Archive for 'power'

Radio Show Preview: Value Definition & ROI

Date: October 25, 2007

Episode Title: Defining Value & ROI

Guest: Michael Nick, Author of “ROI Selling” and “Why Johnny Can’t Sell”

Expressing value in your sales and marketing messages can be a huge challenge for many organizations. More often than not, our own needs and focus working IN the business vs. ON the business overwhelms us to spread messages that are self serving and not customer centric. My guest, Michael Nick, will talk about ways you can express true customer value in your messages in an objective manner to better serve your customers.

During the show, you will learn such things as:

  • Establishing measurable goals
  • Developing “why buy” calls to action
  • The 5 rules for creating effective business issue statements
  • Crafting realistic ROI metrics
  • Discovering true customer needs and attaching a value to those needs


You don’t want to miss this show! Tune in Thursday at 2 PM ET (11 AM PT) for another power packed marketing hour on “The Bauer Pauer Hauer.”

Radio Show Preview: Accelerating the Sales Process

Increasing sales is a goal of just about every single company out there today but far too many don’t know how to grow their sales effectively.

My guest 10/18/07, Michael Boylan, author of “Accelerants” and “The Power to Get In,” will share ways you can grow your company as a sales representative, marketer and/or a business owner including how to:

  • Target new revenue opportunities more efficiently and effectively
  • Compress and make more efficient your existing sales process
  • Craft stronger, more persuasive value propositions that create urgency to act
  • Identify and gain access to the real decision makers faster and more effectively
  • More accurately assess and scope the likelihood of each opportunity’s probability to close earlier in your courting process
  • Compress closing cycles and reduce your cost of sales by up to 25 percent

To join us for the show live @ 2 PM ET (11 AM PT), please visit The Bauer Pauer Hauer. If you’d like to call in and ask a question, the number is 866-472-5790. To have a question answered (on or off air), please e-mail radio@smbconsultinginc.com, and I will see to it you get your question(s) answered.

Radio Show Preview: Free Publicity Tips

This Thursday (October 11, 2007) @ 2 PM ET Marcia Yudkin, author of “6 Steps to Free Publicity” will join me on The Bauer Pauer Hauer.

Here are some things you’ll learn from the show:

  • What publicity can do for your business.
  • The dos and don’ts of dealing with reporters, producers, and other media folks.
  • How to spread your message in an objective manner.
  • How to increase traffic to your website.
  • Establishing credibility and “expert” status with your target audience.

I hope you’ll carve out an hour to join me Thursday @ 2 PM ET (11 AM PT) for another power packed marketing hour. If you’d like to ask Marcia or me a question, please e-mail radio@smbconsultinginc.com, and we’ll get you an answer as soon as possible.

To access the show, visit VoiceAmerica Business or The Bauer Pauer Hauer.

October Radio Schedule

I’ve gotten the radio show on VoiceAmerica.com setup for the month of October. Below you’ll find the guests along with the topics we’ll discuss. I hope you’ll join me each Thursday @ 2 PM ET to learn from the gurus.

October 4, 2007—Barry Feig, author of “Hot Button Marketing”

Naturally, Barry and I will chat about the “hot buttons” of marketing and how you can push them to attract more customers.

October 11, 2007—Marcia Yudkin, author of “Six Steps to Free Publicity.”

Learn various ways you can gain free publicity that will help attract more customers and increase awareness of your business.

October 18, 2007—Michael Boylan, author of “Accelerants” and “The Power to Get In.”

Learn how to prospect better along with ways to improve your organization’s sales performance and decrease cycle times.

October 25, 2007—Michael Nick, author of “Why Johnny Can’t Sell” and “ROI Selling.”

How can you better express your company’s value proposition and decrease sales resistance? Michael and I will explore a few ways to accomplish this goal and increase revenue.

If you have any questions you’d like to ask one of the guests, please e-mail radio@smbconsultinginc.com. To learn more about VoiceAmerica’s Business Channel, check out http://www.modavox.com/VoiceAmericaBusiness/ or click the link.

Video Coming Soon

Hey Everyone–just a quick update on things going on at this end. The radio contract is signed, sealed, and delivered so that will officially begin Thursday, October 4, 2007 at 2 PM ET (11 AM PT) on VoiceAmerica.com’s Business Channel. Eight guests have confirmed already for the show, and it should be a power packed marketing hour. In fact, the name we’ve been kicking around is: “The Bauer Pauer Hauer.” Let me know your thoughts on that especially if you have a better idea for a name although that one is kind of catchy.

I plan to add video to the mix rather shortly as I just purchased the first video camera for the firm last week and have been working on getting more comfortable in front of the lens. Needless to say the first few cracks at video leave a lot to be desired so I’m hopeful that when something gets published online, it’s at worst decent. I see tremendous value in online video and believe that is a prime way to differentiate one’s self from the competition, and that is the direction everything is headed. I can envision a day where the leading businesses have their own little production studio complete with a daily show. While that won’t happen tomorrow, it’s not as far off as it once was for certain.

Production is slated to get underway this week on the SEO Videos to accompany the SEO training manual (Cost Effective SEO: Better Attract Your Target Audience via Online Search). The videos will follow the general layout of the book but will give several examples for each exercise much like we do in the training seminars. It’s truly a hands-on endeavor so please take a peek at the samples once we prop them up online by the end of the month.

These are exciting times around the SMB complex, and I hope to return to article writing, press releases, and updating the blog a little more frequently once things calm just a bit. There simply aren’t enough hours in the day to knock everything out at this point, but everything will settle in time.

Thanks for sticking with us through this time, and please feel free to share any feedback or suggestions you may have.

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