You can’t help but hear the antagonistic tone of so much communication these days. I know I am not party to every conversation that is happening but through social and traditional media I am witnessing an unwholesome pattern of communication where, when someone airs a view which we disagree with, the almost normal response is … Continue reading Why we need to change our responses
I’m in the process of writing a book on Sales for the Non-Salesy Business Owner. (The working title – not the finished product!) I’d wrestled with whether it was the right thing to do – as why would I, as a Business Coach, recommend that people force themselves to master skills that don’t play to … Continue reading Tackle your sales Nemesis
I'm not big on my work anniversaries or making much noise about milestone events – even though I recommend that clients do! I’ll tell them it gets you noticed. It’s free PR. It rekindles past conversations and sparks new ones. This week LinkedIn has reminded me that I’ve been in business for 14 years. I … Continue reading Time to celebrate?
There is a lot being said about the doom and gloom of January. People are lamenting the gaping emptiness without Christmas celebrations, the pressure to give up alcohol or indeed anything else you enjoy and the sheer darkness of the mornings. But I’m a big fan of January! I love how uncluttered it is. Family … Continue reading January is a great month!
It’s all too tempting to think that the biggest opportunity for improving your business is to get more customers. It might be the right decision – but not necessarily. So how do you know? Take the example of a general car repair garage which has seen a steady decline in sales. A typical, instinctive response … Continue reading How to identify your biggest business improvement opportunities
How many of you, as small business owners, set your prices when you first started your business and now, 3, 4 or 5 years later (or even longer) are charging the same amount? According to the Bank of England inflation calculator, the cost of goods and services rose 16% between 2010 and 2015. In the … Continue reading ‘I’m afraid my clients will leave if I put up my prices.’
One of the activities we do in our business coaching groups is to create the Value Proposition for a specific customer. As a way of explaining the concept we ask the participants to share their thoughts on why they chose to join our group. Cheeky, I know! It gives us free feedback while delivering a … Continue reading Marketing gold dust from your clients
There seems to be a theme to many of the conversations I’ve had recently with owners of small businesses – they’re wrestling with telling the whole truth about just how small they really are. It sounds like this…. ‘I’m worried this client, who is a large corporate, will find out that, actually, we’re just a … Continue reading How to work with the ‘Big Boys’
I completely understand that presenting is something that most people dread. Even those of us who regularly speak in front of large and small groups recognise the mounting nerves which can threaten to hijack the best prepared performance. So why would we make it even more difficult by pointing out to our audience that our … Continue reading How to avoid being your own presenting saboteur