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Too often today we see new business people running around like blue arsed flies, chasing their own tails, wearing rose tinted spectacles about every single opportunity that hits their desk.
The more meetings they go on the worse it gets. The more spam that has to be mailed out to generate more unqualified opportunities that do little more that keep your hand in with PowerPoint. Spurred on often with a barrage of cliches, if at first you don't succeed and it's a numbers day, all the way up to your P45.
Most articles will look at the smartest ways of going about new business in today's competitive marketplace. Much emphasis will be on referral marketing; face to face skills (what we used to call sales skills); how to save time and money by qualifying opportunities properly and how to create solid, quantifiable client servicing programmes. So your business grows the way you'd like it to, like a flower not a sandcastle.
Your dreams, desire and expectations are yours to keep, don't let anyone take them away from you. Success is not perfection. You always have a choice. Have fun, nobody gets out alive.
Category Archives: Customer Service
Let’s pretend for a second or maybe a bit longer, that we, well I, met an alien from another planet, well is there any other sort? And fortunately as coincidence would have it, ‘it’ speaks the same language as us. … Continue reading
No need for words. This work was done by Jason Healey – and I have half-inched it from here. Ever felt like that in a meeting?
A town called Cold Call. I pick up the phone to make some calls, It’s my job and boy do I know the rules. I phone around telling people we’re great, Even though it’s a cold call they’ll probably hate. … Continue reading
Too often when the chips are down in an agency, it’s the new business function that’s singled out for a gold old kicking. Not so much a kicking, more of a fist pumping speech from an owner or CEO and … Continue reading
The phone rings, displaying a central London telephone number. I let it ring three times, while I consider who it is likely to be. A pointless task, so I pick up, “Good morning, Teeming, how can I help you?” A … Continue reading
Why did we stop doing what we were doing? *Scoops gold fish and reads aloud.* With the world of marketing being so competitive these days, surely you have noticed too. Quite frankly an over supply of agencies all competing for … Continue reading
Most agency business growth is gained from a referral in one form or another. True? Be it you’re being referred from one company to another (external) or referral within the business (internal), to work on other brands or projects within … Continue reading
#7 – Know when to ask for referrals Make time to spend time with your clients at the right time! When you do this you will be able to talk about your work with them, your business and approach the … Continue reading
#6 –Not knowing your client’s goals and ambitions Do you really know your clients inside and out? Usually when I pose this question during a seminar, everyone says, ‘yes, yes, of course’! Then I ask, ‘ Do you know their … Continue reading