Would you "hire" yourself based on the value proposition you communicate to your prospects? Just how clear are you? Could a prospect immediately recognise themselves having the problems you can solve? We [...]
“Winter is coming” – has become part of the vernacular. Business goes in seasons and cycles. There are times when you’ll be consumed by delivery, wondering how you’ll get everything done. But as sure [...]
I’m sure you’ve heard the proverb, “For the want of a nail the kingdom was lost”. I’m going to use it to describe a sales context where an act of [...]
Do you always go for the cheapest price? Or do you look for value for money – knowing buying the cheapest now may cost you dearly in the long run? I often [...]
All sales and marketing is based on effective communication. Effective means the other person easily understands what you’re saying. Which means keeping it at an 8th grade level or that of the [...]
There’s a saying in marketing, “The more you tell, the more you sell”. In other words, the better you educate your prospects regarding your solutions, the more interest and engagement you’ll create. [...]
Let me start by saying “In business, nothing happens until you sell something”. Which means picking up the phone and actually speaking with a prospect. Finding out if they have a problem [...]
What would you do if your one method of communicating with your prospects and clients dried up, overnight? How would you cope? It’s a question a heck of a lot of businesses [...]
Who would have believed the Lion King is a great metaphor for business. Particularly the lyrics of the circle of life. I’ve taken the liberty of modifying it slightly so [...]
I have a couple of questions for you. What do you know and is it what you are actually known for in your market place? Most of us have a [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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, [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
