You know your stuff so it’s totally understandable that people want to talk to you but how do you find the balance between being helpful and not giving away lots of time for free? Here’s my 5 steps to reduce the amount of time you spend with Brain-Pickers and make sure you are successfully moving […]
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A significant number of small businesses can sometimes struggle to get their prospects to say “Yes”. Have you ever been in the situation where a prospect loves your description of what you can deliver for them but as soon as you mention the price tag they suddenly go cold? It can be pretty soul destroying […]
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It’s not unusual for people to want to see your proposal written down before they’ll make a decision to procure your services but once you are out of that meeting your ability to win that piece of business decreases significantly. So what can you do to maintain the momentum and secure the business? Here are […]
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I think I’m on pretty safe ground by assuming you want to grow your business this year. I’m also reasonably confident that you have quantified that growth by an amount of revenue. Am I right? You have probably also mapped out what marketing channels you are going to use to do it. But have you […]
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It’s fair to say that I’m very passionate about business generally but 1 area that I get particularly energised over is helping my clients effectively market themselves by finding those little nuggets of information that, when blended together, will create a unique marketing message. This has been a key topic in the Business Growth Clubs […]
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I meet loads of business owners and very often the conversation turns to sales. A classic question that I invariably ask is “Do you follow-up on your proposals?”. Most business owners say “No” to this one. My next question is then “Do you track your enquiries, proposals and active clients?”. The reason I ask this […]
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Do you find that you can predict why someone might not want to work with you? Depending on your type of business and who your ideal clients are the reasons why they might not want to proceed will vary. In sales terms these reasons are called objections. For most businesses the classic objections they hear […]
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A side effect of being in business is that we have to sell our services or products, and let’s face it, not many of us like feeling salesy. The most painless way of selling is by being clear about the value that your service/product will deliver. By successfully describing that value you should remove most […]
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