mrwilsd

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

So you’re writing blogs and articles, sending out emails, even writing the occasional letter, but for some reason you’re still not getting all the leads and appointments you’d like. When you get a referral, great, but they don’t come in every day of the week. What can you do to get more appointments in the … Read more

If you’re like many of our clients, right now, you’ll be getting a lot of your business through word of mouth, referrals and contacts you already know. And that’s great isn’t it? You know that when someone refers a potential client to you, they’re going to be looking for what you offer and are willing … Read more

When I ask people whether they use LinkedIn in their business, their usual answer goes something like this: ‘Well, we add some thought leadership articles to it and we might send out an update but we know we could be using it more effectively.’ If you resonate with the above, then I have some good … Read more