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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.
Tag Archives: referral marketing
One morning a man decides to go fishing, after all it’s a perfect day for it. He packs up his things and grabs a crate of beer. He arrives at a peaceful spot on the river bank, cracks open a … Continue reading
1. The Great Law Do a great piece of work and the rest will follow. One good thing leads to another. 2. The Law of Creation You have to put the work in to be good at anything. Keep creating. … Continue reading
“All anyone asks for is a chance to work with pride. Put a good person in a bad system and the bad system wins, no contest.” Deming I am a William Deming fan he devised amongst other things 14 points for management. And … Continue reading
Agencies often come up with wish lists to create direct marketing campaigns. Normally a variation on e-mail, direct mail follow-up telephone calls and so on. The criteria for the list is usually something like BANTS (budget, authority, need, timing) job … Continue reading
I remember a tweet, or was it a linked-in comment, from Tom Godwin who works for Havas, who wrote the often stolen meme – “Uber, the world’s largest taxi company, owns no vehicles. Facebook, the world’s most popular media owner, creates no content. … Continue reading
I think new business can be split up into stages like Texas Hold ’em poker. However the main reason I like the analogy is because in business like poker you are dealing with imperfect information. You just don’t know … Continue reading
Above is typically how an agency’s clients are distributed. It is a negative binomial distribution (NBD), sloping down from left to right. It is what Byron Sharp in his award-winning book How Brands Grow found to be the distribution of … Continue reading
I’m trying to show agency owners the problem with being proactive with new business via telemarketing and direct marketing that can end up with them being fooled by their own numbers.. This is not an article about how you should improve … Continue reading
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