Best business practice: leading from the heart
Don’t miss this opportunity for your business and for yourself! Never has there been a more opportune time to make clear your message to the world. Purpose led businesses can really create a presence in the business world following the huge gap caused by COVID...
Does your pitch wake the dead?
In a 60 second networking pitch, you’ve got a lot of information you want to get across. And in an ideal world, the people you’re talking to will remember what you say. Problem is, it’s very rarely an ideal world. The rest of the networking group have already...
Are you still doing the hard sell?
Not everything that works ‘some of the time’ is the best way of doing things. Remember even a broken clock is right twice a day. You don’t want to hit sales targets because of sheer volume, that can be exhausting and quite taxing on you and your victims, I mean...
Are you missing the point?
Stop selling ingredients when they want the meal. Ingredients are the processes, the techniques, the hours you spend to provide the service that your client has bought. What your client is after, however, is the meal. Imagine if when buying a sandwich, you were...
Techniques are tiresome – show them results
People generally don’t care about the techniques you use to get the job done. They just want it done and off their mind. Imagine you’ve hired someone to cut your lawn. You go to work, you come home, and it’s immaculate. You’re pleased. The jobs done and you move...
Why you need a great customer service policy
For many, customer service can be a by-product of being in business but the great businesses understand that a business which puts the customer at the very epicentre of the process will always outplay those which don’t! It seems even obvious that putting the...
How to sell without selling hard
People do not like to be ‘talked at’ or ‘sold to’. They like to reach the conclusion that this is something that they need and then reach out to acquire the good or service that best matches their needs. Here are some tips on moving away from the hard sell: ...
Compare apples to apples
We all have something we want to sell, and we totally understand the value that our product or services adds to our customer. We know the time it will save them. The effect on their bottom line. And of course, how our most-awesome-time-saving-profit-making-service...
Are you making it crystal clear?
Do not leave it up to your potential client to try and figure out what you are trying to sell them and its value. Have you tried all the tricks, but no amount of persuading, coercing, or convincing is working? Well, those things have a stigma attached to them....
You have the best product, why don’t you have the best sales?
Your clients have a problem that your service solves. They want the best solution. Everyone wants to know that they have made the best choice. And essentially you are the best choice. Why? Because the alternative is an inferior option, doing it themselves or...
Time isn’t money…yet
This is a common problem for salespeople. They’ve explained to their potential client that they can save them time, even gone as far as working out exactly how much time, but they still didn’t bite. “I’ve could give them back 3 hours a day – they could do more...
How real are your numbers?
Sometimes, salespeople confidently claim that they convert 8 out of every 10 clients. The conversation often goes like this... “Great! And do they all pick your gold service over your bronze?” “Um, well, no. Maybe 3 do.” They are great at getting people to buy...
How logical is your logic?
We know the saying ‘people buy on emotion and justify with logic’. Most people are great with the emotion part – you’re already excited and enthusiastic about your service and know what kind of difference it could make to someone else. You can get them excited...
Satisfaction or engagement?
Whilst both employee satisfaction and engagement are crucial components of company culture, it is employee engagement that generally drives business performance in the long term. So, what is the difference? Employee satisfaction generally refers to employees’...
What’s changed and what’s next?
For some companies throughout the pandemic business has boomed, and they may be wondering if growth will continue. For others, demand has slumped, and they may be wondering if it will ever return. Moving forward, many start-ups and small businesses will find that...
Project management support
Managing a project is a challenge. Knowledge and experience, productive communication, target setting, subsequent execution and leadership ability are all part of the skill set necessary to manage a project effectively. But for start-ups, those areas may take time...