Why all your customers are NOT equal
One of the first areas we focus on with new clients is RFM (and no, it’s not the popular acronym you might be thinking of). I’ll get to why in a second. [...]
2
08, 2017
5
07, 2017
Love ‘em or hate ‘em, but you’ve got to give it to them…
Richard Branson did it. Donald Trump did it. The late Steve Jobs did it. Every one of them has created an empire from nothing, boldly going where others feared to tread. Each [...]
7
06, 2017
Taking business to new heights (literally)
Every market is a continuum. At one end the people who buy on price from suppliers who’ve become a commodity. The other, people who are willing to pay premium prices for a [...]
23
01, 2017
A fundamental marketing misconception
This year marks 18 years we’ve been helping businesses grow. Having helped organisations in over 40 industries grow in profit, we’ve noticed three fundamental marketing and selling rules many break. The result? [...]
31
05, 2016
Are you a plastic cut-out?
Barbara and I had a major epiphany today. I’d asked Barbara to critique a website. “They’re just words. Blah, blah, blah. I understand the words but there’s no impact. I have no [...]
11
04, 2016
Want more high value clients? Do this…
I’m sure you’re familiar with the saying, “Jack of all trades and master of none”. What you may not realise is the profound implications this has on your capacity to earn money. [...]
26
11, 2015
A common focus trap. Are you falling into it?
There is a principle that is critical to your success in your career and/or business. Not apply it correctly and consistently and you’re likely to be doomed to mediocrity while running around [...]
26
10, 2015
Want more referrals? Do this.
How would you feel if you went out of your way for someone and got no acknowledgement? Or you gave a present and got no thank you? Chances are you’d wonder about [...]
8
10, 2015
If it fogs a mirror…
Talked to a couple of business start-ups the other day. “Who’s your client?”, I asked. “Everybody”, came the reply. I smiled because that brought back memories of when we started almost 16 [...]
1
09, 2015
You making this fatal assumption?
A common refrain bandied about is, “Follow your passion and the money will come”. Frankly, nothing could be further from the truth. Most people get into business because they’re good at something. [...]
21
04, 2015
How to hook a client for life
In a recent radio interview Bob, a “Cruise Specialist”, highlighted a couple of important lessons applicable in any business. Cruises come in all sorts of shapes and sizes. Big boats, small ones. [...]
11
03, 2015
Which are you? Thinker or Jumper?
Are you someone who plans everything to the nth degree? Cautious in your approach, maybe averse to risk? You come up with good ideas, know a lot about a lot, but often [...]
17
02, 2015
The complacency trap
Arguably the greatest trap you can fall into is complacency. Complacency in a personal relationship or friendship will eventually destroy it as the other party no longer feels loved or valued. The [...]
3
02, 2015
Is your business exposed to these major risks?
Malaysia Airlines MH17 had just been shot down. The Russian Rebels allegedly backed by the Russian Government were blamed. Europe and the USA slapped sanctions onto Russia. The Ruble dramatically fell in [...]
27
01, 2015
Should you fire a client?
One of the hardest decisions I’ve had to make as a boss was when to let an employee go. While it was often about performance, on occasions it was either the business [...]
25
12, 2014
The $10 Business Lesson
It was the unlikeliest of places to learn some profound business lessons. Niederhorn is one of the local mountains easily reached from Interlaken via the Postal Bus and a Cable Car. It [...]
28
07, 2014
How to never compete on price
There are two types of businesses in this world. The first commands premium prices and has loyal customers who stay with them for life. The other? Constantly find themselves competing on price. [...]
25
05, 2014
Are you being perceived as a commodity?
Walk into any networking function and listen to how people introduce themselves. They’ll identify with their profession. “I’m an accountant”. Or Lawyer, business coach, marketing consultant, trainer, HR consultant… the list goes [...]
14
01, 2014
The cheapest and best way to get clients
I’ll never forget one of the core messages drilled into me by a multi-millionaire mentor. No matter what business you think you’re in, you’re not. You’re actually in the business of marketing [...]
16
12, 2013
I don’t care how much you know, until…
What do you really know about your customers? What makes them tick? What makes them feel special? Why do they buy from you over everyone else? Over time I’ve realised the vast [...]
3
12, 2013
The Lemming theory of marketing.
I’m sure you’ve heard of Lemmings – those rodents who conveniently commit mass suicide by jumping off cliffs into the raging ocean. Well it happens to be a myth with its origins [...]
9
07, 2013
Just stop and think
In a world with ever increasing competition you must constantly innovate and or risk being left behind. There will always be new entrants into your market, cheaper production in a far off [...]
11
06, 2013
The most dangerous number…
If there is one constant in life, it’s change. Nothing stays the same forever. Nothing works forever. So it is your ability to quickly adapt to change that will determine your success. [...]
28
05, 2013
Your biggest business asset – it’s not what you think…
What’s the biggest asset in your business? Is it your intellectual property or IP? Your employees? Plant and material? Maybe even office buildings? While all of these are important – frankly the [...]
7
05, 2013
“But it only took you 10 minutes!”
It was a beautiful balmy afternoon in Paris. A young woman walking past the cafes on the Left Bank came across Pablo Picasso sketching the people walking by. Excitedly, she walked up [...]
16
04, 2013
What’s your UBA?
In sales, one of the fundamental questions you need to ask yourself is, “Why should someone buy from me rather than my competitors?” Or indeed, “Why should a prospect do anything at [...]
9
04, 2013
Would you “buy” a client?
I love my Nespresso coffee machine. You couldn’t pry it away from me for all the tea in China. Ironically though, I fought long and hard against getting one with comments to [...]
26
03, 2013
Underwear tightening Guarantees
“I can’t do that! I’d get taken to the cleaners!”, is a common reaction whenever we suggest putting up a strong guarantee. One that makes you gasp and wonder how you’d ever [...]
13
01, 2013
Knowledge is power
If I asked you what you knew, really knew, about your clients what would you be able to tell me? Could you describe them in detail? Know exactly what they’d bought and [...]
5
11, 2012
It isn’t sexy, but it is vital…
Here’s a quick question… What’s the number one reason most small businesses fail? If you said lack of cash flow – you’d be half right. Believe it or not, the number one [...]
23
10, 2012
The greatest evil…
One of the greatest barriers to profitability is discounting. In fact I’d go so far as to say discounting is positively evil, insidious and will send you broke! Take any of the [...]
6
08, 2012
Lessons from a Liquidator
Any Olympic competitor will tell you winning is as much a mind game as being proficient in your chosen sport. It takes years of physical and mental training to reach the top. [...]