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 [...]
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 [...]
