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 [...]
13
01, 2020
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 [...]
4
04, 2019
How to get more high quality referrals
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 [...]
28
03, 2019
Why getting client feedback is vital
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 [...]
27
03, 2019
Moving from technician to business owner
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 [...]
13
03, 2019
Could you raise your prices?
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 [...]
14
02, 2019
From hero to oblivion in 90 days!
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 [...]
10
01, 2019
The paradox between marketing & sales
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 [...]
7
01, 2019
The 4 Pillars of Growth
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 [...]
10
12, 2018
Are you being seduced by vanity metrics?
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 [...]
4
12, 2018
Are you chasing the wrong market?
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, [...]
29
10, 2018
How do you respond to “dumb” questions?
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 [...]
18
10, 2018
Why prospects smell desperation
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 [...]
25
09, 2018
The client acquisition mindset market leaders embody…
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 [...]
21
09, 2018
How mistakes can lead to trust and loyalty
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 [...]
19
09, 2018
Are you charging enough?
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 [...]
13
09, 2018
Why “clever” and funny advertising often doesn’t work!
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 [...]
4
09, 2018
Is showing vulnerability the path to trust?
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 [...]
31
08, 2018
When less is more – the curse of too much choice
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 [...]
28
08, 2018
Which of these strategic mistakes are you making in your business?
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 [...]
21
08, 2018
Suffering “premature meeting syndrome”?
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. [...]
16
08, 2018
How to ensure your business thrives – long term!
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 [...]
2
08, 2018
Are you a commodity?
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 [...]
26
07, 2018
A harsh unpalatable truth!
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 [...]
17
07, 2018
What your brand isn’t!
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 [...]
12
07, 2018
How to cure “feast and famine” in your business
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 [...]
10
07, 2018
This is what distinguishes you from your competition
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 [...]
3
07, 2018
Why price is elastic…
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. [...]
26
06, 2018
What do you stand for?
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 [...]
25
05, 2018
Want more referrals? Change your mindset
Have you ever been cheesed off because you gave a referral, they got the business, but you never heard back. No acknowledgement or thank you. I know I have. Today I’m going [...]
18
05, 2018
How Referral Kits make it easier to generate referrals
I’m sure you’ve asked for referrals, maybe from clients, associates, even friends. hey say yes of course, but nothing happens. You may ask again, but still nothing. Disappointed, you eventually give up. [...]