mrwilsd

I’ve been reading a book recently called “Never Lose a Customer Again” by Joey Coleman. It’s all about nurturing and looking after your customers in the first 100 days of them working with you. It also makes the very strong point that very few businesses actually take the time and trouble to do this. We … Read more

Did you know that most lead generation strategies are ineffective? Usually when we speak to clients we find that:  • You’re on a feast and famine roller coaster where some months you’re snowed under and some month you’ve got zero work coming through the door. • You hire a business development manager that they think will … Read more

Do you currently use LinkedIn to get appointments for your business? When we ask this question, here are some of the common answers: 1. Not yet.2. I’ve started to write some articles/blogs and put them out there.3. Yes, I email people when they connect to me.4. I do thank people when they connect to me.5. … Read more

Have you noticed a difference with potential customers over the last couple of years? We’ve been noticing that they’re more savvy. They’ve done their homework – spoken to colleagues, researched the internet, perhaps even spoken to some of your competitors. They know what they’re looking for and what they want to know from you is … Read more

What would you do if all of your work dried up tomorrow? Would you have a back-up plan? Are you in conversation with prospects who could create new work for you? We’ve spoken to dozens of businesses over the years who believe that their one big contract or handful of regular customers are going to … Read more

I don’t know about you, but I think the days are gone when you can just call up a company and request a meeting with the Managing Director. We get at least 10 sales calls a day, so I can only imagine how many the MD of Co-op gets. I’m guessing hundreds. Luckily, he’ll have … Read more

Last week, we were chatting to one of our clients who told us one of the reasons they came to us is because their previous marketing company did this… They sent them out to see a potential client based three hours away from where they were. Two of them went out to this meeting and … Read more

If you employ a sales team, you’ll want to make sure they’re doing what they do best – that they’re out selling, and seeing potential customers. In an ideal world, you don’t want them sat at their desks – not doing what they do best. However, because sales teams aren’t always out selling, and you … Read more

As part of the benefits of being a LinkedIn premium member, you get access to in-mails – these allow you to email potential clients or contacts directly, even if you’re not connected with them. However I’ve heard a few frustrations with in-mails – namely that people who use them don’t tend to get many replies, … Read more

Is this a common complaint in your organisation? You have a sales team and they constantly need leads. One of three things may be happening: • The sales team have to generate their own leads; they have to get on the phone and book their own appointments. This is time consuming and not their real … Read more