“Who’s This Guy?”: Bridging Social Status Gaps in 1-to-1 Outreach

There’s an old African proverb that says, “The lion does not turn around when a small dog barks.” That proverb points to a common obstacle in 1-to-1 marketing outreach: Differences—real or perceived—in social status between the person or entity doing the outreach and the recipient of the outreach.  There are many different types of relationships … Continue Reading


 

Outsource – Yes, Outsource Your Business Relationship Building

It’s no secret that the more successful your business, the more relationships you have. And after a certain point, it becomes very difficult to maintain these relationships.  There aren’t enough hours in the day for you to stay in personal contact with hundreds or thousands of people.  Fortunately, you can leverage advances in technology to … Continue Reading


 

Find, Organize and Leverage Your Top 100 Business Relationships

If your business is like ours, where a handshake is required to close a deal, you know that building and nurturing 1-to-1 relationships is the biggest key to success—without those relationships, you (and we) simply don’t have a business. One of the most important tools we have in our company is a list of our … Continue Reading


 

The New Marketing Paradigm

Today’s digital technology has brought about a sea change in how businesses and prospects interact. Unlike the old days of marketing, where a business was (largely) in control of the way their image was projected to the outside world, today’s marketing paradigm has the consumer in the proverbial driver’s seat.  It’s the consumer who now … Continue Reading


 

Business Success: It’s About Who You Know

Every savvy business person will tell you, “It’s all about relationships.” What not everybody realizes, however, is that there are several types of business relationships that provide value to you, and they do it in very different ways. The most obvious relationship—and the one most people are thinking of when they say, “It’s all about … Continue Reading


 

Could a 1-to-1 Marketing Model Be Effective for Your Business?

All business is ultimately about personal relationships, but some relationships are more important than others. For example, if a majority of your customers are referrals, or you rely on a relatively small number of high-value sales per year, you target a few important, high-level decision-makers. Not everyone who likes your business on Facebook or follows … Continue Reading