Monthly Archives

April 2015

Apr 24
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Are you using the power of Case Studies in your business?

By | marketing, sales training | One Comment

Sales training London Happy ladyAre you using the power of Case Studies in your business?

Small businesses are always looking for ways to increase their reach and compete with the big boys. With that in mind, have you really explored the benefits of using case studies to promote your business?

The Content Marketing Institute has found that B2B marketers are spending roughly 26% of their total budgets on content marketing. This is expected to increase to nearly 60% in the next 12 months.

In a 2012 CMI study, B2B content marketers reported a 70% effectiveness rate for case studies in their campaigns (they work!)

So why should you be using case studies? Read More

Apr 08
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I’m a salesperson – give me a cuddle please!

By | customers, sales training | One Comment
ISMM London - man asking for a cuddleI’m a Salesperson – give me a cuddle please!
I don’t know what you think about people who sell for a living. Perhaps you think we are all pushy, gobby, dishonest, manipulative charlatans. I hope you don’t, but from comments I sometimes hear a fair few of you must think this. I want you to know that sales is an honourable profession. How many jobs do you know where you need to be persistent in the face of constant rejection, pleasant in the face of rudeness, knowledgeable about your own and your customer’s business, able to ask questions and uncover not only the dreams and aspirations of individuals but also discover their greatest fears and worries? Then to cap it all you need to be able to provide a solution in the face of scepticism and then overcome objections about price. That’s quite a lot people.
 
So next time you are confronted by someone trying to sell you something (assuming they are trying hard and at least moderately pleasant) then why don’t you cuddle them? I don’t mean in the literal sense, but you could do any of these things and at least you will make their day a little more sunny:

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Apr 04
0
charge more Tadpole Training

Why you should stop discounting and charge more

By | customers, entrepreneurs, marketing, negotiation, sales tips, Training | 4 Comments

Why you should stop discounting and charge more


When you looked at that heading, did you think ‘no chance!’ Or perhaps you shouted at me; ‘what does she know?’ Certainly, if you are anything like most people in business, you might have some genuine reasons to be sceptical, like:

 

1. I need to give discounts to win business
2. I need money and I need it now – so even if it’s not that profitable, by discounting I do get some cash flow
3. I’ll raise my prices when I’m busier
4. I don”t know how to justify charging more
5. It’s just easier to give a discount
6. My customers can’t afford to pay more

Well, if that is you, then you need to know that, unless you are in the bargain basement discount end of the market, discounting has been shown not to work. These are the main reasons why:

 

1. Someone else will always discount a bit more – so before you know where you are, they have undercut you, then you need to undercut them and so on. The result? Even if you do make the sale, you have totally eroded your profit margin.

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