Sadly, the vast majority of opening statements seemed designed to create more resistance than they do relationships. In sales, your opening statement is absolutely critical to your success. So why do so many otherwise good sales people get it so wrong?

A newsletter can emphasize higher margin products, among both customers and employees. For employees, reiterate the benefits (for them and the company) of selling a product or set of products with a higher profit margin. For customers, let them know these products exist, how to buy them, and outline the benefits of using them.

As we craft strategies and executions for our advertising campaigns, know that brand character can be even more persuasive than the actual selling message. It’s hard to be emotionally committed to an attribute. Features don’t beget followers.

It turns out, you earn a Good Eye every time before final quality check off that you catch a potential defect, flaw or mistake that would have compromised the quality of the final restoration. That meant everyone was responsible for quality and was rewarded for behavior that reduced remakes and reworks.

Sadly, the only people who can fully appreciate their art without the help of words are usually other artists. The visual artists who succeed are the ones who have an agent, a gallery owner or an art critic as a surrogate voice. Sound familiar?

“Sue’s gotten something in her eye – what do we do?” You don’t want this to happen in your laboratory, so make sure that your workers all know what action to take in an emergency situation.

Dear Ms. Marketing: I don’t really want to grow my laboratory as much as I want to be more successful with the employees and accounts I have now. Can you help with some ideas?

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