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Tag Archives: sales
The value of clients and the value of you
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
Posted in Business planning, Customer service
Tagged Customer service, Race to the bottom, referral, sales
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Can you believe your prospects?
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
Posted in Customer relations
Tagged honesty, Professional services, relationship, sales, trust
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The cost of “fr*e”
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
Posted in marketing, Sales
Tagged marketing, multiples, offers, profit margin, sales
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Don’t sell yourself short – lessons from a great physicist
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
Posted in Customer relations, Sales
Tagged reputation, respect, Richard Feynman, sales, value
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Giving the customers what they want
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
Posted in Customer service, marketing
Tagged Customer service, sales, service, value
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Dealing with time-wasters and tyre-kickers
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
Posted in Business planning, Sales
Tagged freeloaders, sales, time-wasters, tire-kickers
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Tailoring your offering to suit the client
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
Posted in Business planning, Customer relations, marketing
Tagged marketing, sales, value
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Drilling down the detail of our purchases
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
My thanks to Zig Ziglar
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
Posted in marketing, Sales
Tagged Customer service, Dale Carnegie, sales, trust, zig ziglar
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