I believe one of the biggest leaks in a sales process rarely sits in the pricing, the proposal, or even the close itself. It starts much earlier – when the message your prospect first heard in your marketing suddenly changes once, they enter your sales process. This is where many otherwise capable businesses lose momentum….
In today’s crowded market, it’s not the best product or the cheapest service that wins. It’s the business that communicates the clearest. We’ve all heard that attention spans are shrinking, competition is increasing, and the cost of acquiring new customers is rising. But behind all that noise is one truth most businesses ignore: If people…
One of the most crucial steps to building a successful business is understanding exactly who your ideal client is. In a highly competitive market, connecting with the right clients – those who truly align with your values, vision, and the products or services you offer – can make all the difference. Your ideal client will…
Since I got involved with advertising in the late eighties, I’ve always believed that the best form of marketing focuses on the emotional needs of your prospective customers. It should never be about pushing products or services onto people; it should be about pulling them in by addressing their needs and desires. Instead of trying…
Many people come up with what they think is a good idea for a business. Some will really fly, others simply don’t get off the ground. Let’s face it, without customers, we don’t have a business and so knowing who these customers are likely to be and how we are going to communicate our offer…
There were 835,494 new businesses launched in the UK in 2020, a 41% increase on 2019, when 591,924 were registered. Great news on the face of it, however according to the latest figures from the Office for National Statistics, around 80 per cent of UK companies fail within their first year. So, how do you…