Category Archives: Communications

9 ways to win media coverage without news

In a nutshell you create news! Run a survey. Choose a topic that you’d like to be associated with, that’s timely and not too controversial.  Design the questions to get you the news you want and think about your sample … Continue reading

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Common Sales Mistakes – Part 6 of 6

Not developing a new business mindset Not developing a new business mindset may make an already difficult task nearly impossible. If you and your colleagues are not thinking in terms of identifying opportunities and displaying a willingness to commit the … Continue reading

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Common Sales Mistakes – Part 5 of 6

Don’t fail to follow-up One of the worst things anyone can do to impede the sales process is to fail to follow-up. Whether you are acknowledging an email, returning a call or summarising points from a meeting that follow-up is … Continue reading

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Common Sales Mistakes – Part 4 of 6

Be sure to take notes so you can refer back to important information Probably one of the simplest things, yet one which many people fail to do. You should be taking notes during any conversation with a prospect; noting down … Continue reading

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Common Sales Mistakes – Part 3 of 6

Not showing prospects the investment you’ve made in winning their business Before you can expect a prospect to make an investment in buying your products or services you must show them that you have made a similar (if not greater) … Continue reading

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Common Sales Mistakes – Part 2 of 6

Not properly understanding your customers’ needs Not understanding the actual needs of your customers or prospects is a fundamental mistake. This usually results when people make assumptions about what their customers need or value most. The best way to prevent … Continue reading

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Common Sales Mistakes – Part 1 of 6

Failure to appreciate the need to actively look for new business One of the first mistakes people can make regarding sales is failing to appreciate the need to prospect for new business. Many people adopt the position ‘we don’t need … Continue reading

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Selling services is different from selling products

If you are a service-based business then the ability to sell is vital to your long-term success.  Selling professional services is however different to selling products.  You are selling your experience and skills in the form of billable time.  It … Continue reading

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Raise your profile

Raising your profile Reputation is very important! Think about your last significant or expensive purchase. How did you decide what to buy? If you’re like most people, you probably made your decision based on the reputation of the brand or … Continue reading

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Don’t confuse your offer, have one clear and consistent message

Have you ever tried to listen to two conversations simultaneously? You might be able to hear them, but can you really listen and process the information? It’s hard to do, isn’t it? So why is it that some businesses try … Continue reading

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