Charlie Cook's MArketing for Success Insider's Club

Author Archive

Why You Should Tell More Stories

By Colleen Kilpatrick   |   August 8, 2011

Remember the “Goldilocks and the 3 bears”?

Of course you do. In fact, you probably visualized a little girl with blonde ringlets sampling porridge.

Regardless of the images you conjured of of this classic childhood tale, you most likely remembered it in images. Read More »

The Simplest Way To Grow Your Business

By Colleen Kilpatrick   |   July 25, 2011

One evening, a Chief was telling his tribe a story about two dogs that live in his mind. One of the dogs he described as fearful and pessimistic, the other confident and optimistic.

“These dogs are involved in a constant struggle,” he told them. One of the members of the tribe asked, Read More »

10 Ways to Strengthen your Small Business Network

By Colleen Kilpatrick   |   October 17, 2010

As I mentioned in my October 4 post – How to Expand and Nurture Your Small Business Network – the secret to success, according to Jordan Adler, author of Beach Money, is to grow your business network and stay in touch with the people in it. Last time I gave you some tips about how to grow your small business network. Here are some great ideas for staying in touch. Read More »

How to Expand & Nurture Your Small Business Network

By Colleen Kilpatrick   |   October 4, 2010

In his book, Beach Money, Jordan Adler writes, “Your success in business will largely be determined by two things:

1.   The number of contacts in your contact manager

2.   The quality of your relationships with the people in your contact manager

Imagine what would happen to your business or your career if you made meeting new people and nurturing your relationship with them a daily priority? Read More »

The Importance of Silence In Sales

By Colleen Kilpatrick   |   September 18, 2010

I spend Fridays in an upbeat little café meeting with prospects and customers and sales training team members. Last week, I asked my newest team member, Molly, to join me in a meeting with a prospect while I introduced him to the customer retention tool I use. At the end of the meeting I asked Molly for some feedback.

She said, “I’m amazed how little you talked! You asked a couple questions then sat back and just listened intently while the prospect talked.  He told you all the reasons he needs what you offer and you hardly said a thing! Read More »

Catch and Release Marketing

By Colleen Kilpatrick   |   September 4, 2010

I was sitting in my client’s office last week listening to him describe all the creative and costly ways he finds new customers, then lament his failure to retain those customers.

Later, as I drove away from his office, my mind drifted back 20 years to a fishing trip and the marketing lesson I learned while on it.

It was the summer of my junior year in college. I was working as a bartender on an island dotted with hundreds of fishing ponds. One day, a friend asked me to go fishing with him. Always game for a new adventure, I agreed. Read More »

Want More Referrals?

By Colleen Kilpatrick   |   August 4, 2010

No doubt you’ve gathered all kinds of tips and strategies to help you “close the sale”. The problem is, sometimes we get so focused on closing the sale we forget the sale is really just the beginning. Yes, the beginning. The beginning of a long, rewarding relationship with our customer that leads to repeat business and lots of referrals.

Want to know how to create that kind of relationship with your clients? It’s called Appreciation. Read More »

Want More Repeat Business & Referrals? Stay In Touch!

By Colleen Kilpatrick   |   July 4, 2010

It’s common knowledge that staying in touch with customers is essential to a thriving business.

Yet, too often savvy business people invest a tremendous amount of time, money and effort trying to find new customers, but zero time staying in touch with the customers they already have.

The consequence: No repeat business or referral marketing done on your behalf. Read More »