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- Category: Budgeting (1)
- Economising your marketing spend the Guerrilla way
Jay Conrad Levinson introduced the concept of Guerrilla Marketing many years ago and it is now a huge brand in its own right. They challenge typical…
- Economising your marketing spend the Guerrilla way
- Category: Business Development (35)
- What event(s) can you take advantage of as a business?
Another way to stay current and keep your customers and prospects well-informed is to respond in a timely manner to significant events or dates in the year. If…
- Quick ideas for fast marketing results
As you start to develop your marketing strategies and begin to implement the work required, progress is 0f course being being made but some things take time to…
- Fight Smarter not Harder
Sun Tzu said, ‘The best strategy in war is to win without a fight.’ Deciding to go where your competitors aren’t could be a potentially rewarding…
- Tracking Numbers
Tracking numbers Knowing that at least half of your advertising works is a good thing… not knowing which half is working is not such a good thing. Yet…
- Make a personal investment in your prospects
In most cases where you’ve won new business there’s an element of risk for your prospect-come-client. If they’ve never had any experience of your…
- There is something to be said for just being ‘good enough’
Sometimes, being the ‘best’ choice for a prospect isn’t what will ultimately decide whether you get the work. Sometimes, it may be important to be…
- The power of one
Good marketing starts with good positioning. Here are some very simple things you must do to achieve success for each project or campaign. Make noise to…
- Do the hardest things well
If you’re being specific and limiting your service offering to one thing, you would be wise to aim high. Why? If your business is going to be known for…
- If you can’t change it, then use it to your advantage
We hear people say all the time, ‘we’re going to position our business as the market leader.’ We say to them, ‘good luck trying.’ You might think…
- The power of a strong brand
What is the real value of a ‘brand’? A brand serves to inspire trust and confidence in a service or product. For customers a brand often suggests that some…
- Steps to successful strategic negotiation
There are six strategic steps that are essential for effective negotiation. You are the supplier and you have to have faith in your product or service, but…
- The value of a good case study
Stories appeal to us, we like dramatic narratives. We can relate to them and generally find them interesting and sometimes entertaining. Since the time of the…
- Get your prospect approach communication right
The key to writing an effective and compelling approach letter or email is to focus on good communication. Keep your letter specific – avoid being…
- Branded content (PDFs) for effective communications
We've developed a checklist of sorts to walk you through the process of content generation - this should help you avoid making it a real chore. We recommend…
- Spring Clean your Business
It's officially Spring. Birds are singing, flowers are blooming and generally people are happier with the lighter evenings and the dreary winter months…
- 2011
As most of us return to work after the festivities, its time to get started on 2011. A new year of opportunities and a chance to decide how it will turn out…
- Cross-selling: the ace up your sleeve?
We all know that it takes a lot more time and costs more money to win new business than to look after the clients you already have. On this basis, it should…
- How current is your market knowledge?
Think about the type of people you are trying to sell to. Do you know what is going on in their world? Do you understand what is important to them and what…
- The power of asking the right questions
The power of asking the right questions The best way to learn about your clients (or prospects) is to get them talking about themselves. The more…
- 2012 - make this your best year ever
Today sees the UK resume "normal business" following the festive break and as the New Year gets underway, make sure your business isn't left behind. Remember…
- 11 tips for customer acquisition
Acquiring new customers is all about opening up new relationships and that is all about how you present yourself and your company. Here are eleven tips…
- How can you help me? Be prepared for this question!
Anyone who does business development activities needs to be prepared for a prospect asking them this question. I'm not trying to point out the obvious but…
- Role playing really works
You might look and sound silly (in your opinion) but this really works. Whether its a presenation, a phone call or a networking event where you want to try…
- Never underestimate the value of a contact
Regardless of how unlikely it may first appear to be, anyone could be a valuable business contact. The most obvious question being, ‘How can you know who…
- How does your business respond to competitors?
Are you proactive or reactive? Are you inclined to see potential opportunities or notice another failure? Are you actively aware of what your competitors are…
- Get started with your marketing NOW
Get started NOW - don't wait for everything to be perfect, because it will never be! You'll send that marketing e-shot out to the database once you've…
- Do you have marketing myopia?
Theodore Levitt coined this now famous phrase 'marketing myopia' which basically means tunnel vision. Often we are too busy keeping afloat to see the…
- Customer contact points – which one could lose you the business?
Do you know what your customer contact points are? Receiving your business card, speaking to your receptionist, receiving an email and visiting your website…
- The light bulb moment - when what you offer becomes clear to your prospects!
Professional services are intangible; they don’t have a defined shape or physical characteristics and no intrinsic colour, texture or flavour. More importantl…
- Give your customers a reason to listen to you
Often, your business’s greatest competition isn’t from other businesses who want your customers but rather from life and the hectic pace of things. As you…
- 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…
- Be careful – getting the business can be the first step to losing it
Be careful you don't lose the business you worked hard to win Most people work very hard to win new business and nothing is too much trouble. You can…
- Eeny, meeny, miny, moe – I’ll have that one..
How do you make your prospects choose you above your competitors? What reason do they have to do so? There are lots of pitch stories out there but one…
- Category: Lead generation (3)
- Branded content (PDFs) for effective communications
We've developed a checklist of sorts to walk you through the process of content generation - this should help you avoid making it a real chore. We recommend…
- Are you an effective networker?
In order to be truly successful at networking it is absolutely critical that you keep your promises - be sure to do what you say you will do. Few things can be…
- 5 strategies to kick-start your lead generation process
We all know what we should be doing but sometimes a quick recap revitalises our focus. The best marketers channel their efforts at the front end of the…
- Branded content (PDFs) for effective communications
- What event(s) can you take advantage of as a business?
- Category: Collaboration (1)
- Collaboration
Do you sometimes look at larger projects and decide not to go for them because you don't have the capacity to deliver, even though the project is right up your…
- Collaboration
- Category: Communications (109)
- Friday 13th
I've spoken before about using key dates and events to get in front of your prospects and when a Friday 13th comes around the media is full of superstitious…
- What event(s) can you take advantage of as a business?
Another way to stay current and keep your customers and prospects well-informed is to respond in a timely manner to significant events or dates in the year. If…
- Building successful customer relationships
We should all be working to build long-term customer relationships. A one-off, quick-hit sale can be easier to achieve, relatively speaking; but that sort of…
- Three Levels of a Product or Service
Many businesses view their product or service as the tangible item the customer receives. So you buy a new car and that's the product. It's not as simple…
- Manage your social media from your desktop
If you are tired of switching between LinkedIn, Twitter and Facebook to find out the latest news and what your contacts are doing think about installing a…
- 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…
- Are you maximising every point of contact?
Ask yourself this, ‘How many points of contact does my business have with potential customers?’ You might be surprised to see how few there really are: a…
- 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…
- People buy people
At the end of the day, ‘people buy people’ is still a constant truth in business. The work does not always go to the best business on paper - sometimes it…
- Tracking Numbers
Tracking numbers Knowing that at least half of your advertising works is a good thing… not knowing which half is working is not such a good thing. Yet…
- Fast and furious first drafts
Here are ten fast-fire rules for writing good draft copy. Get away to somewhere quiet - just you, the keyboard and a blank document, no distractions Be…
- The squeaky wheel gets more business
We’ve all heard the old adage that ‘the squeaky wheel gets more grease’ - and, well, it makes sense doesn’t it. If you hear it squeaking, you’re…
- Make a personal investment in your prospects
In most cases where you’ve won new business there’s an element of risk for your prospect-come-client. If they’ve never had any experience of your…
- What marketing department?
Most of half Japanese companies do not have a separate marketing department because they believe that everyone in the company should be involved in marketing. …
- Cliches - don't over use them!
Like every one of your competitors you are 'committed to excellence', you are a 'one stop shop', you are 'proactive' etc etc - yawn, yawn, yawn! The bottom…
- Sometimes it’s all about how you say it…
Does a name matter? We think so! Flat or apartment? You say flat and an old tower block springs to mind on a not so desirable estate. Say apartment and…
- The only thing worse than being talked about…
...is not being talked about. Make sure your business makes the news by following these tips. 1. Is your story a story? PR is all about news, it isn't an…
- The power of a strong brand
What is the real value of a ‘brand’? A brand serves to inspire trust and confidence in a service or product. For customers a brand often suggests that some…
- The value of a good case study
Stories appeal to us, we like dramatic narratives. We can relate to them and generally find them interesting and sometimes entertaining. Since the time of the…
- Get your prospect approach communication right
The key to writing an effective and compelling approach letter or email is to focus on good communication. Keep your letter specific – avoid being…
- Branded content (PDFs) for effective communications
We've developed a checklist of sorts to walk you through the process of content generation - this should help you avoid making it a real chore. We recommend…
- Translate your features to customer benefits
Have you ever caught yourself thinking “so what” when somebody is telling you what makes their product or service so amazing? This isn’t an uncommon…
- Don’t use 50 words when 10 will do
Sometimes we are guilty of bombarding our prospects with information that they have no interest in. Ask yourself: Is what you are telling them what YOU want…
- Marketing blunders
Despite our best intentions marketing mistakes can and do happen. And they aren’t limited to the ‘little guys’ either. Below are some examples of famous…
- If people want to unsubscribe, let them...
This is a bit of a ranting post but it does carry a valid message. Respect people's privacy and don't assume that because you're sending something they want…
- I hear you... but I'm not listening
Effective listening is not a passive occupation! It requires considerable mental effort, not only to comprehend but also to sift the words for further use. …
- As postage costs rise today, should you continue to send letters?
Today sees UK first class postage prices increase to a whopping 46p for a standard first class letter. As email marketing becomes increasingly popular, many…
- Everybody’s Talkin’ - free tools to monitor what’s being said about you online
Before you start actively blogging or using social media for your business, it’s important to put some measures in place so that you can monitor mentions of…
- Publicise your business – 10 ways to get yourself in the limelight
Here are ten ways that you can start to generate publicity for your company, which not only helps to position you as an expert in your chosen field(s) but also…
- Develop a powerful “meme” for your business
A meme is an instantly understandable message that gets immediate attention and interest. Some people call it a strapline or a tagline but really it is more…
- Be patient - not everyone is ready to buy right now!
When you decide that you are embarking upon a business development/sales drive, remember that not all of your prospects are ready to buy on your timetable...…
- Marketing communications – going back to basics
Effective communication means getting the point across in the way you intend it to be interpreted, using your selected media platform to its best advantage. …
- 7 steps to kick-start your PR
Step 1 - determine your target. Make a list of all the publications in your target market area. Look at newspapers, trade magazines, local newsletters…
- Perception IS reality…
How do you think your customers or prospects see you? Does it match with how you want to be perceived? I was recently buying a gift for someone and had…
- If your ship doesn’t come in, you have to row out to meet it
Never has this been more true than in the current climate. You can communicate regularly with your propsects, lure them within arms reach, tempt them with…
- Small business marketing strategies for tackling larger companies
Establishing your business as an alternative to the market leader in your business, and building personal credibility that can be transferred to your small…
- Don't judge a book by its cover!
We are all guilty of this to a certain extent. We all have our own preconceptions and make hasty judgements on other people and businesses. You know when…
- What makes you 'Different' or just 'different'?
What makes you different? Better yet, what makes you Different? Have you really sat down and thought about what makes your product or service Different? Now, I…
- Never underestimate the value of a contact
Regardless of how unlikely it may first appear to be, anyone could be a valuable business contact. The most obvious question being, ‘How can you know who…
- The importance of customer testimonials
We've all been to the website of 'Company A' and clicked on the page that says "see what our customers say about us" and have seen the following: Great…
- Get started with your marketing NOW
Get started NOW - don't wait for everything to be perfect, because it will never be! You'll send that marketing e-shot out to the database once you've…
- 33 reasons to send a press release
PR is a great way to get coverage for your company without having to pay for advertising space and its often more credible because it appears in the main…
- Customer contact points – which one could lose you the business?
Do you know what your customer contact points are? Receiving your business card, speaking to your receptionist, receiving an email and visiting your website…
- Your competitor is all over the news - have you missed your chance?
If it makes you feel really upset when your competitor is featured in a story on the business pages of the local paper or business magazine - especially…
- No two services are exactly the same
They can't be, they are delivered at different times by different people, circumstances alone dictate that they must differ. When you ask a director/part…
- The light bulb moment - when what you offer becomes clear to your prospects!
Professional services are intangible; they don’t have a defined shape or physical characteristics and no intrinsic colour, texture or flavour. More importantl…
- I name thee...
It's not surprising that so many businesses put hours and hours of time into naming their products, brand or the company itself. Your name is often…
- Give your customers a reason to listen to you
Often, your business’s greatest competition isn’t from other businesses who want your customers but rather from life and the hectic pace of things. As you…
- International Women's Day - 8 March 2011
Today sees inspirational and enterprising women around the globe celebrating the centenary of International Women’s Day Is there an opportunity for you to…
- 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…
- Differentiators that don’t work
When you explain why a client should use your services, make sure you don't roll-off the following "differentiators". Why? Because they are trite, overused…
- What do you actually DO?
Forget what business you are in - what do you actually do? When somebody asks you this question, most people respond like this: "What is it you do?" "W…
- Are you stereotyped?
I mean in the eyes of your prospects? When I think about the following jobs, I automatically associate characteristics with people who work in those roles -…
- Differentiators that do work
Following on from last week's post Differentiators that don't work I wanted to talk today about those that do. You need to distinguish yourself by focusing…
- Category: Advertising (5)
- This company appears on practially every page I visit online...
Are you noticing that whenever you go onto different websites that a local business you know will pop up in an advertisement? It’s likely that they are…
- Tracking Numbers
Tracking numbers Knowing that at least half of your advertising works is a good thing… not knowing which half is working is not such a good thing. Yet…
- Turn your company into a heavily quoted source
Follow these steps for making your company a heavily quoted source. Ever wonder why your competitors keep cropping up in coverage - whether it be national…
- 3 magic words that boost ad response
For the small business owner, advertising is a critical expense that helps to drive customers through the doors or to a website on the Internet in the hopes…
- Find out if your product or service is weak…
A quick acid test to find out if your product or service is weak is to write an advertisement for it. Write the ad using your best content - you need a…
- This company appears on practially every page I visit online...
- Category: Branding (10)
- Develop a core marketing message
Central to any company’s effective marketing is a message that speaks powerfully and consistently to your existing and potential clients. Work through…
- Gregg's to rename its Cornish Pasty
Sometimes decisions outside of our control can impact significantly on our own products and services. This is a good example of a national company being…
- Sometimes it’s all about how you say it…
Does a name matter? We think so! Flat or apartment? You say flat and an old tower block springs to mind on a not so desirable estate. Say apartment and…
- The power of a strong brand
What is the real value of a ‘brand’? A brand serves to inspire trust and confidence in a service or product. For customers a brand often suggests that some…
- Branded content (PDFs) for effective communications
We've developed a checklist of sorts to walk you through the process of content generation - this should help you avoid making it a real chore. We recommend…
- Marketing blunders
Despite our best intentions marketing mistakes can and do happen. And they aren’t limited to the ‘little guys’ either. Below are some examples of famous…
- Rebranding - Starbucks drops name from logo
Starbucks has dropped the name from its logo as the company prepares to expand its product range. The Starbucks Coffee name that encircled the green mermaid…
- Develop a powerful “meme” for your business
A meme is an instantly understandable message that gets immediate attention and interest. Some people call it a strapline or a tagline but really it is more…
- Positioning yourself in the market
We work with many clients who assumed they were positioned at a certain level in their chosen markets. However, when you start to analyse the market dynamics…
- I name thee...
It's not surprising that so many businesses put hours and hours of time into naming their products, brand or the company itself. Your name is often…
- Develop a core marketing message
- Category: Copywriting (21)
- Guerrilla brochures and how to produce them
Most of you will have heard of Guerrilla Marketing founded by Jay Conrad Levinson "The Father of Guerrilla Marketing". This was an email received from them…
- 3 killer content moves to convert buyers
By now, everyone knows effective content is essential for educating, engaging, and converting readers into customers. This is an article that was published…
- Marketing power words – 14 most powerful words in marketing!
What are the most powerful and effective words in marketing? Interestingly, "sale" isn't one of them. It’s really interesting how the brain works and…
- Crafting a successful offer
A good offer, which is compelling, persuasive and leaves the recipient with a clear notion of what they must do, can make all of the difference in the overall…
- What is the AIDA principle and why is it important?
All communications should follow the AIDA principle. Do yours? A - Attention. You have to get the attention of your prospect before they do anything…
- Fast and furious first drafts
Here are ten fast-fire rules for writing good draft copy. Get away to somewhere quiet - just you, the keyboard and a blank document, no distractions Be…
- The value of a good case study
Stories appeal to us, we like dramatic narratives. We can relate to them and generally find them interesting and sometimes entertaining. Since the time of the…
- Get your prospect approach communication right
The key to writing an effective and compelling approach letter or email is to focus on good communication. Keep your letter specific – avoid being…
- Translate your features to customer benefits
Have you ever caught yourself thinking “so what” when somebody is telling you what makes their product or service so amazing? This isn’t an uncommon…
- Don’t use 50 words when 10 will do
Sometimes we are guilty of bombarding our prospects with information that they have no interest in. Ask yourself: Is what you are telling them what YOU want…
- How to… write a great case study
Case studies are a common element of proposals, discussions and presentations. Most people just produce them without having a strategy behind the development…
- Marketing blunders
Despite our best intentions marketing mistakes can and do happen. And they aren’t limited to the ‘little guys’ either. Below are some examples of famous…
- Write a great sales proposal
Tips for writing a good sales proposal 1. open with a situation summary - you are summarising your understanding of your prospect’s plight and demonstratin…
- 10 attention-grabbing headline formulas
It makes sense that 80% of your success will be down to your headline so you need to put some work into making sure yours are attention-grabbing and appropriate…
- The "simple" business card
Do you proudly deposit your business card into the hand of its intended recipient - or do you hand it over with some trepidation, hoping the other person…
- Write a winning sales letter
Direct mail can be extremely effective but companies waste thousands of pounds sending out inappropriate material to their existing and potential customers. …
- Write an attention grabbing headline
Put yourself in a situation where you desperately need help. For example you are stranded on a motorway in bad weather with no mobile phone and only a marker…
- Give your customers a reason to listen to you
Often, your business’s greatest competition isn’t from other businesses who want your customers but rather from life and the hectic pace of things. As you…
- 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…
- Sales letter basics
The letter is usually the first thing that your prospect will read, even in you accompany it with a brochure. You need to make it relevant. Know your…
- Simple techniques to improve search engine ranking
Keyword optimisation is one way to improve your search engine ranking and you don’t need to be an expert to make some simple improvements on your use of…
- Guerrilla brochures and how to produce them
- Category: Design (3)
- Guerrilla brochures and how to produce them
Most of you will have heard of Guerrilla Marketing founded by Jay Conrad Levinson "The Father of Guerrilla Marketing". This was an email received from them…
- Branded content (PDFs) for effective communications
We've developed a checklist of sorts to walk you through the process of content generation - this should help you avoid making it a real chore. We recommend…
- The "simple" business card
Do you proudly deposit your business card into the hand of its intended recipient - or do you hand it over with some trepidation, hoping the other person…
- Guerrilla brochures and how to produce them
- Category: Direct Mail (10)
- "Sorry they don't work here anymore, in fact they left two years ago..."
How embarrassing would this be when you are making a sales call? Your list is THE most important tool you own for prospecting. If this isn't up to date…
- Getting the subject line right in your email campaigns
There's a lot to consider when you're planning a subject line for your marketing campaigns. They convey important information that helps the recipient to…
- Get your prospect approach communication right
The key to writing an effective and compelling approach letter or email is to focus on good communication. Keep your letter specific – avoid being…
- Don’t use 50 words when 10 will do
Sometimes we are guilty of bombarding our prospects with information that they have no interest in. Ask yourself: Is what you are telling them what YOU want…
- If people want to unsubscribe, let them...
This is a bit of a ranting post but it does carry a valid message. Respect people's privacy and don't assume that because you're sending something they want…
- As postage costs rise today, should you continue to send letters?
Today sees UK first class postage prices increase to a whopping 46p for a standard first class letter. As email marketing becomes increasingly popular, many…
- Write a winning sales letter
Direct mail can be extremely effective but companies waste thousands of pounds sending out inappropriate material to their existing and potential customers. …
- The light bulb moment - when what you offer becomes clear to your prospects!
Professional services are intangible; they don’t have a defined shape or physical characteristics and no intrinsic colour, texture or flavour. More importantl…
- 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…
- Sales letter basics
The letter is usually the first thing that your prospect will read, even in you accompany it with a brochure. You need to make it relevant. Know your…
- "Sorry they don't work here anymore, in fact they left two years ago..."
- Category: PR (10)
- 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…
- 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…
- The squeaky wheel gets more business
We’ve all heard the old adage that ‘the squeaky wheel gets more grease’ - and, well, it makes sense doesn’t it. If you hear it squeaking, you’re…
- The only thing worse than being talked about…
...is not being talked about. Make sure your business makes the news by following these tips. 1. Is your story a story? PR is all about news, it isn't an…
- Publicise your business – 10 ways to get yourself in the limelight
Here are ten ways that you can start to generate publicity for your company, which not only helps to position you as an expert in your chosen field(s) but also…
- 7 steps to kick-start your PR
Step 1 - determine your target. Make a list of all the publications in your target market area. Look at newspapers, trade magazines, local newsletters…
- Small business marketing strategies for tackling larger companies
Establishing your business as an alternative to the market leader in your business, and building personal credibility that can be transferred to your small…
- 33 reasons to send a press release
PR is a great way to get coverage for your company without having to pay for advertising space and its often more credible because it appears in the main…
- Your competitor is all over the news - have you missed your chance?
If it makes you feel really upset when your competitor is featured in a story on the business pages of the local paper or business magazine - especially…
- International Women's Day - 8 March 2011
Today sees inspirational and enterprising women around the globe celebrating the centenary of International Women’s Day Is there an opportunity for you to…
- Raise your profile
- Category: Presentations (4)
- 4 tips to writing an instant speech
Last month two clients asked us to help in this area following last minute requests for them to deliver presentations. We’ve not come across a more simple…
- SlideShare – a great resource to help get your material out to the world!
SlideShare - see for yourself what it can do I tend to use SlideShare for uploading presentations and sharing them with delegates who attended one of my…
- Role playing really works
You might look and sound silly (in your opinion) but this really works. Whether its a presenation, a phone call or a networking event where you want to try…
- International Women's Day - 8 March 2011
Today sees inspirational and enterprising women around the globe celebrating the centenary of International Women’s Day Is there an opportunity for you to…
- 4 tips to writing an instant speech
- Category: Promotions & Incentives (12)
- Crafting a successful offer
A good offer, which is compelling, persuasive and leaves the recipient with a clear notion of what they must do, can make all of the difference in the overall…
- Can you use promotions for business development?
You are probably thinking “merchandising” and if you are offering a service may feel this is not for you. Don’t dismiss it just yet, read on! Merchan…
- What is the AIDA principle and why is it important?
All communications should follow the AIDA principle. Do yours? A - Attention. You have to get the attention of your prospect before they do anything…
- Tracking Numbers
Tracking numbers Knowing that at least half of your advertising works is a good thing… not knowing which half is working is not such a good thing. Yet…
- Branded content (PDFs) for effective communications
We've developed a checklist of sorts to walk you through the process of content generation - this should help you avoid making it a real chore. We recommend…
- Make promotional products work
You can spend a lot of money on promotional products. If they are relevant they can be very effective. But, some people don't put much thought into the…
- Impulse buys – what could yours be?
Impulse buys make up a significant part of retail revenue – whether its due to the product placement, the promises it makes or the promotion its part…
- Promotional domain names
Often we work with clients to promote new services, seminars, events or launches as part of their marketing strategy. If we are developing a campaign-specific…
- Do free consultation work?
So should you offer free consultations? Think about the things that you need to take into consideration with regards to what is best for your business.
- The power of free trials
Do free trials really work? Whether you're considering a free trial or sampling of some kind, keep in mind that many products are best "experienced".
- Give your customers a reason to listen to you
Often, your business’s greatest competition isn’t from other businesses who want your customers but rather from life and the hectic pace of things. As you…
- 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…
- Crafting a successful offer
- Category: Selling (23)
- Are you maximising every point of contact?
Ask yourself this, ‘How many points of contact does my business have with potential customers?’ You might be surprised to see how few there really are: a…
- People buy people
At the end of the day, ‘people buy people’ is still a constant truth in business. The work does not always go to the best business on paper - sometimes it…
- Sometimes it doesn’t all add up - why don't your customers behave "normally"?!
We expect clients and customers to be reasonable and practical - to weigh up all the features and benefits of our product or service, evaluate that against…
- Make a personal investment in your prospects
In most cases where you’ve won new business there’s an element of risk for your prospect-come-client. If they’ve never had any experience of your…
- Steps to successful strategic negotiation
There are six strategic steps that are essential for effective negotiation. You are the supplier and you have to have faith in your product or service, but…
- 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…
- 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…
- 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…
- 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…
- 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,…
- Translate your features to customer benefits
Have you ever caught yourself thinking “so what” when somebody is telling you what makes their product or service so amazing? This isn’t an uncommon…
- 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…
- Write a great sales proposal
Tips for writing a good sales proposal 1. open with a situation summary - you are summarising your understanding of your prospect’s plight and demonstratin…
- Top 10 sales mistakes and how to avoid them – part 1
I've just spent some time looking around various websites on this topic and it seems that the following are the most common mistakes that salespeople make. …
- Top 10 sales mistakes and how to avoid them – part 2
After spending time looking around various websites on this topic it seems that the following are the most common mistakes that salespeople make - part 1 was a…
- 3 tips to shake up sales
Here are three things you can do today to shake up your business and stir up some sales if you find yourself in a slowing market.
- Cold calling – the hardest thing really is getting started…
The list is made. You know exactly what you have to do. You have 30 people that you want to contact with your great special offer. They have been…
- Selling services is different from selling products
Selling the invisible can be harder than selling a physical product. If you are a service-based business then the ability to sell is vital to your…
- Category: Negotiation (2)
- Steps to successful strategic negotiation
There are six strategic steps that are essential for effective negotiation. You are the supplier and you have to have faith in your product or service, but…
- Netotiation, negotiation, negotiation
In a previous post we discussed steps to strategic negotiation, here we simply give you some areas of potential negotiation to consider. Think about your…
- Steps to successful strategic negotiation
- Category: Pitching (5)
- People buy people
At the end of the day, ‘people buy people’ is still a constant truth in business. The work does not always go to the best business on paper - sometimes it…
- Make a personal investment in your prospects
In most cases where you’ve won new business there’s an element of risk for your prospect-come-client. If they’ve never had any experience of your…
- There is something to be said for just being ‘good enough’
Sometimes, being the ‘best’ choice for a prospect isn’t what will ultimately decide whether you get the work. Sometimes, it may be important to be…
- The reason why
Why should your prospects buy from you? Why should they select your product over that of your competitors? Why is it better for them? You need to be…
- Eeny, meeny, miny, moe – I’ll have that one..
How do you make your prospects choose you above your competitors? What reason do they have to do so? There are lots of pitch stories out there but one…
- People buy people
- Category: Proposals (4)
- Make a personal investment in your prospects
In most cases where you’ve won new business there’s an element of risk for your prospect-come-client. If they’ve never had any experience of your…
- There is something to be said for just being ‘good enough’
Sometimes, being the ‘best’ choice for a prospect isn’t what will ultimately decide whether you get the work. Sometimes, it may be important to be…
- “Send me a proposal” – music to your ears?
Or not? Sometimes when a prospect says "OK, send me a proposal" we go into panic mode. Whereas these words should be music to our ears! The…
- Write a great sales proposal
Tips for writing a good sales proposal 1. open with a situation summary - you are summarising your understanding of your prospect’s plight and demonstratin…
- Make a personal investment in your prospects
- Are you maximising every point of contact?
- Category: Sponsorship (1)
- Struggling to get in front of your target markets?
Consider sponsorship. I don't mean the high profile TV ad type of sponsorship (unless of course you have the budget and it works for you), I mean sponsor an…
- Struggling to get in front of your target markets?
- Category: Telemarketing (1)
- Cold calling – the hardest thing really is getting started…
The list is made. You know exactly what you have to do. You have 30 people that you want to contact with your great special offer. They have been…
- Cold calling – the hardest thing really is getting started…
- Category: Viral Marketing (4)
- Consolidate your marketing
Being busy doesn’t always mean being effective! By being a business that is clear on what you offer, you will beat the competition that has a…
- What is viral marketing?
The great thing about viral marketing is that you keep your distribution costs to a minimum! You get your customers, colleagues, contacts etc to recommend…
- How viral marketing works online
Many companies do some form of viral marketing without being aware they are doing so! If your email has a link to your website or a promotional message as…
- 7 tips to run your best ever viral marketing campaign
There is no magic formula to make a viral marketing campaign successful but I will give you some tips that will ensure yours is planned properly. Each…
- Consolidate your marketing
- Friday 13th
- Category: Customer Satisfaction (14)
- Three Levels of a Product or Service
Many businesses view their product or service as the tangible item the customer receives. So you buy a new car and that's the product. It's not as simple…
- There is something to be said for just being ‘good enough’
Sometimes, being the ‘best’ choice for a prospect isn’t what will ultimately decide whether you get the work. Sometimes, it may be important to be…
- Don't forget the simple things
It doesn’t matter how great your business is, if the impression you leave with clients is that you’re too busy being great to pay attention to things like…
- How do you achieve client satisfaction with a service-based business?
If you work in a service-based business you will know how difficult it can be to achieve client satisfaction. It can even sometimes be difficult to properly…
- The reason why
Why should your prospects buy from you? Why should they select your product over that of your competitors? Why is it better for them? You need to be…
- Show me you care! Dealing with post-purchase dissonance
I spoke about giving your customers a reason to buy from you in a previous post The Reason Why and wanted to expand on this theme today. Once you've given…
- Welcome complaints – yes, really!
Do you have customers that leave suddenly? You’ve been doing this outstanding job for them, lavishing them with excellent service and yet they’re gone…
- How NOT to attract new clients!
We’ve focused on how to go about winning new clients in previous posts so thought I’d just clarify the best ways NOT to attract them - the deadly sins to…
- 11 tips for customer acquisition
Acquiring new customers is all about opening up new relationships and that is all about how you present yourself and your company. Here are eleven tips…
- Don't judge a book by its cover!
We are all guilty of this to a certain extent. We all have our own preconceptions and make hasty judgements on other people and businesses. You know when…
- The power of free trials
Do free trials really work? Whether you're considering a free trial or sampling of some kind, keep in mind that many products are best "experienced".
- The importance of customer testimonials
We've all been to the website of 'Company A' and clicked on the page that says "see what our customers say about us" and have seen the following: Great…
- Customer contact points – which one could lose you the business?
Do you know what your customer contact points are? Receiving your business card, speaking to your receptionist, receiving an email and visiting your website…
- A butterfly named Roger
Roger Azzam's Butterfly Effect This is a story written by Harry Beckwith, a services marketing guru, about how one man's exceptional customer service led…
- Three Levels of a Product or Service
- Category: Customer Service (11)
- Building successful customer relationships
We should all be working to build long-term customer relationships. A one-off, quick-hit sale can be easier to achieve, relatively speaking; but that sort of…
- The customer is the boss
"There is only one boss: the customer. And he can fire everybody in the company, from the chairman down, simply by spending his money somewhere else." Sam…
- The two words any customer loves to hear
No problem. Even if there is a problem, your customer doesn't care - he is interested in getting the goods or service you promised him full stop. Your job…
- Getting customer service right
Customer service can be the difference between you and your competitors winning the business As a business you need to embrace the core principles of…
- Don't forget the simple things
It doesn’t matter how great your business is, if the impression you leave with clients is that you’re too busy being great to pay attention to things like…
- How do you achieve client satisfaction with a service-based business?
If you work in a service-based business you will know how difficult it can be to achieve client satisfaction. It can even sometimes be difficult to properly…
- If people want to unsubscribe, let them...
This is a bit of a ranting post but it does carry a valid message. Respect people's privacy and don't assume that because you're sending something they want…
- Show me you care! Dealing with post-purchase dissonance
I spoke about giving your customers a reason to buy from you in a previous post The Reason Why and wanted to expand on this theme today. Once you've given…
- Don't judge a book by its cover!
We are all guilty of this to a certain extent. We all have our own preconceptions and make hasty judgements on other people and businesses. You know when…
- A butterfly named Roger
Roger Azzam's Butterfly Effect This is a story written by Harry Beckwith, a services marketing guru, about how one man's exceptional customer service led…
- Be careful – getting the business can be the first step to losing it
Be careful you don't lose the business you worked hard to win Most people work very hard to win new business and nothing is too much trouble. You can…
- Building successful customer relationships
- Category: Digital Marketing (13)
- Consolidate your marketing
Being busy doesn’t always mean being effective! By being a business that is clear on what you offer, you will beat the competition that has a…
- Manage your social media from your desktop
If you are tired of switching between LinkedIn, Twitter and Facebook to find out the latest news and what your contacts are doing think about installing a…
- Get your chosen image to follow you anywhere on the web
Whether its a logo or a photo if you comment on blogs, websites or are involved in social media where your image is displayed against your profile, sign up to…
- Category: Social Media (11)
- Flush out your Twitter Qwitters!
If you want to know when your followers abandon you on Twitter then this ones for you... They can hide no more! Qwitter lets you know once a day who jumped…
- Manage your social media from your desktop
If you are tired of switching between LinkedIn, Twitter and Facebook to find out the latest news and what your contacts are doing think about installing a…
- QR Codes. QR What?!
A QR code (Quick Response code) is a machine-readable barcode that is designed to be read by smartphones. It is a two-dimensional code that is able to…
- Do you have Klout?
Measure your own Klout! Rob Baker of Artisan Marketing Communications brought this tool to our attention. In essence it analyses your social media…
- Generate your own QR code FREE!
This is our QR code to this blog! Go to this website to generate your own for use on your marketing material.
- Branded content (PDFs) for effective communications
We've developed a checklist of sorts to walk you through the process of content generation - this should help you avoid making it a real chore. We recommend…
- Manage your desktop social media from one place
This week I thought I would share some useful tools that make life that little bit easier. Seesmic is a really useful desktop tool that allows you to…
- How to use QR Codes to make your marketing more effective
Here are 9 ways to use QR codes effectively in your marketing: Increase online sales. Drive traffic to your website. QR codes can link to…
- Social media - a whistlestop tour of what's out there
When people say "social media", Facebook and Twitter spring to mind immediately. Facebook is a social network and Twitter is a micro blogging service. …
- Google+ in a nutshell
With all the publicity that is out there right now about Google+ - its being cited as "the new Facebook" - I was going to write about it and then I got an…
- Category: LinkedIn (1)
- 10 (actually 13) ways to used LinkedIn
Here is a great summary of how to use LinkedIn - the article was orginally written by Guy Kawasaki and it has been updated by Jason Alba for 2011 - there are…
- 10 (actually 13) ways to used LinkedIn
- Flush out your Twitter Qwitters!
- Consolidate your marketing
- Category: Email Marketing (4)
- Consolidate your marketing
Being busy doesn’t always mean being effective! By being a business that is clear on what you offer, you will beat the competition that has a…
- 11 email marketing terms you need to know
We came across this article from VerticalResponse and felt it was worth sharing. They've provided a low down on some popular terms that you will need to be…
- Getting the subject line right in your email campaigns
There's a lot to consider when you're planning a subject line for your marketing campaigns. They convey important information that helps the recipient to…
- Get your prospect approach communication right
The key to writing an effective and compelling approach letter or email is to focus on good communication. Keep your letter specific – avoid being…
- Consolidate your marketing
- Category: Events (8)
- Friday 13th
I've spoken before about using key dates and events to get in front of your prospects and when a Friday 13th comes around the media is full of superstitious…
- What event(s) can you take advantage of as a business?
Another way to stay current and keep your customers and prospects well-informed is to respond in a timely manner to significant events or dates in the year. If…
- 4 tips to writing an instant speech
Last month two clients asked us to help in this area following last minute requests for them to deliver presentations. We’ve not come across a more simple…
- Exhibitions - getting the most out of them as a visitor
Today and tomorrow sees the Business North West 2011 Business North West 2011 exhibition taking place in central Manchester. Two days of exhibitor promotions,…
- International Women's Day - 8 March 2011
Today sees inspirational and enterprising women around the globe celebrating the centenary of International Women’s Day Is there an opportunity for you to…
- Category: Exhibitions (1)
- Exhibitions - getting the most out of them as a visitor
Today and tomorrow sees the Business North West 2011 Business North West 2011 exhibition taking place in central Manchester. Two days of exhibitor promotions,…
- Exhibitions - getting the most out of them as a visitor
- Category: Meetings (2)
- Are you an effective networker?
In order to be truly successful at networking it is absolutely critical that you keep your promises - be sure to do what you say you will do. Few things can be…
- Get the most out of your meetings
When you have a meeting, how do you handle it? Do you research everything in advance or simply turn up and "wing it"? I'm not just talking about new client…
- Are you an effective networker?
- Category: Webinars (1)
- Webinars - the basics
Webinars have been around for at least ten years now and have advanced from the "dubious" dial-up connection, where people were unsure how much it would cost…
- Webinars - the basics
- Friday 13th
- Category: Internal Marketing (2)
- Consolidate your marketing
Being busy doesn’t always mean being effective! By being a business that is clear on what you offer, you will beat the competition that has a…
- What marketing department?
Most of half Japanese companies do not have a separate marketing department because they believe that everyone in the company should be involved in marketing. …
- Consolidate your marketing
- Category: Market Development (3)
- Fight Smarter not Harder
Sun Tzu said, ‘The best strategy in war is to win without a fight.’ Deciding to go where your competitors aren’t could be a potentially rewarding…
- The power of one
Good marketing starts with good positioning. Here are some very simple things you must do to achieve success for each project or campaign. Make noise to…
- Entering new markets
When considering entering new markets, companies need to make sure that their approach is properly planned. Each will have different reasons and…
- Fight Smarter not Harder
- Category: Marketing (22)
- Consolidate your marketing
Being busy doesn’t always mean being effective! By being a business that is clear on what you offer, you will beat the competition that has a…
- 11 email marketing terms you need to know
We came across this article from VerticalResponse and felt it was worth sharing. They've provided a low down on some popular terms that you will need to be…
- Fast and furious first drafts
Here are ten fast-fire rules for writing good draft copy. Get away to somewhere quiet - just you, the keyboard and a blank document, no distractions Be…
- Make a personal investment in your prospects
In most cases where you’ve won new business there’s an element of risk for your prospect-come-client. If they’ve never had any experience of your…
- The power of one
Good marketing starts with good positioning. Here are some very simple things you must do to achieve success for each project or campaign. Make noise to…
- Do the hardest things well
If you’re being specific and limiting your service offering to one thing, you would be wise to aim high. Why? If your business is going to be known for…
- If you can’t change it, then use it to your advantage
We hear people say all the time, ‘we’re going to position our business as the market leader.’ We say to them, ‘good luck trying.’ You might think…
- The power of a strong brand
What is the real value of a ‘brand’? A brand serves to inspire trust and confidence in a service or product. For customers a brand often suggests that some…
- The value of a good case study
Stories appeal to us, we like dramatic narratives. We can relate to them and generally find them interesting and sometimes entertaining. Since the time of the…
- Branded content (PDFs) for effective communications
We've developed a checklist of sorts to walk you through the process of content generation - this should help you avoid making it a real chore. We recommend…
- Are you riding on past glory?
When was the last time you really scrutinised your website and marketing materials? Are they still relevant and do they still represent what it is your…
- Face your biggest marketing challenge
Is there one thing that you keep putting off that you know if you tackled it you would get great results? Is this your biggest marketing challenge? It…
- Positioning yourself in the market
We work with many clients who assumed they were positioned at a certain level in their chosen markets. However, when you start to analyse the market dynamics…
- 8 tips for marketing a start-up business
Understand what marketing is Many start ups use the terms marketing and advertising interchangeably. Advertising is only a small part of…
- Do free consultation work?
So should you offer free consultations? Think about the things that you need to take into consideration with regards to what is best for your business.
- The power of free trials
Do free trials really work? Whether you're considering a free trial or sampling of some kind, keep in mind that many products are best "experienced".
- Get started with your marketing NOW
Get started NOW - don't wait for everything to be perfect, because it will never be! You'll send that marketing e-shot out to the database once you've…
- How to use QR Codes to make your marketing more effective
Here are 9 ways to use QR codes effectively in your marketing: Increase online sales. Drive traffic to your website. QR codes can link to…
- The light bulb moment - when what you offer becomes clear to your prospects!
Professional services are intangible; they don’t have a defined shape or physical characteristics and no intrinsic colour, texture or flavour. More importantl…
- I name thee...
It's not surprising that so many businesses put hours and hours of time into naming their products, brand or the company itself. Your name is often…
- Give your customers a reason to listen to you
Often, your business’s greatest competition isn’t from other businesses who want your customers but rather from life and the hectic pace of things. As you…
- 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…
- Consolidate your marketing
- Category: Networking (6)
- Are you an effective networker?
In order to be truly successful at networking it is absolutely critical that you keep your promises - be sure to do what you say you will do. Few things can be…
- SlideShare – a great resource to help get your material out to the world!
SlideShare - see for yourself what it can do I tend to use SlideShare for uploading presentations and sharing them with delegates who attended one of my…
- The "simple" business card
Do you proudly deposit your business card into the hand of its intended recipient - or do you hand it over with some trepidation, hoping the other person…
- Business Networking Events – get the most out of them
Whether you are a natural networker or you attend events and mingle with strangers under duress, have a read of this post to help you to get the most out of…
- Can networking help your business?
Without a doubt I would say yes. However, as somebody who has been actively networking since 1998 you can also waste an awful lot of time. I have been a…
- Using your networks properly
Be genuine and honest when networking and make sure you follow up - you'll be amazed at the results of a methodical approach. It's not uncommon these days…
- Are you an effective networker?
- Category: Personal Development (8)
- Are you an entreprenuer?
As more and more people class themselves as entrepreneurs, more and more opinions and controversy appears around this topic. At one point it was up to others…
- Barriers to successful implementation
You allocate time, begin the task(s) and then wonder why things have not progressed accordingly. Here are some of the most frequently encountered…
- I hear you... but I'm not listening
Effective listening is not a passive occupation! It requires considerable mental effort, not only to comprehend but also to sift the words for further use. …
- Grab those opportunities
Somebody once told me to imagine my path towards a goal as a straight line with A as the start point and B as the finishing point. He told me to imagine myself…
- Four strategies for cutting your to-do list in half (article by Michael Hyatt)
Michael Hyatt’s revelations below about time management are very easy to appreciate, and the ‘Two Minute Rule’ from David Allen is a real gem – and so…
- Finding your own and understanding different personality styles
Find out your own personality style by doing a simple exercise People communicate in predictable patterns or styles. There are clues in what people say…
- Personality styles – descriptives common to each
Here are some attributes usually associated with the different personality styles. DRIVER DeterminedThoroughDecisiveResponsible PushyDominatingHarshSev…
- How you can deliver to each personality style
Whether you are a driver, amiable, expressive or analytical personality style, this grid will help you to understand what a person with a given style is…
- Are you an entreprenuer?
- Category: Planning (36)
- Friday 13th
I've spoken before about using key dates and events to get in front of your prospects and when a Friday 13th comes around the media is full of superstitious…
- What event(s) can you take advantage of as a business?
Another way to stay current and keep your customers and prospects well-informed is to respond in a timely manner to significant events or dates in the year. If…
- What will you do with the last few months of 2012?
There’s a lot you can do to leave the current year on a good note and set up the next year to produce better results. There are just over 70 days to the end…
- Quick ideas for fast marketing results
As you start to develop your marketing strategies and begin to implement the work required, progress is 0f course being being made but some things take time to…
- Develop a core marketing message
Central to any company’s effective marketing is a message that speaks powerfully and consistently to your existing and potential clients. Work through…
- Keep things running smoothly over these shorter work weeks
As we begin a run of three and four day work-weeks in the UK due to bank holidays, how will you ensure that your team stays focused and activities continue…
- Barriers to successful implementation
You allocate time, begin the task(s) and then wonder why things have not progressed accordingly. Here are some of the most frequently encountered…
- Do the hardest things well
If you’re being specific and limiting your service offering to one thing, you would be wise to aim high. Why? If your business is going to be known for…
- If you can’t change it, then use it to your advantage
We hear people say all the time, ‘we’re going to position our business as the market leader.’ We say to them, ‘good luck trying.’ You might think…
- Get to know your competitors
Many companies don’t gather competitor intelligence because they fail to recognise the value of doing so. If you decide that you are going to monitor…
- Spring Clean your Business
It's officially Spring. Birds are singing, flowers are blooming and generally people are happier with the lighter evenings and the dreary winter months…
- Marketing blunders
Despite our best intentions marketing mistakes can and do happen. And they aren’t limited to the ‘little guys’ either. Below are some examples of famous…
- Focus + strategy = success!
The most effective means of driving sales and creating a continual flow of new business is focus. It is easier to focus with a strategy. A good working…
- Marketing communications – going back to basics
Effective communication means getting the point across in the way you intend it to be interpreted, using your selected media platform to its best advantage. …
- Big impact doesn’t have to mean big bucks
Effective marketing campaigns don’t need big-company budgets. By being smart at the outset and taking the necessary time at the planning stage, you can coax…
- 2012 - make this your best year ever
Today sees the UK resume "normal business" following the festive break and as the New Year gets underway, make sure your business isn't left behind. Remember…
- Explore the best way to grow your business with Ansoff’s Matrix
Ansoff’s Matrix was first published in the Harvard Business Review in 1957. Since its publication, it has given generations of marketers and business…
- Insanity: doing the same thing over and over and expecting different results
Do you need to shake up your marketing? Is it still producing results that you are happy with? If so then great but if not, make sure you are not doing the…
- Collecting information on your competitors
Collecting information about your competitors makes good business sense. Here are the 'do's and dont's' of competitive intelligence and the guidelines for the…
- What makes you 'Different' or just 'different'?
What makes you different? Better yet, what makes you Different? Have you really sat down and thought about what makes your product or service Different? Now, I…
- How does your business respond to competitors?
Are you proactive or reactive? Are you inclined to see potential opportunities or notice another failure? Are you actively aware of what your competitors are…
- Do you have marketing myopia?
Theodore Levitt coined this now famous phrase 'marketing myopia' which basically means tunnel vision. Often we are too busy keeping afloat to see the…
- Find out if your product or service is weak…
A quick acid test to find out if your product or service is weak is to write an advertisement for it. Write the ad using your best content - you need a…
- No two services are exactly the same
They can't be, they are delivered at different times by different people, circumstances alone dictate that they must differ. When you ask a director/part…
- Grab those opportunities
Somebody once told me to imagine my path towards a goal as a straight line with A as the start point and B as the finishing point. He told me to imagine myself…
- Your profession is stereotyped
Almost every well-known service suffers from a well-known stereotype. Accountants are humourless. Lawyers are greedy. Collections agencies are…
- The importance of continuity and consistency – maintaining momentum
One of the most difficult challenges of any marketing, communications or business development campaign is maintaining momentum. These activities tend to…
- Differentiators that don’t work
When you explain why a client should use your services, make sure you don't roll-off the following "differentiators". Why? Because they are trite, overused…
- Four strategies for cutting your to-do list in half (article by Michael Hyatt)
Michael Hyatt’s revelations below about time management are very easy to appreciate, and the ‘Two Minute Rule’ from David Allen is a real gem – and so…
- Finding your own and understanding different personality styles
Find out your own personality style by doing a simple exercise People communicate in predictable patterns or styles. There are clues in what people say…
- What do you actually DO?
Forget what business you are in - what do you actually do? When somebody asks you this question, most people respond like this: "What is it you do?" "W…
- Throw out the rule book!
Who decided the way your industry should work? Give yourself permission to think in a different way. There are no rules so throw out the book and…
- Are you stereotyped?
I mean in the eyes of your prospects? When I think about the following jobs, I automatically associate characteristics with people who work in those roles -…
- Differentiators that do work
Following on from last week's post Differentiators that don't work I wanted to talk today about those that do. You need to distinguish yourself by focusing…
- Personality styles – descriptives common to each
Here are some attributes usually associated with the different personality styles. DRIVER DeterminedThoroughDecisiveResponsible PushyDominatingHarshSev…
- How you can deliver to each personality style
Whether you are a driver, amiable, expressive or analytical personality style, this grid will help you to understand what a person with a given style is…
- Friday 13th
- Category: Research (6)
- Surveys made easy
Surveys made easy with Survey Monkey Survey Monkey is a great tool to gather information from your customers, prospects, colleagues or partners. It’s easy…
- Get to know your competitors
Many companies don’t gather competitor intelligence because they fail to recognise the value of doing so. If you decide that you are going to monitor…
- Marketing blunders
Despite our best intentions marketing mistakes can and do happen. And they aren’t limited to the ‘little guys’ either. Below are some examples of famous…
- The power of asking the right questions
The power of asking the right questions The best way to learn about your clients (or prospects) is to get them talking about themselves. The more…
- 10 things you really need to know about your competitors
Having competitors is a fact of life for most businesses; few can genuinely claim they have none - and if they do they must question why. You have to be…
- How does your business respond to competitors?
Are you proactive or reactive? Are you inclined to see potential opportunities or notice another failure? Are you actively aware of what your competitors are…
- Surveys made easy
- Category: Resources (11)
- Doodle - great tool for scheduling events
This is a super free tool and is quick to create an account. It lets you schedule meetings and events and you simply send a link for your event to those…
- QR Codes. QR What?!
A QR code (Quick Response code) is a machine-readable barcode that is designed to be read by smartphones. It is a two-dimensional code that is able to…
- Do you have Klout?
Measure your own Klout! Rob Baker of Artisan Marketing Communications brought this tool to our attention. In essence it analyses your social media…
- Generate your own QR code FREE!
This is our QR code to this blog! Go to this website to generate your own for use on your marketing material.
- Manage your desktop social media from one place
This week I thought I would share some useful tools that make life that little bit easier. Seesmic is a really useful desktop tool that allows you to…
- Get your chosen image to follow you anywhere on the web
Whether its a logo or a photo if you comment on blogs, websites or are involved in social media where your image is displayed against your profile, sign up to…
- Quora - think Wikipedia, but different
http://www.quora.com/ Quora is a website where you can ask, answer and edit questions once you're registered. You can follow people who talk about what…
- Stumble onto great web pages
StumbleUpon allows you to set your personal preferences about they type of websites you are interested in viewing. You can install the StumbleUpon toolbar on…
- Dropbox - a simple and effective tool for sharing files
Dropbox is a great tool with multiple uses. I use it to back up blogs, "park" files I'm going to need at clients' instead of bringing my laptop or memory…
- Get the most out of your website or blog using Google Analytics
Google Analytics can help you make intelligent decisions Unless you know and understand who is visiting which pages of your website and / or blog and what…
- How to use QR Codes to make your marketing more effective
Here are 9 ways to use QR codes effectively in your marketing: Increase online sales. Drive traffic to your website. QR codes can link to…
- Doodle - great tool for scheduling events
- Category: Strategy (15)
- What will you do with the last few months of 2012?
There’s a lot you can do to leave the current year on a good note and set up the next year to produce better results. There are just over 70 days to the end…
- The power of one
Good marketing starts with good positioning. Here are some very simple things you must do to achieve success for each project or campaign. Make noise to…
- Do the hardest things well
If you’re being specific and limiting your service offering to one thing, you would be wise to aim high. Why? If your business is going to be known for…
- If you can’t change it, then use it to your advantage
We hear people say all the time, ‘we’re going to position our business as the market leader.’ We say to them, ‘good luck trying.’ You might think…
- The value of a good case study
Stories appeal to us, we like dramatic narratives. We can relate to them and generally find them interesting and sometimes entertaining. Since the time of the…
- Focus + strategy = success!
The most effective means of driving sales and creating a continual flow of new business is focus. It is easier to focus with a strategy. A good working…
- What is strategy?
We are often asked to define what we mean as strategy. It provides a sense of unity, direction and purpose for an organisation and the marketing strategy…
- Positioning yourself in the market
We work with many clients who assumed they were positioned at a certain level in their chosen markets. However, when you start to analyse the market dynamics…
- Bringing new products to the market
A 10 step plan on how entrepreneurs can deal with their ideas, how to execute them well and how to get other people on board with your ideas.
- Small business marketing strategies for tackling larger companies
Establishing your business as an alternative to the market leader in your business, and building personal credibility that can be transferred to your small…
- Being the (second) best
The benefits of employing a “Pepsi” strategy for your small business. There may be a great opportunity for competing agents in taking up an alterative…
- Collecting information on your competitors
Collecting information about your competitors makes good business sense. Here are the 'do's and dont's' of competitive intelligence and the guidelines for the…
- 3 tips to shake up sales
Here are three things you can do today to shake up your business and stir up some sales if you find yourself in a slowing market.
- Give your customers a reason to listen to you
Often, your business’s greatest competition isn’t from other businesses who want your customers but rather from life and the hectic pace of things. As you…
- 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…
- What will you do with the last few months of 2012?
- Category: Technology (2)
- Manage your social media from your desktop
If you are tired of switching between LinkedIn, Twitter and Facebook to find out the latest news and what your contacts are doing think about installing a…
- Life without email or internet access – does this delight or terrify you?
I would be in the terrified camp! Although I can see some benefits as I have to turn Outlook off when I need to concentrate on the job in hand because I am…
- Manage your social media from your desktop
- Category: Uncategorized (3)
- There's something new coming out every week - where do I start?
It is easy to get overwhelmed when you are trying to pull a marketing strategy together for your business. You are living and breathing it and sometimes you…
- How to improve the performance of your sales force
It is far easier to sell something you believe in. If your sales force is struggling, it may be that they lack conviction or a unified belief and vision. Your…
- Buyer beware - What sounds like a good idea sometimes isn't
Lately I have been doing a lot of research for one of my clients - mostly on various online marketing or promotional opportunities they have been aproached…
- There's something new coming out every week - where do I start?
- Category: Video (2)
- Understanding Search Engine Optimisation
Learn about why is SEO is important and how you could see changes in your performance overtime by staying committed to your SEO as an ongoing process.
- The benefit of video for SEO performance
The benefit of video content might not be immediately apparent to everyone; but as soon as you consider that YouTube is the second largest search engine behind…
- Understanding Search Engine Optimisation
- Category: Websites (9)
- “Mobilegeddon” is coming on April 21 – are you ready?
"Mobilegeddon" is happening soon with a date of April 21. Are you ready? If your website isn't mobile friendly by April 21, you will notice a dramatic decline…
- Stumble onto great web pages
StumbleUpon allows you to set your personal preferences about they type of websites you are interested in viewing. You can install the StumbleUpon toolbar on…
- Understanding Search Engine Optimisation
Learn about why is SEO is important and how you could see changes in your performance overtime by staying committed to your SEO as an ongoing process.
- Websites – if your content isn’t relevant, forget it!
Having a successful website requires you to align your content with the needs of your target audience. No matter how visually attractive your design may be…
- The benefit of video for SEO performance
The benefit of video content might not be immediately apparent to everyone; but as soon as you consider that YouTube is the second largest search engine behind…
- Promotional domain names
Often we work with clients to promote new services, seminars, events or launches as part of their marketing strategy. If we are developing a campaign-specific…
- Get the most out of your website or blog using Google Analytics
Google Analytics can help you make intelligent decisions Unless you know and understand who is visiting which pages of your website and / or blog and what…
- The importance of customer testimonials
We've all been to the website of 'Company A' and clicked on the page that says "see what our customers say about us" and have seen the following: Great…
- Simple techniques to improve search engine ranking
Keyword optimisation is one way to improve your search engine ranking and you don’t need to be an expert to make some simple improvements on your use of…
- Category: SEO (4)
- “Mobilegeddon” is coming on April 21 – are you ready?
"Mobilegeddon" is happening soon with a date of April 21. Are you ready? If your website isn't mobile friendly by April 21, you will notice a dramatic decline…
- Understanding Search Engine Optimisation
Learn about why is SEO is important and how you could see changes in your performance overtime by staying committed to your SEO as an ongoing process.
- The benefit of video for SEO performance
The benefit of video content might not be immediately apparent to everyone; but as soon as you consider that YouTube is the second largest search engine behind…
- Simple techniques to improve search engine ranking
Keyword optimisation is one way to improve your search engine ranking and you don’t need to be an expert to make some simple improvements on your use of…
- “Mobilegeddon” is coming on April 21 – are you ready?
- “Mobilegeddon” is coming on April 21 – are you ready?
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