Author Archive

The good life – How to breed profitable referrals

It’s great when a contact passes a quality business referral your way. The lead is often warm, the timing’s good and the sales conversion process is often less intensive compared to a cold prospect. But how [...]

The reality of success

I’ve been following Michel Roux’s TV programme on customer service, a subject that interests me. A motley crew of young people are competing for a scholarship with him. Roux certainly comes across as a very patient [...]

… with every Christmas card I write…

Call me old fashioned, but sending a Christmas card to a valued customer makes real business sense to me – especially nowadays. I don’t mean the electronic variety, which are popping like crazy into an inbox [...]

How to follow up networking events

2010 has certainly been a great year for networking. So many new forums were set up and it seemed for many, networking became a key factor of their marketing and business development activities. But in chatting [...]

Fitting it in

All too often working in our business means we get absorbed meeting customer demands and getting orders processed. But we also need to be marketing and developing our business to ensure it’s still there tomorrow. So [...]

Creating a customer plan

OK so you’ve got a valuable customer or client. They’re one you don’t want to lose. So how do you protect the relationship and ensure you they keep coming to you? Here are 5 tips to [...]

Perfecting under promising and over delivering

We know we need to keep clients and customers happy. But sometimes we commit to unrealistic deadlines, which can cause us to let them down. So instead of over promising and under delivering, why not build [...]

Once upon a time…

Harnessing the art of storytelling in your sales and marketing In March I received two similar looking magazines, slightly unexpectedly. One was a freebie from a lifestyle magazine I subscribe to and featured short stories by [...]

Win more business by getting face to face

I watched the film ‘He’s just not that into you’ the other day. There’s a bit where Drew Barrymore complains to her friend about the pressure modern technology is adding to the dating process. With numerous [...]

Make your recommendations work for you!

Ever felt too shy to ask for a recommendation from a customer? Ever kicked yourself later that what they had to say could have really helped win a piece of new business? Are you concerned that [...]

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