Tag Archives: communications

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… in fact, very few will be! The “build and they will come” mentality rarely … Continue reading

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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/partner of a service company, “What makes your service different?” you often get an unclear response. “Honestly, … Continue reading

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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 – righly or wrongly: Double Glazing Salesman – aggressive, hard sell, ruthless

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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 more likely to put some extra grease on there to stop it. Well, … Continue reading

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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 them to know or is it what THEY need to know?

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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 else.  So look at your headline, presentation, format etc.  Is it relevant? I – Interest. … Continue reading

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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 and effective formula for writing a speech as the one outlined below. If … Continue reading

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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.  Many people think hearing is enough.  It isn’t! Hearing does not mean listening. Hearing is … Continue reading

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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 lots of offers and still they don’t buy from you.  What next? Well sometimes … Continue reading

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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 gaffs made by large companies with sizeable marketing budgets and highly experienced teams. It just … Continue reading

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