Have more fear of regret than of failure.
The front door of Grabiner/Hall… Welcome to the home of our brain trust. Where our brand designers, copywriters, public relations specialists, web designers and more have practiced 25 years of fearlessness!
In: Newsletter
“If you’re NOT uncomfortable, then you’re not growing.” Ponder this statement.
If taken to heart, it can propel you to the next level of business – give you the courage to step forward, say what you mean, go against common thinking and actions.
I know how it feels — and when you let yourself move forward (even when it’s scary) great things happen.
In: Newsletter, Rants
There are four key elements to creating iconic brands (Holt 2004): 1. “Necessary conditions” - The performance of the product must at least be ok preferably with a reputation of having good quality. 2. “Myth-making” - A meaningful story-telling fabricated by cultural “insiders”. These must be seen as legitimate and respected by consumers for stories to be accepted. 3. “Cultural contradictions” - Some kind of mismatch between prevailing ideology and emergent undercurrents in society. In other words a difference with the way consumers are and how they some times wish they were. 4. “The cultural brand management process” - Actively engaging in the myth-making process making sure the brand maintains its position as an icon.
In: Newsletter, Rants
This week we launched a brand new website for our long time client and great friend Larry Levine. Larry’s a professional political consultant, having run and WON innumerable campaigns in good ole LA. Finally, Larry’s made a 180 toward one of his true loves …fine dining!
His new site atLarry’s.com is a California restaurant review website where you will find great restaurant recommendations all written by regular people who are real foodies. It’s a secret… but Lenn is one of the “co-hosts” and you can read all of the reviews by visiting here http://www.atLarry’s.com
In: Newsletter
When I bump into business associates I haven’t seen in a little while… most often conversation turns to ‘How’s Your Business Doing?” I always take the tactic that I’m grateful for the clients we have and how enjoyable they are to work with (and I mean it!). Here’s something I found that can help us all with new business development…
Seven Strategies for Surpassing Sales Stress
Even with the economy ostensibly on the mend, we’re well aware this isn’t the easiest time to be making a living in sales. But before you go reaching for the Maalox, you may want to peruse the following seven tips from Lou Schachter, co-author of “The Mind of the Customer.” Schachter helps Fortune 500 clients achieve their desired results through sales training.
1. Tempting as it may be to cut your losses, don’t write off every player in an afflicted industry. Opportunity may still be lurking.
2. Now may be a perfect time to revisit prospects who previously wouldn’t give you the time of day. Things may be quite a bit different for them today.
3. Forget about your own numbers for a moment and focus on what you can do to boost your customer’s revenue.
4. Establish the value of your offerings first—then talk price. Avoid the discounting trap.
5. Now’s the time to leverage the rapport you have with your current customers. You may well be able to sell them on products and services they weren’t necessarily aware you offered.
6. Your sales managers need to spend more time coaching and less time in the field. Both in terms of directing the action and maintaining morale, it’s imperative they embrace a leadership role.
7. Turn your competitors’ folly into your gain. If they’ve been scrimping on product updates and customer support, opportunity may be knocking. Looking for more great sales strategies? Check out “Win/Loss Analysis: A Proven Program for Winning More Business.”
In: Newsletter
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