Four Factors That Distinguish Services Marketing

January 15th, 2014 by Steven

It’s been called “selling the invisible”—delivering intangible services as a core “product” offering.

Law firms, management consultants, IT services and telecom providers, architectural groups, healthcare and educational organizations, financial and insurance institutions, and a multitude of business-to-consumer operations profit from performing and delivering people-based services.

But invisibility, or intangibility, is just one factor that distinguishes services marketing from product marketing. Along with inseparability, variability, and perishability, these four characteristics affect the way clients behave during the buying process and the way organizations must interact with them.

business advice, Business Secrets, entrepreneurship, Marketing, prospecting, Strategy, value proposition

How to Create Powerful Systems

January 8th, 2014 by Steven

Business fall prey to a very common misconception in regards to systemization: the idea that a system is just a document that tells people how to do things, and in what order to do them.

It is a great first step to understand the need for systems in a business, but what most people forget is that they already have systems in place. What they mean when they say they need systems is, “I need to create documents for my systems.” At BCSG, we call those documents action plans. Some call them procedures or processes. But an action plan and a system are really two different concepts.

Business, business advice, Business Secrets, Coach, entrepreneurship, information technology, Strategy, Systems, value proposition

Law of Consistency

May 10th, 2013 by Steven

Provided by BCSG, LLC              

You might also call it “the law of small requests.”

The essence of the law is this: If you make a small request of someone to do something and then follow-up later with a bigger request about something similar, you will get a much better response than if you made the big request first.

The difference is often dramatic. This law is the foundation of an approach to marketing. Like many people, you may have discovered that making big requests end up in a lot of rejection. Over time, you may have discovered how small or incremental requests made the process a whole lot easier.

Ways to grow your business

April 5th, 2013 by Steven

Turn no into yes

Thumbs Up !

Here are some instant ways for you to bring in more customers and grow your business.

The following are 30 questions that will immediately pinpoint where your business is doing well – and where you can take action that will produce rapid results.

These are the questions that may help your business, if you are willing to spend a few minutes giving them serious thought – the results can be quite profound.

Business, business advice, Business Secrets, Coach, content, entrepreneurship, ideal client, information technology, lead generation, Marketing, prospecting, Systems, value proposition

What a Referral Source Does Not Know Can Hurt You

March 16th, 2013 by Steven


Are you helping your referral sources?

Referrals are a great way to build a business, unless they’re not. Here is what I mean. We all love the referral that’s a perfect match. They have the right kind of need or problem, they know how we work and what we offer that’s valuable, and maybe they even expect to pay a premium to get what they’ve learned we have.

 But then we’ve all received that awkward referral – one that’s not such a fit at all, one that wants to know why they can’t get a deal.

action, advice, Business, business advice, Coach, lead generation, Marketing, prospecting, Referrals, response, target

Magical Marketing

February 17th, 2013 by Steven

Do you wish you had a magic wand when it comes to marketing your business? You think a magic wand would have amazing power, but you need to know how to use it to get results. You need to point it in a certain way, you must have a clear intention and you often need to use certain words in order to get the desired result.

I know this might sound silly to you, but let’s think of planning as a magic wand. You create an intention, wave the wand, take action and produce a result. And if you have the right wand, you can consistently and repeatedly produce the results you want.

business advice, entrepreneurship, lead generation, Marketing, prospecting, Public Speaking, Referrals, Strategy, Systems, value proposition

Is Your Marketing Message like an Empty Envelope?

February 10th, 2013 by Steven

Imagine you are walking along in a park one bright sunny day. You happen to look down and see an envelope, which you decide to pick up. It is very fine quality envelope with a logo and postage on the front of it. You think it is very impressive.

To your amazement, the envelope has nothing written on the front, no recipient’s name or address. And you can tell, on closer inspection, that the envelope is empty.


Business, business advice, Business Secrets, Coach, entrepreneurship, Marketing, prospecting, Strategy, value proposition

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