BLOG
People Have Money, They Just Don't Like Your Pitch
One of my business heroes Gary V was speaking at a recent conference I was at. A woman who owned a nutrition consulting business in the audience asked Gary how she could make people want to buy from her since most told her they had no money for her services. In...
You're Not Short On Time, You're Short On Direction
One of my favourite things to hear from clients before we work together is that they can't grow their business because they have no extra time. Research shows that this simply isn't true. Americans work 12 hours less than they did during an average week as compared...
Why It's Ok To Be in A Bikini On LinkedIn
To be clear, I'm not a nudist. I have friends who are, but I'm too much of a prude to be one myself. So imagine how tickled I was when I recently read a posting on LinkedIn that had been liked and shared and commented on by thousands of people about the topic of...
Helpful Is The New Black in Business
When something is black, (a la little black dress) it means that it's in fashion or most popular for the moment. For example, one year, designers may say that brown is the new black and so on. And you thought Orange was the New Black-- but in business, experts...
Forget The Myth That Business Strategy Is Free
I live in a growing neighbourhood where almost every other home is adding a 2nd storey. Not being slouches ourselves, we've also looked into this for our own bungalow. Guess what? Tradesmen and contractors won't even talk to you about starting to work on your...
No Amount of Marketing Is Going to Grow A Generic Company
I've developed a scary but cool talent. Unbeknownst to me, over the past 6 years of owning my marketing consulting firm, this ability developed as some kind of super power that I have no control over. As I listened to hundreds of CEOs describe their businesses and...
63% Hate The Pressure Of Holiday Gift giving
Ahh, the wonderful feeling of holiday joy that floats in the air. The eggnog, the trees, the celebrations...it all sounds great, doesn't it? If you're 7 years old, yeah. But if you're the one who actually has to buy the gifts to put under that tree-not so much....
Companies Don't Buy a Service, They Buy An Expert
If you're selling a service to other companies and are under the illusion that they are looking simply to buy your services to fill a need, get in line. There are a million other people they can buy from. In fact, one of my earlier posts is about the crazy fact...
2 out of 3 Fastest Growing Companies Shrank: Research
Like me, you probably had growth-envy of companies who experienced serious enough expansion to land on the Inc 500's Fastest Growing Company List. Well, hold onto your jealousy while you read this: Several studies and follow up studies conducted on these winners...
How I Meet CEOs Through Twitter
Meeting and intercepting CEOs is HARD. According to statistics, 90% of them don't return first time voicemails*. In addition, they get on average 100+ emails a day, open just 23%, and click on just 2% of them.** So how are you supposed to get to CEOs when they're...
The Crazy Idea Of Getting Clients Without Any Referrals
Most mature businesses I meet today are built on referrals. What's surprising to me that regardless of industry or size, the majority of B2B sales is still happening through someone you know. Nobody is talking about or trying to attract fresh new clients into their...
When ROI Based Selling Is Met With Hostility
When I encountered 2 back-to-back instances of ROI based selling getting a negative reaction in my sales meetings, I decided of course that I'd have to write about it. What Is It? ROI (Return On Investment) based selling is simply understanding the cost of the...
About Chala
Chala Dincoy is a Marketing Strategist who helps B2B service providers reposition their marketing message to successfully sell to corporate clients
