Wednesday, 14 July 2010 06:59
Rashid Kotwal
All successful businesses have one thing in common.
They know their target audience intimately. They know what makes them tick, what their problems are and how to solve them. And most importantly, they speak their audience's language.
And this is only possible if they narrow down their focus, allowing them to directly relate to the people who buy from them.
Contrast this with many of the businesses who come to us for marketing, sales and implementation advice.
When asked who their market is - a common answer is "everyone". Buzzzz - wrong answer!
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Thursday, 08 July 2010 23:58
Rashid Kotwal
...worth a pound of cure.
What are the similarities between Hurricane Katrina, the BP Oil Spill and potentially your business?
It usually takes a disaster to find out you should have thought about and have proper contingency plans in place.
Now there are a plethora of different sorts of disasters which could befall your business from losing your data in a computer crash, losing key personnel, to your building burning down.
However, that's not my speciality.
Marketing and Sales is.
So let me ask you a few pointed questions.
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Wednesday, 30 June 2010 04:25
Rashid Kotwal
Driving home on Thursday morning, I had tears in my eyes. I was listening to Kevin Rudd's last speech after being ruthlessly deposed by Julia Gillard.
This is not a political article, about the rights and wrong of how it was done. I'm more interested in the lessons we can, as leaders, learn.
Listening to Kevin, hearing the long pauses, almost sobs, whether you liked the man or not, you couldn't help not being moved by it.
And it's ironic that we learned more about Kevin in his last 15 minute speech than over the whole of his prime ministership.
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Thursday, 24 June 2010 06:45
Rashid Kotwal
As a marketing and sales optimisation consultant I'm constantly bringing forward the free line BEFORE talking with prospects.
"Errr, what's the free line?", I hear you ask.
Put simply, I give away a lot of my best ideas for free! Practical ideas on how they can get more leads, convert more prospects into clients and keep them coming back.
So why would I do this?
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Thursday, 17 June 2010 05:10
Rashid Kotwal
There are a lot of similarities between building a successful, long term business and marriage.
Let's look at them...
Growing a successful business depends on three things. Acquiring customers, committing them to purchasing and keeping them coming back for more. In short your relationship with your customers will have a profound impact on your business.
Marriage depends on the same things...
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Thursday, 10 June 2010 04:21
Rashid Kotwal
Last week I wrote about how you could be missing out on 50% of your potential sales because you don't have an effective follow up system.
As a result, I've had lots of comments from people asking, "How do I follow-up?".
So here are 5 very practical strategies you can implement immediately.
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Thursday, 03 June 2010 02:44
Rashid Kotwal
Are you missing out on 50% of your potential sales without even realising it?
I'm willing to bet you are...
Why? Because you don't have an effective follow up system.
Let me explain...
You create some form of lead generation mechanism - be it an advertisement, telemarketing or direct mail.
Prospects call and some buy whatever you're selling. But what about the people who don't buy first off? They may be interested, but not ready to buy for a plethora of reasons.
In most organisations they go into a big black hole - never to be contacted again.
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Thursday, 27 May 2010 03:02
Rashid Kotwal
Alex was both exhausted and excited at the same time.
He'd just spent the day finalising his stand at a major tradeshow, and was looking forward to the hoards of people who'd be streaming past the next day.
It was an expensive exercise. By the time he added up the floor space, construction and personnel costs, he'd spent about $15,000, but Alex was sure it would be worth it due to all the new leads he'd be getting.
Walking through two major tradeshows over the last couple of weeks, I met lots of Alex's.
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Thursday, 27 May 2010 03:02
Rashid Kotwal
Alex was both exhausted and excited at the same time.
He'd just spent the day finalising his stand at a major tradeshow, and was looking forward to the hoards of people who'd be streaming past the next day.
It was an expensive exercise. By the time he added up the floor space, construction and personnel costs, he'd spent about $15,000, but Alex was sure it would be worth it due to all the new leads he'd be getting.
Walking through two major tradeshows over the last couple of weeks, I met lots of Alex's.
Read more...
Thursday, 27 May 2010 03:02
Rashid Kotwal
Alex was both exhausted and excited at the same time.
He'd just spent the day finalising his stand at a major tradeshow, and was looking forward to the hoards of people who'd be streaming past the next day.
It was an expensive exercise. By the time he added up the floor space, construction and personnel costs, he'd spent about $15,000, but Alex was sure it would be worth it due to all the new leads he'd be getting.
Walking through two major tradeshows over the last couple of weeks, I met lots of Alex's.
Read more...
Thursday, 20 May 2010 01:26
Rashid Kotwal
Greg Doyle, chef at Pier restaurant Rose Bay renounced his three "chefs hats" a couple of days ago.
Ordinarily, I'd go, "Who cares" and "So what", but there are a couple of valuable marketing lessons here.
But first, some background…
Pier is a very, very expensive restaurant. With main course prices in the $50+ range, it certainly doesn't classify as your normal neighbourhood eatery.
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Wednesday, 12 May 2010 01:35
Rashid Kotwal
I am your customer. Ignore me at your peril...
Have you ever walked into a shop, only to be totally ignored by the sales person?
You walk around looking for something and the young guy or girl behind the counter keeps chatting on the phone, chews gum or listens to their ipod - while studiously avoiding acknowledging you.
Frustrated, you walk out! Another lost sale.
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Wednesday, 05 May 2010 06:31
Rashid Kotwal
"Keep your eye on the ball", shouted the coach to the young tennis player. "You can't hit what you don't focus on".
Simple and critical advice to anyone learning to play a ball sport. You simply won't be successful if you take your eye off the ball.
So if we know this intuitively when playing, why do we so often forget it when in business?
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Wednesday, 28 April 2010 00:13
Rashid Kotwal
All successful business are built on three pillars. Marketing, Sales and Customer Service.
You have to first get the prospect to the door (marketing). Then over the threshold to becoming a customer (sales) and then keep them coming back with great customer service.
If any one of these pillars is weak, your business will ultimately crumble.
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Wednesday, 14 April 2010 07:09
Rashid Kotwal
Over the last 10 years we've worked with many business owners in over 35 different industries.
Working with so many people, with different personalities, I've learned that there is one thing, and one thing only that produces results. Taking action… fast and consistently!
It's about never saying, "Yes, but…". It's about embracing new ideas and giving them a fair go.
So I'd like to introduce a star client. Rarely have we come across two people who are so committed to their success and are willing to put into practice everything we suggest. And they're getting the results.
So drum roll please… The winner is…
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