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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
Would you like to get more high quality referrals? When coaching professional consultants looking to expand their reach we get them to do two things. Transcript Would you like to [...]
As a business leader when was the last time you asked your clients for feedback on how you’re going? What they’re happy with? Unhappy with? Where you could improve? Be honest. This [...]
In over 18 years consulting we’ve worked with two broad types of clients. See which type you fall into. The first are professional consultants who essentially just want to consult. They’re technicians [...]
When working with business clients on mindset, strategy, marketing and sales, one area which intersects is pricing. How you go about setting your pricing is an area many businesses struggle with. From [...]
90 days. It's all it takes to go from hero to oblivion in your customers' minds. Transcript 90 days. It's all it takes to go from hero to oblivion [...]
There’s a paradox between marketing and sales. In marketing, the credo is the more you tell the more you sell. The opposite is true in selling. Transcript This is Rashid [...]
It’s the start of 2019. I know it’s going to be an exciting year. Especially if you’re in business. This is our 19th year in business and if there’s one thing we’ve [...]
I had to catch myself the other day. Scrolling through LinkedIn I saw videos with thousands of views and copious comments. Made me feel quite inadequate. After all, why wasn’t I getting [...]
People buy your product or service because they: Recognise they have a problem Want to solve it Are willing to pay for the solution If what you’re selling doesn’t fulfil these criteria, [...]
Great teachers instil in their pupils that there’s no such thing as a dumb question. And that if you’re wondering, so probably are others. They’re just not raising their hands. Most likely [...]
We all know dogs can smell fear. What you may not realise is that people can as well. And we can sense fear’s close cousin, desperation. The desperation that comes when you [...]
In any business there are only 3 ways to generate revenue. Get new customers, up-sell them and get them coming back over time to buy more. Realise you’ll incur most of your marketing [...]
Mistakes. We all make them. But it’s what we then do that defines us. Especially when that involves our clients. Transcript Mistakes. We all make them. But it’s what we [...]
We all have a money thermostat. What we’re willing to pay for something and conversely what we’re willing to charge our clients. When we’re buying something it comes down to how much [...]
Are you a gambler? Would you roll the dice with a 3 million dollar stake hoping it’ll pay off in spades? No? Didn’t think so. Sounds like madness for most of us, yet [...]
Many years ago we lost a client as one of the new business partners didn’t like me. Paraphrasing his words, he couldn’t get a handle on me and simply didn’t have the [...]
Have you ever felt confused by too much choice? A café menu board with 50 variations of exotic sandwiches. I know I have. And ironically all this choice means I either [...]
In our experience many professional consultants make three strategic mistakes that stunt their growth. Thinking you can provide value to “everyone” in your broad market. You can’t. Not narrowing down the issues [...]
Ever busted a gut to get a sales meeting? You turn up and your prospect leans back, smiles and says, “Show me what you’ve got”. You eagerly lean forward and tell all. [...]
It's difficult enough getting new clients, so how can you make sure they stay in the fold? Unless you have a strategy to keep providing value, why would they stay? In this [...]
Are you a commodity? You may not reckon you are, but you market sure thinks so. Don’t believe me? Tell me what you’d say when someone asks what you do. (Full transcript [...]
Do you get out of the blue prospecting emails where the sender rabbits on about how wonderful they are and how they can solve all your problems? But they haven’t spent one [...]
There’s a lot of misguided information peddled about the importance of branding. Specifically believing logos, letterhead and business cards are what constitutes a brand. Too often we see businesses spend an inordinate [...]
If you’re in business have you ever experienced the feast and famine so prevalent in small to medium sized businesses? At times you’re super busy and you don’t have time to scratch [...]
Look around you. Unless you have a completely unique product or service (highly unlikely), you’ll have myriad competitors. So what distinguishes you from all of them? The answer is YOU! No matter [...]
As a professional consultant do you cycle around questions like, “What should I charge?” “How much could they afford to pay?” “Will they pay that?” If this is you, stop right now. [...]
In any field, one of the greatest influencers of your success is your attitude of being of service. Zig Ziglar summed the mindset up beautifully, “You can get everything in life you [...]
