“Strategy is about defining what you won’t do more than what you will do” Michael Porter Prospect: Who is in the market, who is out? Of those in, who is buying? Pre approach: Do your research prior to the first moment of truth Approach: How will you add value to the prospect? Communicate your value.…

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Activate Dormant Customers Through Strategic Discounting In today’s erratic economy, the key to growing your business involves activating dormant customers by using strategic discounts. By “dormant,” I mean customers who are interested in your product or service, but have refrained from purchasing due to price. The “art of discounting” involves offering lower prices to attract…

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Since its launch in 2008, Groupon has generated a storm interest. Positively featured in numerous news articles, news broadcasts, and even a few academic postings, but not every business working with Groupon reports satisfaction. Some are complaining of high expenses that brought few new customers.

So which is Groupon: goldmine, tar pit, or some niche in between?

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