For service providers, marketing is a challenge: you know your service is useful and has value, but because you don’t have a physical product, the benefits may be harder to define. Benefits are effective in attracting people because they speak to what they can gain personally. Once you have their attention, then you can enhance your selling proposition with features. Features can close a sale, but they will usually not be your client’s first point of entry.

You can easily differentiate yourself from your competition by making the effort to follow-up with your prospects and customers. Don’t take it for granted that they will call you. Be proactive and contact them.

by Robert Gerrish Many business owners struggle when talking money with clients. This is a particularly uncomfortable topic for those who charge for their time - often freelancers, contractors or

© 2004. Peggie Arvidson-Dailey Running a business is easy compared to the act of selling. As a small business owner you started your business to deliver a superior product or service, not to bec

Revised 2004By Janice Kalyniuk Many times, I get asked or hear, "how can I advertise or promote my business without spending money I don't have"? My answer to these people is "Yo

In a recent marketing workshop I attended, I discovered that most business owners rely on just two or three strategies to attract new business. Even well-established companies tend to rely on one o