding…
That's not a speck of dust - It's a mustard seed. I took it from a pod at the top of a 6ft stalk that bolted from one of the mustard plants we had in the garden before we put in the Spring planting. It's been said with this much faith you can move mountains. And while...
The Injustice of Growing a Law Firm
(long read. ~10 min) “We don’t know d*** about marketing.” This was one of the most honest, vulnerable things an attorney-client ever said to me. It’s hard for attorneys (and learned professionals in general) to admit they don’t understand part of their business....
I felt a little weird on vacation.
This was the first year in... well probably my adult, professional life that I didn't have to do any work. Didn't meet with any clients. I checked a few emails here and there. Tidied up a few projects and caught up on a few to-dos early in the morning when habits had...
Processes are never the same. Even if, to you, it seems like it.
Take this fruit tree. Nice, juicy, nectarine, yes? Except there are not just nectarines on this tree. There are nectarines, peaches, plums, apricots, cherries, almonds... All in all, there are 40 (FORTY) different kinds of fruit. On ONE tree. Professor Sam Van Aken at...
You can’t guarantee anything…
I can't guarantee that you will like the taste of your watermelon. I also can't guarantee your results with our services. But I will take radical responsibility for them. We can do everything in our power to grow them the best we can. The weather can cooperate. We can...
There’s a debate in sales culture about when to close.
Some say at the first buying signal, go for it. Others, say wait until they are fully committed, don't chase, and make them ask for it. I say know what you're selling and to who. It's kind of like tomatoes and oranges. If a tomato has some color, in it, just give it a...
Where do price objections come from?
One place. Relative value. We process the world largely by comparison. And that is especially true when it comes to how we value things. When someone says, "that's a lot of money..." Compared to what? The amount they budgeted or had in mind? Where did that number come...
Sales don’t propagate themselves (usually).
If you plant peanuts in a field and then don't do anything with it, chances are you'll see peanuts the next year. But it's not really a reliable process. You have to collect the seed, and save it, prepare it, then replant it again. Same with many other crops. Same...
We like to think of businesses being built out of passion. With some grand purpose
Some are, but the reality is most businesses are built out of frustration and desperation. Because of life's twists and turns, some find themselves unemployable and have no other option. But most of the small businesses I've seen were started by people who were...