#SmallBusiness60: Episode 7 We live in a time of marketing technology and with it this term "lead generation". It's a term more misunderstood the more it's used around online marketing. SEO, pay-per-click and online funnels have created a whole industry of self-titled "online gurus". They're people who claim to teach you how to fill your […]
#SmallBusiness60: Episode 6 Pricing, getting paid, acting quickly, having control, and overcoming resistance... We've covered a few high-impact topics in just our first five #SmallBusiness60 episodes. But without sales clarity - both for you and your prospect - we can't do any. And without it, our prospect will always just do what they've always done. […]
#SmallBusiness60: Episode 5 Do you ever encounter sales resistance from your prospects? In their book, 'Switch', authors Dan and Chip Heath explain that "resistance is created through a lack of clarity.” Yesterday, I talked about having control in the relationship with your prospects and clients. In episode three, I talked about speed. But with all the […]
#SmallBusiness60: Episode 4 When you're driving down the road, you can lose control and focus for any number of reasons: The kids arguing in the back; That singalong tune on the radio, or; An unfortunate encounter with Ronnie Pickering (remember him?). Just like the ways you can lose control and focus when driving, the same can […]
#SmallBusiness60: Episode 3 Every year over 600,000 businesses in the UK experience problems with late payments. On average, small businesses spend an extra four hours per week managing them and chasing them. In Xero's December 2018 small business insights report, just half of UK small businesses were cash-flow positive, and it took on average 38 […]
#SmallBusiness60: Episode 2 Have you ever felt that you spend longer in conversations with prospects than you think you should be doing? And giving more advice upfront than you'd prefer to, just to make the sale? The military will 'fire its big guns early' to make an impact in battle. And there's a lot to […]
#SmallBusiness60: Episode 1 The first thing a visitor does on your website is check your service can solve the problem they have. But the next question they’ll have is “what will this cost me?” Pricing your services is one of the biggest dilemmas for client services businesses, and your pricing page is typically the second […]
