Eat your own dog food!

by Richard White on April 2, 2013 · 0 comments

Dog CookiesI recently overheard someone at a business networking event use the expression “Eat your own dog food!”

It was a curious expression and I had not heard it before so I looked it up on Wikipedia and it appears it is quite a widely used expression in certain circles. Its origin is a little uncertain but it is a more colourful way of saying “practice what you preach”.

The person I overheard was talking to a marketing expert whom I know is struggling to find clients. One look at the appearance of the marketing expert would tell you that he knew nothing about personal branding. After a few sentences you would realise he knew nothing about marketing communications. His business card was one of those flimsy ones that you get for free off the internet. Get the picture?

Would you hire a disorganised Virtual Assistant to help you get organised? Would you entrust your IT support to a company that never answers the telephone and always lets it go to voicemail? Would you engage a web designer with an awful website full of broken links?

As a sales consultant and author of a book on business networking, I am always aware that my expertise is being judged by the way I network and sell as much as what I say.

Credibility is the currency of business networking and a critical factor in sales. Without credibility we are unlikely to get many referrals and we will really struggle to close the sale.

In these challenging economic times we need to ensure we have all the bases covered. One of those bases is eating our own dog food!

Richard White
Richard White is a sales coach and trainer. He specialises in helping IT consultants win more sales through effective networking. Richard is the author of ‘The Accidental Salesman Networking Survival Guide’ and is a highly sought after speaker on the subjects of networking and soft selling.

How to use the social networks to increase profitability?

by Linda Parkinson-Hardman on March 22, 2013 · 0 comments

Side view of a young boy using laptop isolated on white backgrouMost people believe that the social networks are only about attracting new clients and customers. I’d beg to differ and thought it might be helpful to share a few of my own guidelines about how you can use a social network to increase your profitability.

First of all, I’d like you think about what you want to achieve from your online activities? I’ll bet it’s almost certainly increase the number of customers you have. After all the purpose of marketing your business is to grow it, right? But as you already know there is more than one way to grow a business, and increasing profitability is just one of them. [click to continue…]

What’s the story?

by Sandra Hart on March 13, 2013 · 0 comments

What is your story?I went to University in Dublin, a favourite greeting there is “What’s the story?” which is sometimes shortened to “story?”  Being from the Mayo, deep in the west of Ireland, when I went to Dublin first I wasn’t used to the “North Side” accents and really didn’t know what most people were talking about for a few weeks, I thought it was some sort of Gaelic slang!!

Really when you think about it, we love telling each other stories, years ago we had professional storytellers in Ireland sitting around fire places recanting stories and telling tales. Now we have great speakers who do the circuit mesmerising audiences with their story, empowering others with their experiences. I remember hearing Bear Grillis years ago speak of his adventures; it was as if we were all there with him on the journey. [click to continue…]

Waiting for things to happen

by Andy Lopata on February 15, 2013 · 0 comments

Business people planningOver the years I have run many seminars and training sessions on referrals strategy. I have asked a lot of business audiences where their best and most effective new leads come from and the vast majority will always reply ‘word of mouth’, ‘recommendation’ or ‘referral’. Yet, when I ask specifically for them to describe what strategy people have in place, I am met with blank looks.

On the whole, companies believe that if they deliver good service, their customers will refer them naturally. This is a passive approach, and in reality quality referrals are unlikely to be forthcoming. [click to continue…]

Smile please!

January 21, 2013

I’ve recently started to mentor a business owner who needs more sales, not just to make a profit, but just to stand a chance of staying in business.  Now there are a number of things that we need to work on urgently, and one of the most important is the marketing of the business. The simple truth is that the business is a good one; it just needs more sales.  The trouble is, however good a business you may have, without sales it’s dead.  So, the marketing of any business is the key to its success.

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Leading by example

December 31, 2012

You know you are very talented at what you do. So how do you make it sound exciting when networking and avoid eyes glazing over? How do you get people to think of good referrals for you even though they have not got a clue what’s involved in doing what you do? The answer is to stop talking about your services and start giving example stories of your clients and the problems you have solved for them.

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What is this networking thing?

December 27, 2012

“Networking – that’s not for me. Cheesy American rubbish! You can’t get business just by chatting to people, besides I’ve got better things to do with my time. Trust me; it will never catch on…” I’ve had all these thrown at me in the past and I still probably hear one similar phrase a week dismissing networking as new age nonsense. But let’s look at this a bit closer and see whether networking is new or American, or whether it even works.

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Naughty or nice – what difference does it make?

December 24, 2012

A couple of years ago my two young children were writing to Santa, they both asked for a surprise on their list. Santa came up with (what Mammy thought was) a lovely surprise for each of them, for Matthew a “Ben 10” blanket and for Katie a “Dora the Explorer” blanket, lovely snuggly cosy blankets…….. Mammy’s and Santa’s idea of a lovely surprise…..NOT as it turns out, so exciting for the kids! They had toys in mind!! Two years have passed and letters have been written to Santa….none have since included even a sniff of a surprise, they are not [...]

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