The commodity risk…
Quick question. What do you do and is it what you’re known for? And if you are known, what’s your reputation? Is it as a generalist, specialist, expert, authority or someone in [...]
25
11, 2020
10
11, 2020
Reboot, revitalise & thrive in 2021
Well, it's November and it's almost the end of the year. It's mission critical time! Why? Because it's the time where you either set yourself up for a great 2021 or you [...]
6
11, 2020
Do you stand out?
Look around you. Unless you have a completely unique product or service which is highly unlikely, you’ll have myriad competitors. So what distinguishes you from all of them? The answer [...]
3
11, 2020
Developing Your USP
Every business faces competition. Just Google your service offering and I’m sure there’ll be hundreds, if not thousands of results. So what separates you from everyone else in your category? What is [...]
29
10, 2020
Outcomes NOT process!
When speaking with potential clients one of the biggest mistakes we can make is espousing our value in vague or verbose terms. Which means we don’t clearly and succinctly articulate [...]
28
10, 2020
Articulating your value
As we all buy on emotion and justify our decisions with logic, we need to present our value to a potential client in both left brain (quantifiable) and right brain (emotional) terms. [...]
6
10, 2020
What do your clients value?
Sales has got a bad rap. Most think it’s about ramming your message down someone’s throat, having clever comebacks for objections and continually trying to close. Frankly nothing could be further from [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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, [...]
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 [...]
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 [...]
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 [...]
4
02, 2020
How to write a “capability” document
What do you send when a prospect says, “Send me something about you”? I’ve been reviewing a number of capability documents recently. Documents which purport to explain to a prospect what it [...]
20
01, 2020
Generating referrals on steroids
We all intuitively understand the power of referrals. But most people leave them to chance. One of the most powerful ways to target prospects in your market is to find someone who [...]
13
01, 2020
How to get an unfair advantage in sales
A fundamental axiom in sales is people buy when they want to. Not when you need to make a sale! And that at unless you’re right in front of them at that [...]
9
01, 2020
Turn cold prospects into warm ones by….
2020 is upon us. I’m sure you have big plans. Lots of sales growth. But it’s one thing to set a sales target, but quite another to have a strategy to achieve [...]
7
01, 2020
Why you must align prospecting, marketing & sales to close more business
Are you finding it’s getting harder to get in front of the right prospects? Secure meetings and close deals? And therefore aren’t growing at the rate you’d like? If so, you’re not [...]
3
10, 2019
A fundamental Start-Up mistake!
AI, block chain and Fin Tech start-ups appear to be sprouting up everywhere. Founded by someone who has what they think is a great idea who then goes ahead to create a [...]
3
09, 2019
Flawed thinking…
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 [...]
29
08, 2019
The myth of content marketing
Content marketing. It’s been all the rage for a few years. But has it brought the results you hoped for? Over the years we’ve written hundreds of articles and this is about [...]
28
08, 2019
Test, tweak & refine – your keys to success
Smart business leaders understand two principles summed up in these two sentiments. “No plan survives first contact with the enemy” and “Feedback is the breakfast of champions”. In business much is made [...]
13
08, 2019
Suffering client feast & famine?
Feast and famine. Seems to be the perennial curse of small business. It goes something like this. You get clients and become really busy. As a result you stop any marketing, prospecting [...]
7
05, 2019
The bedrock principle underlying all profitability
Traffic, conversion and economics are the bedrock principles underlying all business profitability. Traffic is the number of prospects you see. Conversion is the percentage of prospects who become clients. Economics is how [...]
16
04, 2019
Do you really know what your clients value about your product?
When working with clients we stress that value is in the eye of the beholder. Meaning that what you think is important and what your customer thinks is important are often not [...]
9
04, 2019
Do you have a recession proof mindset?
In Australia we’re obsessed with the state of the economy. It seems to permeate thinking and it’s a rare day that we won’t hear something about its state in the news. As [...]