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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: Sales
Sam Harris makes an interesting point here – that people often prefer to change their mind in private. Rather than do it when they are face to face with you. This should be interesting to new business people. If you are face … Continue reading
I have just read Meno. It is one of Plato’s dialogues. Socrates has a conversation with Meno about whether a man can be taught virtue or is it a result of practice or is it in one’s nature? And is … Continue reading
There are some poker terms that I think agencies could learn from, particularly those with tasked with business development. Today’s word is ‘Fish’. It is a term to describe a poker player that is clueless, sloppy, makes silly mistakes and losses … Continue reading
This is an elaboration and variation on one of my favourite stories that agency front people should be able to relate to. Have you ever sat in front of a prospect who is checking your creds, then this is for … Continue reading
So there you have it, you can fold a piece of paper more than 7 times. Err brilliant. I am starting a new series of blog posts because there are some many annoying myths circulating our business these days or BS … Continue reading
If you’re in new business you really should listen to the whole of the video and think about its findings. I hope you learn something and are able to change the way you go about doing new business. If you … Continue reading
I am a big fan of a blog written by Bob Hoffman called the Ad Contrarian. He has a passion for calling bullshit on bullshit. How hard can it be these days to do tha? Yet he does it well … Continue reading
The journey for many to Waterstone’s or Amazon to select a self-help book is to increase ones self-esteem and the pursuit of happiness. And I have read more than most. From Think and Grow Rich by Napoleon Hill the classic really, … Continue reading
I would strongly advise anyone concerned with new business, especially those who run agencies read a book called Money Ball by Michael Lewis, the film is good too but doesn’t get into the detail of how to re-evaluate your prejudices … Continue reading
I recently read this great article about pitching that compares it to the destructive behaviour in abusive relationships. Click here to read it. I also noted in Rory Sutherland’s book Wikiman that he quipped that people in agencies often prefer … Continue reading