business team standingI was working with a client recently and I came upon a recurring problem.

The client was a well-established, family run business with a large turnover and several different departments selling different products to different customers. To give them an idea of how being very specific about who your target market is, we were doing a who-would-be-your-dream-client exercise. [click to continue…]

ColumboThere’s something stunningly crass about asking for referrals before you’ve even delivered the most basic service to a new customer. And yet so many people do it.

Known as ‘The Columbo Close’ after the TV detective who would be on his way out of the door, before turning around and, with his immortal words, delivering the knockout blow that would unmask the villain of the piece. In the sales world, the villain of the piece is the salesman who finishes off his sales pitch by asking ‘one more thing’. [click to continue…]

Put down your kindle

by Ewan Sturman on November 7, 2013 · 0 comments

Joined in businessI was recently sitting on a train waiting to come home from an exhibition in London. I had a seat but the train was starting to fill up. That dreaded feeling started in the pit of my stomach. You know the one. Who is going to sit next to me? I tried spreading my stuff out as much as possible which put a few passengers off but it would only work for so long. So I put my stuff away and got out my Kindle to use as a protective barrier and to show the unwanted passenger that I didn’t want to talk. [click to continue…]

3 ways to get more business from your referral group

by Richard White on October 18, 2013 · 0 comments

Thumbs UpReferral groups can be an excellent source of sales leads for your business. But what if you run a business that is much harder to refer business to? For example, you do something very specialist like horse dentistry, or you only do business with large companies. If you are doing all the right things and yet not getting enough business from your referral group, consider also asking for these three types of referral: [click to continue…]

Why Saying Less Could Ensure You Are Referred More

September 5, 2013

If, while you’re reading this blog, one of your friends, family or business associates found themselves face to face with someone you would want to meet, would they know? Would they think of you, recognise the connection, understand why and know what to say?

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How to turn a contact into a referral gold mine

June 19, 2013

Most people are in a network of some kind, whether it is professional networking or more of an informal networking group. But one common miss conception in all networking groups is this. “I need to meet loads of new people and contacts”. The good news is that you don’t.

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Being Specific is Easy!

May 29, 2013

Part 1: Business to Business Any good networker will know the importance of being specific when networking – whether in a formal presentation to a networking group, in a 1-1 meeting, or in a general open networking context, being specific will bring more opportunities for referrals and business.

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How to spot your next potential customer on LinkedIn?

May 2, 2013

Most of us, at some point in time, will have been part of a conversation where someone has said ‘I really need some help with x,y or z?’ Perhaps they’ve been explicit and told you that they need to find a bouncy castle by next Sunday for their daughter’s birthday party. The list of things we can be asked to help find by our friends, family and colleagues can be quite overwhelming sometimes and I know that occasionally I feel a bit like a telephone directory, doling out the contact details of the butcher, the baker and the candlestick maker.

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