Tag Archives: sales

The value of clients and the value of you

Posted on December 16, 2013 by Jon Stow

In many businesses including mine, owners feel obliged to chase down what they see as the competition, and match their low prices. It is a race to the bottom in terms of fees and makes the profit margin on many … Continue reading →

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Can you believe your prospects?

Posted on December 2, 2013 by Jon Stow

Do our prospects always tell the truth? Some think not and they may be right. As I offer professional services I need a new client to be as committed to our relationship as I would be. Over the years I … Continue reading →

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The cost of “fr*e”

Posted on November 28, 2013 by Jon Stow

We all know that supermarkets are clever in their labelling, trying to make us think we see bargains where there are not. “Only £1 today” might be a special offer or it might be the usual price, or they might … Continue reading →

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Don’t sell yourself short – lessons from a great physicist

Posted on July 29, 2013 by Jon Stow

  As you know if you read this blog, I am all for selling our skills on value. All too many business professionals think “How much will it cost me to do a project?”, then they add a bit of … Continue reading →

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Giving the customers what they want

Posted on July 18, 2013 by Jon Stow

  Taking a dip The famous UK department store chain, Marks and Spencer, has reported falling sales in clothing and non-food items again. It is sad to see a flagship high street name struggling. They always used to be so … Continue reading →

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The ignorant blunderbuss approach to sales and marketing

Posted on June 10, 2013 by Jon Stow

Knowing our abilities and our limits My business is helping people with their tax issues, and finding help to support their businesses. I know a lot about how to do that, and that is down to hard work, training and … Continue reading →

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Dealing with time-wasters and tyre-kickers

Posted on June 6, 2013 by Jon Stow

Many of us who offer professional services get enquiries from people who do not really want to buy. The problem has been the subject of a debate among several of my colleagues and friends, and we have different ways of … Continue reading →

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Tailoring your offering to suit the client

Posted on June 3, 2013 by Jon Stow

Package deals In many businesses, including my general area, it is customary to quote package prices. For example, there might be a price for a tax return, and then a price for self-employed accounts and a tax return, one for … Continue reading →

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Drilling down the detail of our purchases

Posted on March 11, 2013 by Jon Stow

  Feelings When we are selling our services, many of our prospects will buy the feeling and the comfort of having someone else take care of things. That is usually my initial approach, and most people do not care about … Continue reading →

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My thanks to Zig Ziglar

Posted on November 30, 2012 by Jon Stow

Zig Ziglar died this week. He was described in a report in his local Dallas newspaper as a motivational speaker. Yes, he was that, but to most of us who have read his books he was the guy who taught … Continue reading →

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