Handling Customer Queries

Customers are the lifeblood of your business. However, once you have their money and provided them with the product or service, do not expect them to go away? They will return with enquiries, questions, problems and, hopefully, other opportunities to develop revenue....

Turning Customers Away – Why?

I'm finding it increasingly strange what some businesses will do to keep customers away. Last Sunday I was with my family in the city centre (all four of us). Being late in the afternoon and with the great weather I fancied a drink. Having sat down outside a bistro we...

Marketing With A Simple Look In The Eye

A couple of days ago I had the unfortunate experience of having to stand in a queue in a local convenience shop to get a couple of things before guests arrived for dinner. I use the word convenience loosely as that's what they're called more so than what they provide...

Discovering Hidden Value

"What we must decide is perhaps how we are valuable, rather than how valuable we are."  (Edgar Z Friedenberg) It may take a moment to digest the full wisdom of this brilliant distinction. However, for businesses in the future, it's not going to be a case of what is...

Las Vegas

I'm literally just back from a three day business summit in Las Vegas, and apart from the jet lag, the inspiration and ideas are flying around in my head. With it being the first time to visit Vegas, I have to say it's out of this world on a lot of different levels...

Dealing Successfully With Price Objections – Part 2

Most buyers will make at least one effort to test the price. (Don't you?) In part 1 however we learnt to welcome this as a buying signal. We also discussed the importance of getting invited as a trusted partner in the decision-making process - particularly when we...

Dealing Successfully With Price Objections

Few people really enjoy negotiation. Most prefer the discussion of issues that precede negotiation, or the implementation that follows a successful outcome. It's almost a relief when the pricing conversation is over. The discomfort is made worse when the client...

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