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Category Archives for Business Development

Prospecting: Separating The Believers From The Non-Believers

This scene from Mad Men sums up an important point for me about prospect relationship building. There are Believers and there are Non-Believers. The difference is easier to spot than we make it. As Don Draper says when explaining an ad campaign, “You either have it in your heart or you don’t.” Let’s apply this […]

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How To Ensure Your Very Best Meeting Experience

Conference call group: “Can you repeat that again, Rick? I couldn’t quite hear that last part.” Rick: “Oh, sorry. I was going through a tunnel. What I was saying was as;dlkfjad;flkjasd;gajk;dklafj;daslfjkdsz;laskjf;.” Conference call group: Ummm…yeah. That’s still not quite coming through.” You know and I know it’s happening all the time. It’s happening on conference […]

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Finding Your Negotiating Point Of No Return – And Your Soul.

Sometimes in one of the networking groups I help lead, we have 15-20 minutes for an engaging topic of discussion relevant to entrepreneurs. This week, one raised an important question: “Is anybody else tired of haggling to death over pricing? If we’re small businesses and the lifeblood of our economy, why are we beating ourselves […]

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You May Be Your Best New Business Salesperson.

So let’s say you have a relatively new business that’s no more than 1-2 years old. Things are progressing nicely and you’re making a decent amount of money. Maybe you aren’t quite yet jumping into a pool of it like Scrooge McDuck, but you’re doing OK for yourself. Still, the challenge of filling the pipeline […]

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The Day Of Sales-Free Selling Has Arrived.

If you want to look old as a marketer, use tired old marketing tactics that, technically, might “work” but fail over 90% of the time. Traditional direct mail, for example, offers a typical 2% response rate. So going in, you know that there’s an excellent chance that almost every little postcard you send out in […]

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Do You Have Enough Beer-Worthy Clients?

The other day I had a client meeting not in a conference room or a Starbucks but the local establishment down the street serving cold frosty ones. It’s not mandatory by any means that my clients go out for a beer with me…but there’s an interesting pattern I’ve seen emerge over the years with the […]

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Is There A “Chicago Style” of Business Development?

Note from Dan: Today’s Chicago Brander post is from guest blogger Steve Congdon of Thunderclap Consulting Group. Drawing on the experience of over 200 pitches, Thunderclap helps marketing communications agencies and other professional service firms win more new business. I’ve had the pleasure of meeting Steve and find his blog a must-read for anyone seeking […]

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