Win more customers by asking the right questions

Featured Video Play Icon

The most careless approach to building your business is to decide what your marketplace really wants or needs without first talking to them about it. You owe it both to them and to yourself, because what you think is important to your prospects and customers may in fact be totally unimportant. What you could ignore may actually be all-important.

The 3 New Pillars of Marketing

Featured Video Play Icon

The three new pillars of marketing are some of the key components needed to build an effective online presence. You’ll learn how to benefit from today’s new technologies that in many cases have reduced the effectiveness of traditional marketing methods. In many cases your competition still don’t have the answers, or an effective online presence. If you “get” it and they don’t, it represents a massive opportunity for you […]

You, A Marketing Genius?

Featured Video Play Icon

It’s surprising how many people in business throw money down the drain unnecessarily, when they don’t have to. It’s easy to eliminate all uncertainty and guesswork from your marketing before you make any significant marketing investment. Get this right and incorporate it into everything you do and you’ll often be seen as a marketing genius […]

Packaged Information Offers

Featured Video Play Icon

Packaged Information Offers is an effective way to get an avalanche of prime prospects to raise their hands and identify themselves to you. It’s a very effective way to find the people who are already in the market right now for what you’re offering, so that you can focus on them until they buy. Get this right and you’ll gain an emphatic edge over most of your competition […]

Million Dollar Copywriting Tips

Featured Video Play Icon

These million dollar copywriting tips are so simple and easily applied, yet can dramatically improve your marketing and advertising effectiveness. Not one in a hundred people gets this right. But grasp these simple ideas and it can dramatically improve your marketing and advertising effectiveness. It can also give you a emphatic edge over most of your competition […]

Make It Easier to Say Yes Than No

Featured Video Play Icon

The biggest reason why people don’t buy products or services from a supplier, even though they’d benefit from it and can afford it, is that they don’t want to make a mistake or look stupid. It’s therefore important to eliminate any possibility that anyone can make a mistake or look bad when they do business with you. It’s a simple concept but makes a massive difference to whether or not people will do business with you […]

Tell Your Unique Story

Featured Video Play Icon

Whatever your business, you have a story to tell, and it’s the key component in fully and deeply educating your marketplace about what you do. It brings out the uniqueness of your business; dramatically increases the chances that prospects will do business with you; and gives you a decisive edge over most of your competition. It’s not THAT hard to do, yet less than one entrepreneurial business in every thousand ever gets it right […]

Identify Your Unique Advantage

Featured Video Play Icon

Identifying your unique advantage is a key component in outselling, outsmarting and outperforming your toughest competition. If you can’t explain in a compelling way why someone should buy from you, and most businesses can’t, your prospective customer will see your business as being just like your competitors business. And when they can’t differentiate between offerings they […]

Determine and Address Real Needs

Featured Video Play Icon

The most careless approach you can take to growing a business is to decide FOR your customers what they want and need without talking to them about it … yet that’s exactly what most businesses do! Assumptions are dangerous because they’re nearly always WRONG. And that you don’t know can cause lost sales and missed opportunities that would hurt you to the core if you knew the details […]

Decision Speed, The Biggest Factor In Your Success

Featured Video Play Icon

Your success is determined more by the time it takes your customers to decide on your product or service than by any other single factor. Therefore the most important way of increasing sales and dominating your market is to increase the speed with which decisions are made. While this is hardly ever written or spoken about, it is a critical factor in your business success […]

The Geometry of Business Growth

Featured Video Play Icon

The geometry of business growth is a simple concept for getting spectacular business results with up to 80% reduction in time, effort, manpower, money and risk compared with the way that most people build their business. It’s blindingly obvious … once you know about it. Yet hardly anyone in business is aware of it or uses it to their advantage. Embrace this one concept and you can grow your business massively, even exponentially, in a fraction of the time […]

What Picasso can teach you about pricing

Picasso + Guitar painting

This post is about charging what you’re worth, with a great lesson on pricing from the Late Pablo Picasso. Too many products or services are seen as being very similar to others and as a consequience are treated as commodities. When that happens your prospects and customers will shop around and whoever charges the best price for that product or service tends to win the business. But if you can set your product or service apart from all the others out there, you can charge what your product or service is really worth […]

How to write emails that give you no choice but to read on

America’s No.1 sales authority Jeffrey Gitomer recently received an email from me. He says the email gave him no choice but to read on. His interest had to do with the subject line, the headline, the design of the content, and the copy. He liked the email so much that he wrote a widely syndicated article spelling out the 11 factors that compelled him to respond. He kindly allowed me to reproduce the article here, and he makes some great points as he analyses what made the email work […]

Do not use Twitter for business

Internet psychologist Graham Jones recently sent out a simple “tweet” saying he was off to give a presentation that would warn people not to use Twitter for business. Within moments the broadcaster and communications consultant James Lush had replied saying he’d be fascinated to know why on earth Graham would say such a thing. Later that day Graham rose to his feet and suggested the un-suggestible. People in the audience were perplexed because plenty of companies make money using Twitter. But therein lies the twist in this tale […]

Million dollar copywriting tips

In my seminars and workshops I’ve referred for years to a couple of “million dollar” copywriting tips which, at a stroke, can dramatically transform the effectiveness of everything you write. Both tips are incredibly simple and easy to apply, but less than one in a hundred written pieces even begins to get them right. My first tip is to write as you speak. Be you. Use everyday language. Give your writing a human voice … and let your passion shine through. My second copywriting tip—a golden rule for effective direct response copywriting—is such a simple concept, yet it will have a profound impact on how your written communications are received […]

The forgotten cost of discounting

Discounting can kill your business. Few business leaders or entrepreneurs realise that the biggest cost in their business can be something that doesn’t even show up in their accounts. When you’re doing a lot less business than you should be doing, it’s all too easy to push the panic button and offer discounts just to get more people through the door. In most cases these discounts make no difference to the number of people who come through the door. But even if they do, these, or any other form of discounting, can turn into a serious and very expensive mistake […]

Why it pays to move upmarket

Move upmarket if you want to become more successful. Not so long ago Tesco was regarded as a downmarket “Pile ’em high, sell ’em cheap?” outfit, writes Robert Clay of Marketing Wizdom. I know people who wouldn’t have been seen dead going into a Tesco supermarket. If they HAD to go into one they’d park

Why 8% of sales people get 80% of the sales

Isn’t it amazing how often you express interest in a product or service, but never hear from the person or company again? It happens all the time. Research shows, amazingly, that only 20% of sales leads are ever followed up … in other words 80% of potential opportunities are lost without trace simply due to lack of follow-up. Interestingly, only 2% of sales occur when two parties meet for the first time. And 80% of sales occur only after at least five continuous follow-ups. You therefore must follow-up at least five times.

What is effective selling?

People sometimes say “There’s a born salesman!” But have you ever read or heard in the news of someone who gave birth to a sales person, or for that matter a lawyer, a doctor, or a criminal? Birth is given to boys and girls; everything after that is down to choices that are made and skills that are learned. And sales skills are life skills. Many people would never view themselves as a sales person. Yet There isn’t a single area of your life where you cannot benefit from sales skills. Teachers use sales skills every day. Preachers use sales skills. Police officers use sales skills. Mother Teresa used sales skills. And sales people use sales skills […]

How I created 3 great websites in 2 days

We put out the following message on Twitter one afternoon: “Have created 3 stunning websites in 2 days. Used to use vastly expensive web design co who took 6 months to achieve fraction of the same result.” That immediately excited massive interest. People clamoured to know how we did it. A professional web designer responded “Impossible … send URL’s please,” so we did. This popular post explains how it came about, what we did, and how you could do something similar yourself […]