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 [...]
What do you do when a prospect says no. How often should you keep following up? When do you give up and call it a day? The answer may surprise [...]
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, [...]
When coaching people in sales, we stress the axiom, “I don’t care how much you know until I know how much you care”. We all want to feel heard [...]
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 [...]
There are only two ways you can get new clients on board. One is to wait for them to find you. The other is to actively search them out. [...]
You’ve got a meeting with a potentially high value prospect. It’s happening in a few days. What you do now to position yourself in your prospect’s eyes will make all the difference [...]
Do you like prospecting for new business? Go on, be honest. If you’re like most of us you may well hate the thought of it. But that means you’re missing [...]
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 [...]
Most of us have business sitting right under our noses. We just fail to see it. And it’s costing us big time. Did you know it takes seven times the [...]
A trap many consultants fall into is trying to sell the big enchilada. Business transformation. Improving leadership or company culture is another prime example. It’s intangible. It’s really hard to [...]
Should I call? Should I not call? Should I actively sell? Should I hang back? In the words of Henry Ford, “If you think you can or think you can’t [...]
It would be an understatement to say that the world’s in turmoil. So when confronted with a situation there are different ways we can deal with it. We can apply expansive or [...]
Do you believe your clients buy on price? So you feel you have to keep your prices low to win the deal? Or that they’ll negotiate you down hard? My [...]
All sales involve taking buyers on a journey from where they are now to where they want to get to. When working with business owners we drum into them that no one [...]
Imagine sending one email and getting over 2,000 targeted leads back within a day. People who’ve given you their full name, email and mobile number. Leads you can immediately follow [...]
Want to significantly shorten your sales cycle and double your conversion rate? Position yourself as the credible authority in your field. Think about how you go about researching a product or service [...]
How often do you contact a prospect before giving up? Once, twice, three times? And by not persisting are you missing out on closing deals? Years ago I had a [...]
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 [...]
In business there’s ultimately no difference between making sales and starting a personal relationship. My name’s Rashid Kotwal. Let’s say you’re looking for a new relationship. That special other in [...]
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 [...]
The late Ziz Ziglar was a consummate salesman who loved hearing the word “NO!”. That may sound ridiculous, so bear with me. Zig knew that when prospecting it took a certain number [...]
Ever been in a tight spot with cash flow? Where you need clients fast? Here’s what you need to do. Transcript Ever been in a tight spot with cash flow? [...]
I’m constantly surprised at how many professionals hate the thought of “selling”. Often they have images of slimy snake oil salesmen spruiking miracle potions. But sales is nothing like that. In our [...]
In our experience very few SME business owners have a realistic handle on what it takes to grow revenue. Often arbitrary numbers are bandied about. “I want 20% or 30% growth”. But [...]
“Beware the quiet one in the corner. They are the ones likely to wield the power and sign the cheque” Words drilled into my at the beginning of my career almost 4 [...]
You’ve finally got that meeting with who you believe could be a good prospect. You turn up at the appointed time, but they keep you waiting. When you finally sit down, you [...]
People over-complicate sales. Ultimately sales is about finding people who have problems you can solve, then putting your value proposition to them. Ergo, you must be very clear on two things. The [...]
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 [...]
The internet has completely changed the sales paradigm. We’ve been seduced into thinking marketing will produce all the leads we need. So we won’t actually have to go fish for prospects. Never [...]
If you had to pitch your product or service to a potential investor how would you go about it? I was recently asked to coach a bunch of start-ups in the art [...]
Let’s talk about the sales elephant in the room. Prospecting. We’d all love leads to magically appear ready to do business. The reality is they won’t. It’s your job to actively go [...]
Have you ever found yourself rambling in a sales meeting? Losing control of the conversation? So you find yourself going down rat holes where your prospect has taken control, setting the agenda. [...]
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 [...]
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 [...]
If you’re a small business owner how much money and time do you spend on marketing? Trying to generate more leads. And how much effort do you put into sales, actually converting [...]
