All things new biz Posts

Personally, I think upsell is a horrible word. Just horrible.  But I also know that actually doing it can make a real difference to business growth. In my mind, the word upsell conjures up images of a greasy-haired salesman (with pound signs in his eyes instead of pupils) following me around…

New business

New business

When you want to create a marketing strategy, where the heck do you start? And, before we even get on to that… (What actually is a marketing strategy anyway?) I mean, really. What is it? There are so many complicated definitions for marketing strategy. They tell you all about products, goals, focus, customers,…

Marketing

There was once a small B2B consultancy firm in Hampshire. For them, prospects – just like buses – would fail to materialise when they really needed them. And then – as soon as they were busy – prospects would magically appear in threes, all wanting help at the same time. What…

New business

Deciding to build or commission a new website before you’ve got your positioning sorted is a bit like building a shop before you know what you’re going to sell in it. I mean, my thinking is that a shop really ought to look, feel and work pretty differently depending on whether you’re selling fish…

Positioning

New business

You’re forecasting your new business revenues for the next financial year. You’re trying to imagine what that looks like in terms of actual new clients. You assign some sort of quantity of new clients – and what ballpark revenue they might bring in – to the detail of the forecast. Then you double it, add some, pick…

New business Sales

“I’ve done it!” Yelled a client at me down the phone. “I’ve started a sales pipeline! I’ve got 158 leads in my database!” “What sort of leads?” I asked her. Never one to let my clients do a half-baked job. “Perfect ones,” she retorted gleefully. “You’d be so proud of me,” she continued.…

Sales

A lot of SME business owners feel they have their firm well positioned, but aren’t sure how that positioning fits with the whole mission, vision, values thing. Others are confident they’ve defined a clear mission with heaps of personality. But still feel that they haven’t quite got there with their positioning. And the danger is,…

Positioning

Feeling like you’ve got to reduce prices to try and win a new client is horrible. It saps your energy and enthusiasm for that client and ultimately for your business. And if you do charge less to bring that prospect in, it can set a very difficult tone for your ongoing relationship – where…

New business