How to warm up prospects
There are very few professional consultants who like cold calling. In fact, I’d say 99.9 percent hate it and would do anything to avoid it. But the reality is unless [...]
17
09, 2020
15
09, 2020
Opening the door to new clients…
Many business owners express confusion regarding the roles of marketing, prospecting and selling. While they are distinct activities, think of them as three “safe tumblers” locking the door to a stream of [...]
10
09, 2020
Tread your own path…
It’s an understatement to say we live in uncertain times. The pandemic has thrown a spanner in the works for a huge number of people. We have no idea what [...]
8
09, 2020
Courage, confidence & conviction
A very successful business mentor of ours was fond of saying, “Business is easy, but people are complicated”. Put another way, we are all skin-bags of emotions. And our emotions can either [...]
3
09, 2020
The sales drama triangle
Are you familiar with the drama triangle? It’s a social model of human interaction developed by Stephen Karpman in 1968. And it has a lot of applicability in sales situations. [...]
1
09, 2020
Underwear tightening guarantees!
Perceived risk is one of the greatest barriers to a sale. Will I get what was promised? Will it work? What will my family, friends, co-workers, bosses think? Will the supplier stand [...]
24
08, 2020
Will you accept this challenge?
I have a direct challenge for you. I want you to raise your prices. And keep doing so until you find major resistance from your prospects. And yes, I can [...]
24
08, 2020
Is buying from you a risk?
As a consultant, perceived risk is one of the biggest barriers to a sale. Especially when you’re charging on a times and materials basis. Your clients are worried the project cost will [...]
20
08, 2020
How are you choosing your clients?
If you’ve been in business for a while I’m sure you’ll have clients you love to work with and those you wish you’d never taken on. So what makes the [...]
18
08, 2020
What if they’re not ready to buy yet?
In our webinar series on “How to attract high value clients without pushy sales tactics” we emphasise there are two types of prospects. Those that are ready to do business right now [...]
13
08, 2020
Are you making these 2 common sales mistakes?
What do you do when a prospect expresses interest in your product or service? How do you handle the conversation? Could you be inadvertently be making two major mistakes which [...]
7
08, 2020
The power of positioning!
In business it's not who you know but who knows you. If you're well known as an expert in your market, potential clients will seek you out and ask if [...]
4
08, 2020
Flawed thinking – which stunts your growth
If I were to ask you who your market was, how specific would you be? Would you say, “potentially everyone”, or could you narrow it right down to specific people experiencing specific [...]
30
07, 2020
Are you communicating at cross purposes?
Any salesperson worth their salt knows we all buy on emotion and justify with logic. From complex to completely transactional, impulse purchases, emotions drive buying decisions. And it doesn’t [...]
29
07, 2020
3 fundamental questions…
Every business needs to answer 3 fundamental questions. Who is your market? What message from you will make them sit up and take notice? Can you get traffic? e. get your message [...]
23
07, 2020
What advice would you give your younger business self?
What advice would you give to your 11 year old self? I’ve been watching a group of successful people do just that. We’ve been in business 20 years, which got [...]
21
07, 2020
The toughest lesson we learned….
Many businesses don’t have a clear concise message. And can’t identify a market segment who will resonate with what they have to offer. One of the hardest lessons to learn in professional [...]
15
07, 2020
A dumb business killing mistake!
There’s an old saying, It’s not what you know it’s who you know. However, I firmly believe in business it’s not who you know but who knows you. Imagine you [...]
14
07, 2020
The 8th wonder of the world…
Compound interest is considered to be the 8th wonder of the world. It leverages your money with exponential growth as long as you keep reinvesting your returns. The power of your positioning [...]
9
07, 2020
Why taking a piecemeal approach is dangerous
A big mistake we see is when businesses take a piecemeal, ad-hoc approach to client acquisition. Which means they struggle to have a steady stream of incoming clients. To consistently [...]
7
07, 2020
Time for “Cheese”?
Swiss couple Christian & Yvonne import, manufacture and mature Swiss Cheese in Queensland. Barbara and I have been clients for a number of years. Their cheese is excellent – but that’s not [...]
2
07, 2020
What do you do when a prospect says “no”?
What do you do when a prospect says no. How often should you keep following up? When do you give up and call it a day? The answer may surprise [...]
30
06, 2020
How to become distinctive…
You may have noticed we’ve been running Zoom sessions on how to get more clients in 90 days without pushy sales tactics. The feedback has been great. Which is lovely J However, [...]
25
06, 2020
Do you have deep compassion for your prospects?
When coaching people in sales, we stress the axiom, “I don’t care how much you know until I know how much you care”. We all want to feel heard [...]
23
06, 2020
5 keys to success in business
There are only 5 keys to success in business. You must have a clear problem you solve for a specific market Your market must know you exist. They must believe you can [...]
18
06, 2020
How to take charge of your sales pipeline
There are only two ways you can get new clients on board. One is to wait for them to find you. The other is to actively search them out. [...]
16
06, 2020
Why pre-meeting positioning is critical
You’ve got a meeting with a potentially high value prospect. It’s happening in a few days. What you do now to position yourself in your prospect’s eyes will make all the difference [...]
11
06, 2020
Why you should prospect…
Do you like prospecting for new business? Go on, be honest. If you’re like most of us you may well hate the thought of it. But that means you’re missing [...]
9
06, 2020
The myth of “build it and they will come”
I’m sure you’ve heard phrases like… “Content is king”. So you write articles, create videos, put posts on every form of social media in the hope that prospects will contact you and [...]
5
06, 2020
6 questions you should be asking yourself…
As we come out of lockdown and enter a new phase, none of us really knows what the new normal will look like. My name’s Rashid Kotwal. Here are some [...]
2
06, 2020
How client centric are you? And why does it matter anyway?
How client centric are you? And why does it matter anyway? We’re coming out of lock down, people are starting to look forward. Businesses are starting to wake up and look to [...]
29
05, 2020
Are you leaving money on the table?
Most of us have business sitting right under our noses. We just fail to see it. And it’s costing us big time. Did you know it takes seven times the [...]
25
05, 2020
What’s your post Covid strategy?
As we come out of lockdown and enter a new phase, what will that look like for you? Will it be more of the same or have you really thought about what [...]
21
05, 2020
Are you falling into this consulting trap?
A trap many consultants fall into is trying to sell the big enchilada. Business transformation. Improving leadership or company culture is another prime example. It’s intangible. It’s really hard to [...]
19
05, 2020
The ball is always in your court!
What a difference a few weeks make! Opportunities are everywhere. You just have to look and more importantly, take action! A mastermind member who deals with commercial real estate investment was in [...]
14
05, 2020
“The best question you ever asked me…”
The Chinese symbol for crisis denotes both danger and opportunity. Both of which we’re experiencing with the pandemic. My name’s Rashid Kotwal. Over the last few weeks I’ve spoken [...]
12
05, 2020
Crisis & Opportunity
The Chinese symbol for crisis denotes both danger and opportunity. Both of which we’re experiencing with the pandemic. While a lot of businesses have massively suffered, a significant number have found new [...]
7
05, 2020
When the going gets tough…
Agility, resilience, resourcefulness. The three hall marks of every successful person be it in business or life in general. And never more pertinent than in times like these. My [...]
5
05, 2020
How agile, resilient and resourceful are you?
Agility, resilience, resourcefulness. The three hall marks of every successful person – be it in business or life in general. And never more useful than in times like these. Agility in business [...]
30
04, 2020
How to delegate and get leverage…
As a leader do you ever find yourself saying any of this? Nobody can do it as well as I can. If you want it done right, you just have [...]