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Listen up! The number 1 reason you’re not getting face-to-face sales

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No one wants what you sell. Honestly. No one truly wants a coach, an interior designer or a VA. No one wants a yoga teacher, a photographer or a lawyer. If you’ve been in business a while, you’ll have been told plenty of times that you should be selling a dream or a vision. You don’t sell an interior design, you sell a dream of a home. You don’t sell legal contracts, you sell peace of mind. But why is it so hard to do? It’s because everyones dream is ... Read More »

The art of selling: How to have the sales conversation (part 2)

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Did you know that just 2% of business owners close a sale the very first time they meet a potential client? The other 98% discover that clients make a purchase only after some degree of know, like and trust has been established. Savvy business owners recognise they need to learn more about their future clients, and be open to helping them solve some of their issues, before working with them as a paid client. This is a much more effective method of engaging potential clients in conversation, because it involves ... Read More »

Do you believe in what you’re selling?

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I had read many books, invested (heavily) in seminars and sales training, and yet selling still felt awkward, clumsy and – on my worst days – vaguely desperate. Fast forward a year and I’m confidently negotiating mid-5-figure contracts with corporate clients. What changed? My mindset. My story might be very different to yours. I run a service based business in an industry I had no prior experience of, and no relevant network in. I started from scratch, in the recession, in London – the other side of the world from ... Read More »

The art of selling: How to kick-start your sales process – New 3 part series!

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It may not surprise you to know, that there is a process behind effective selling, but would it surprise you to know there is also a process involved in preparing to sell? Some business owners jump right into the selling process without doing the preliminary work that helps maximise their chances of success. At times this hasty approach can work, but for the most part, it will be bound to fail. The simple fact is, no one will buy from you if they don’t want what you’re selling or believe ... Read More »

Why people buy: sex, salvation or success?

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Sarah wearily placed her bag on the chair, and sat down for her coaching session with me, and sighed I never realised that selling would be so hard, and that I would hate it so much. But I know I have to do it or my business will fail. Sadly, Sarah is the not the only one of my clients who dread selling, and I know I hated it when I started my own business 11 years ago. Selling, closing the deal, cold calling, finding prospects were things I never ... Read More »

Is your brand in need of an evolutionary or revolutionary change?

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Have you ever found yourself looking at your business branding and thinking it’s time for an overhaul, a reassessment or a refresh? Your business could just be in evolution or revolution mode. A business brand is a living entity. As it evolves and matures over time you’ll find yourself going through phases of reassessment to ensure your business remains true, articulating its authentic personality and values in alignment for the products and/or services it stands for. Brand evolution is when you are looking to make small, incremental changes, tweaks to ... Read More »

Marketing: Getting back to basics

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Amongst other more lengthy descriptions, the Chartered Institute of Marketing defines marketing as “The management process responsible for identifying, anticipating and satisfying customer requirements profitably”.  It’s all about getting the right product or service, to the right people, at the right time, in a way that suits them and is at a mutually beneficial price. Without proper marketing it’s difficult for a business to get close to its customers and give them what they want. The good news is that many small businesses are already applying the basic marketing principles ... Read More »

Are your customers ignoring your marketing?

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Chances are your marketing is not being seen by your target audience.  The sheer volume of marketing messages vying for people’s attention on a daily basis is now so great that customers are developing sophisticated screening-out capabilities… without even realising it. Marketing commentator, Philip Graves wrote recently that marketing campaigns which rest heavily on defining ‘added features and benefits no longer matter [to consumers] because purchases are dictated by the unconscious mind rather than the conscious, rational one’.   Meaning, your customers don’t have time to read marketing campaigns and have ... Read More »

Think there is no such thing as free PR? Think again…

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When it comes to marketing, if you’re a small business owner or sole trader your mantra may well be ‘affordable yet effective’. We all want to get the word out about our businesses, but doing it without spending a fortune is generally key. Which is just one of the reasons PR is often dismissed by many entrepreneurs. Too expensive? Too difficult to do on your own? Too inaccessible? There are a host of misconceptions about PR. But the truth is, getting media coverage for your business is a brilliant way ... Read More »

Build your own raving fan base with a workshop event!

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Would you like to attract more clients? Increase your sales? And build your credibility while growing your fan base at the same time? Most of us would and setting up a workshop is a really great way to achieve all of the above. In fact, there is nothing so effective in building your brand and raising visibility than running your own event. But if something is worth doing then it is surely worth doing well, so in this article we’ll be looking at how to maximise the potential of running ... Read More »

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