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When Price Is Your Only Differentiator You're In Big Trouble
In my Executive Roundtables I often meet businesses who are doing well. They are undercutting the competition and winning bids left right and centre. Life is good. However, a few years later- a competitor has offered lower pricing or they themselves have grown so...
Why You Can't Take Volvo's Terrifying Niching Risk
I almost got teary eyed when I read the news that Volvo was going all electric by 2019, phasing completely out of gas powered cars by 2024. Why? because one of the largest car companies in the world is risking everything they built in 90 years to buckle down...
1 in 5 Smartphone Users Use an Ad Blocker
Ad blockers are changing the entire buying landscape. I mean, buyer psychology has pretty much remained unchanged over the last 100 years. Consumers still buy more frequently to fix something wrong compared to when they buy to enhance something. They still listen...
Can You Still Sell If Your Knowledge is Outdated
The sad and maybe happy answer is yes. Even if you don't know the first thing about the innovations in your industry, I have seen that yes-you can STILL sell your services. Let me explain why: Selling The Old As I attended a small business conference with several...
Stop Trying to Message Multiple Targets At Once
At a recent roundtable with CEOs, one large question kept popping up. One CEO asked how to combine B2B and B2C messaging. Another asked how to combine Millennials with Seniors as a target to speak to. Others had up to 20 industries they worked with and wanted to...
B2B Buyers Care Twice as Much About Themselves vs. their Business
I always knew it. But now there's science to back it up. A recent study conducted by consulting company CEB proves that B2B buyers are twice as likely to buy based on their own personal values (such as daily frustrations, professional goals, important...
Is Your Website Selfish?
That's right, you heard me. I just asked an absurd question. Is your website all about you--your products, services, staff, offices etc? In other words, is it selfish? Here's how to know and why that's bad. The Me Me Me Website Most small businesses I meet think...
How To Waste A Conference
I have conference fever! If you're also going to a conference soon to build your business and to get new clients, then go ahead and read on. Here's how to waste that conference you're going to: Go to a Conference Only To Learn Personally, I only ever go to a...
Buyers Are Liars
I knew this when I did consumer research for launching new products and the potato chip flavour loved by the majority bombed on the shelves and I know this as I look at the clients I help in their marketing messaging. What buyers say and what they do can be very...
How A Sales Pitch To A College Crush Got Cruelly Rejected
How many pitches have you done to sell your products or services only to be crushed with a rejection? In the world of B2B it never happens that way. It's often a 'we'll think about it' or a 'we'll get back to you". What I call a "soft no". Well, if you and your...
How Changing One Word Can Explode Your Sales
Just changing one word in your marketing can change your sales destiny. Here's how: A 3 letter word Sandra had been trying for years in vain to sell her services as a systems expert. Once inside a company, she could immediately see the inefficiencies in their back...
United Airlines Can't Reposition Crisis Through Marketing
If you haven't heard about the United Airlines incident where an overbooked passenger was violently dragged off the plane then you must've been on a nice warm vacation somewhere without social media access (and I wish I were with you!). Both the business world and...
About Chala
Chala Dincoy is a Marketing Strategist who helps B2B service providers reposition their marketing message to successfully sell to corporate clients
