Fact-finding is also known as Intelligence Gathering and Market/Marketing Research. Some companies regard research as an expense that should only be indulged when times are good or, even worse, use it in a tactical way to prove a point. What a waste! Take a look at the definition of research by … [Read more...]
Who runs your business?
September 25, 2006 By 1 Comment
A while ago I spoke to a chap who runs a company that provides accounting solutions. The business has been established ten years and he sees it as a service company. They have about fifty active clients whose value to them is anything from £1,000 to £60,000 a year and once they gain clients they … [Read more...]
Has anyone received a good telemarketing call recently?
September 24, 2006 By Leave a Comment
Most people I know get their fair share of bad telemarketing calls, the ones that are made by Some ill-prepared soul who telephones you to sell you a product or service about which they know only the very rudiments and haven't really a clue as to how it could be of value to you. Someone … [Read more...]
Improving your sales and marketing skills
September 20, 2006 By Leave a Comment
Is it worth the effort? We probably all know people who seem to be naturally good at almost anything they turn their hands to and it's particularly galling if it's something we struggle to achieve ourselves. The same applies to sales and marketing: Some people are better and more successful … [Read more...]
Your potential gold mine
September 20, 2006 By Leave a Comment
Are you sitting on a wealth of untapped information? If your business is already established rather than just starting up, and you have a broad customer base, you could be sitting on a potential gold mine of information that you won't need to dig too deep to access! Look to your best customers … [Read more...]
First impressions count – the incoming call
September 18, 2006 By Leave a Comment
I seem to have focused in rather earlier than intended on first impressions and the telephone, so I'm going to stay with that theme a little longer, this time looking at how the incoming business call is received. The "Nobody Home" Syndrome Depending on the size of your company, the nature of … [Read more...]
Vive la difference!
September 15, 2006 By Leave a Comment
Brand matters - to every business It's very difficult nowadays to come up with a product, service or solution that is totally new, truly unique and perceived by the prospect or customer to be the only solution to his or her problem. If you do manage to, you can bet your boots it won't be long … [Read more...]
