Advertising as we know it isn’t that old, especially when one considers running your own business is so ancient the Greeks dedicated a god, Hermes, to it. In fact, given the first paid radio and TV ads aired in... read more
The problem with most of us is that we give credit to our customers but do not enforce the payment terms, for example how many of us have 14 day terms that we allow to reach 30 days before... read more
Having the best product or service, the newsiest, shiniest and most innovative business does not, unfortunately, always give us the edge when it comes to getting clients to take up our offer, comply with our requests and do business... read more
Having the best product or service, the newsiest, shiniest and most innovative business does not, unfortunately, always give us the edge when it comes to getting clients to take up our offer, comply with our requests and do business... read more
I am often asked for some simple, basic rationale for using market segmentation. Why is it useful, what will I gain, what types of segmentation are there? Market segmentation offers the following potential benefits to a business: Better matching... read more
One item that can be imperative to your success in business is your cost of sales (COS). So can this figure be improved upon? Absolutely, you just need to work with what you have. Your business type will influence... read more
All information that comes into our mind is filtered down in a number of different ways. The ‘N’ of NLP, or Neuro-Linguistic Programming, is all about our neurology, which is how we process information that comes into our mind,... read more
If you look at Australia’s Top 10 companies you’ll see four banks, two miners, one insurer, one Telco, one supermarket and a hardware chain. Their products aren’t at all glamorous. Australia’s Rich list is the same story – miners,... read more
One of the greatest obstacles to sales is engaging your prospective buyer. For many years I was a reluctant sales person but quickly figured out: No sales. No business! The words you use with a prospect make a big... read more
I hosted my first webinar in late 2006. So, in some ways you could say that (at least for Australia) I’m a bit of a veteran when it comes to using web-based conferencing to deliver education and information. The... read more
The penny-pinching, wheeling-and-dealing, bargain-hunting prospect. As a freelancer, dealing with this type of person is part of the territory. Unfortunately, this is a delicate situation, if you appear defensive you risk losing a sale or a later referral. If... read more
Do you want to propose a business transaction to a person with whom you do not already have a working relationship? Are you more afraid of receiving a flat ‘No’ before they even hear your idea, than focused on... read more
