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Blog introduction… lorem ipsum dolor sit met, consectetur adipisicing elit, sed do eiusmod tempor incididunt ut labore et dolore magna a liqua. Ut enim ad minim venom, quis nostrud exercitation ullamco laboris nisi ut aliquip ex ea comido consequat. Luis aute irure dolor in reprehenderit in voluptate velit esse cillim dolore eu fuggita nulla pariatur. Excepteur sint occaecat cupidatat non proident, sunt in culpa qui animé id est labour. [/]
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Upsell: hate the word – but know it makes complete sense?
Personally, I think upsell is a horrible word. Just horrible. But I also know that actually doing it can make a real difference to business growth. In my mind, the word upsell conjures up images of a greasy-haired salesman (with pound signs in his eyes instead of pupils) following me around with a sickly grin and a wheedling tone… “Now let’s…
Read moreDo you need lots of new clients – or just a few of the RIGHT, NEW clients?
It’s very easy to believe that lots more clients is exactly what you need. Of course it is. After all… Lots more clients means lots more income. Lots more clients means you can pay your staff and suppliers. Lots more clients means you can take on an extra pair of hands. Lots more clients means you can pay yourself properly…
Read moreHow to write a marketing strategy – the simple way.
When you want to create a marketing strategy, where the heck do you start? And, before we even get on to that… (What actually is a marketing strategy anyway?) I mean, really. What is it? There are so many complicated definitions for marketing strategy. They tell you all about products, goals, focus, customers, services, markets, positioning and profit potentials – and could have…
Read moreHow getting speaking slots at events worked for one SME
There was once a small B2B consultancy firm in Hampshire. For them, prospects – just like buses – would fail to materialise when they really needed them. And then – as soon as they were busy – prospects would magically appear in threes, all wanting help at the same time. What this firm had was too much feast or famine. What they…
Read more3 absolute must-dos before you commission a website
Deciding to build or commission a new website before you’ve got your positioning sorted is a bit like building a shop before you know what you’re going to sell in it. I mean, my thinking is that a shop really ought to look, feel and work pretty differently depending on whether you’re selling fish or shoes. For example. Or, legal highs or accountancy services……
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Sample Blog Post #2
Lorem ipsum dolor sit met, consectetur adipisicing elit, sed do eiusmod tempor incididunt ut labore et dolore magna a liqua. Ut enim ad minim venom, quis nostrud exercitation ullamco laboris nisi ut aliquip ex ea comido consequat. Luis aute irure dolor in reprehenderit in voluptate velit esse cillim dolore eu fuggita nulla pariatur. Excepteur sint occaecat cupidatat non proident, sunt in culpa qui officia deserunt. [/]
Read moreSample Blog Post #1
Lorem ipsum dolor sit met, consectetur adipisicing elit, sed do eiusmod tempor incididunt ut labore et dolore magna a liqua. Ut enim ad minim venom, quis nostrud exercitation ullamco laboris nisi ut aliquip ex ea comido consequat. Luis aute irure dolor in reprehenderit in voluptate velit esse cillim dolore eu fuggita nulla pariatur. Excepteur sint occaecat cupidatat non proident, sunt in culpa qui officia deserunt mollit animé id est labour. [/]
Read moreSeparate client development from new business to win more work
If you are a person working on client projects – but with added responsibility for bringing in new business – work can be a bit squeezy. First off, you have one, and only one, job. Look after the clients you have Because (and we all know this, but I’ve got to say it anyway), without them you haven’t got any work, Ergo,…
Read moreThree new clients a year can be all you need to grow
You’re forecasting your new business revenues for the next financial year. You’re trying to imagine what that looks like in terms of actual new clients. You assign some sort of quantity of new clients – and what ballpark revenue they might bring in – to the detail of the forecast. Then you double it, add some, pick some numbers out of the air and write them down…
Read moreBetter qualification will improve your sales pipeline
“I’ve done it!” Yelled a client at me down the phone. “I’ve started a sales pipeline! I’ve got 158 leads in my database!” “What sort of leads?” I asked her. Never one to let my clients do a half-baked job. “Perfect ones,” she retorted gleefully. “You’d be so proud of me,” she continued. “They’re all headteachers, deputies and SENCOs!” (Decision makers, buyers and…
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