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A lot of SME business owners feel they have their firm well positioned, but aren’t sure how that positioning fits with the whole mission, vision, values thing. Others are confident they’ve defined a clear mission with heaps of personality. But still feel that they haven’t quite got there with their positioning. And the danger is, if you’re not clear on both, your prospects won’t be…
Read moreFeeling like you’ve got to reduce prices to try and win a new client is horrible. It saps your energy and enthusiasm for that client and ultimately for your business. And if you do charge less to bring that prospect in, it can set a very difficult tone for your ongoing relationship – where you feel you aren’t being fairly paid for the work you’re…
Read moreMaybe you’ve started with your content marketing, but feel that you’re spreading your resources too thinly over too many channels. Or you’re not sure whether you’re creating the right sort of content to achieve what you want to achieve. Or perhaps you’re raring to get started, but cant quite narrow down the topics to write about, or decide upon which channels to use,…
Read morePerhaps you set-up a LinkedIn account years ago, connected to a few colleagues and contacts at the time, but haven’t done much since. And you know you really ought to be doing something with it. Or you are someone with 500+ connections – including a good amount of clients, prospects and high-level influencers people in your industry. Your profile’s up-to-date and looking reasonable…
Read moreYour sales and marketing plan has been trundling along for a while, doing its thing. Inbound enquiries aren’t quite what you’d hoped, but you’re doing well on referrals and word-of-mouth, so all in all things are going OK. You’re pretty sure most of your customers are happy, and though their annual spend hasn’t grown quite how you’d projected, it hasn’t been that shabby…
Read moreEver been at a sales meeting with a great prospect when they’ve said…“This is all very interesting and your case studies are fine, but tell me, why would we use you?” Ever felt that sinking feeling when a prospect tells you they’re happy with their current supplier, so they’d need a really good reason to switch – can you give…
Read moreFor some, the word selling conjures up uncomfortable images of persuasion, manipulation and control – having to manage a conversation with a prospect to such an extent that you get them to the signed contract before they’ve had time to draw breath. For others, selling is a word they loathe with a passion, often because they hate being sold to – and this puts them…
Read morePerhaps business has been challenging recently – with the departure of a major client, changes in industry regulations or arrival of new competitors – and you want to be confident that your current new business strategy is right. Maybe the business has been doing just fine, but your focus has shifted to faster growth or to preparation for sale, and…
Read moreAre you an SME that has just decided that selecting a CRM (customer relationship management) system – or business development in general – is a priority for the coming year? Or you’ve finally decided to migrate all your prospect or customer data out of the wonderful world of Excel and into a cloud-based CRM system – because you are a growing business that is going to do things…
Read moreYou might not be sure what you should be doing with your own customer or prospect database – or even whether or not you have one. Even if you are sure you need a proper database at some stage, you might have no idea where to start, or it feels like a mammoth task you haven’t got the energy to tackle…
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