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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: new business agency
This is a guest blog, well two info-graphics from Steve Hacking who is the CEO of Kardelen. Logic trees or critical thinking is a method to make sure what seems like a good idea is torture tested and then there … Continue reading
Being persuasive is a pretty handy skill to have. Useful in business for obvious reasons but in life in general. How do you persuade someone? How do you get people to make a decision in your favour? Is it … Continue reading
I love the phrase ‘The Reluctant Consultant.’ Let me explain what it means to me. To begin with we need to look at the word ‘Consultant’ – what’s one of them? It seems like everyone is a Consultant of some … Continue reading
Death of the salesman? It is amazing the amount of things you can buy today without meeting a sales rep / new business person. I bought conveyancing online and it was great and it was dead cheap. I bought it … Continue reading
Column Thinking – is a lead qualifying tool. A way of thinking really, to determine whether you are likely to win a piece of new business or not. You’re attempting to imagine what the buyer is most likely doing behind … Continue reading
This is a response to an article I recently read in PR Week – see here My point is you’ll never understand selling unless you understand buying. How people buy (creative services) is where you should take the majority of … Continue reading
This is an updated blog post from June 2013. I love it so much for its clarity. I thought it well worth an update for 2015. I actually have a really fond memory of meeting an MD in 2013 and … Continue reading
Psychologists or Behavioural Economists as they now like to be called have used a logic task called the Wason Selection Task as a measure of people’s reasoning powers. It is one of those pesky little tests that ‘they’ use to prove we are not … Continue reading
I recently met up with an agency head. We’d met before, when he was looking for help with lead generation. Alas we didn’t win his business then. All water under the bridge. However, he did tell me what had happened … Continue reading
(Clip features – Mahan Khalsa – Let’s Get Real or Let’s Not Play: Transforming the Buyer/Seller Relationship) How do people make decisions? Okay, how do we make business decisions ? Okay, how do you get a marketer to choose your agency? It’s not a … Continue reading