Blogs

Business Development

Winning Business through Powerful Presentations

Winning Business through Powerful Presentations Imagine this, you walk into a room full of people and take a seat.  The lights dim and a well-dressed speaker walks on, taking centre stage.  The presentation begins.  Your senses are pleasantly assaulted by visuals, music and a powerful voice that cleverly introduces you to a significant idea that resonates immediately.  As the lights brighten again you check the time.  It feels like 20 minutes have gone by, but actually a whole hour has raced by. When you witness a great presentation, it's... Read full article

Phone Strategies that Actually Work

Phone Strategies that Actually Work for Professionals Using a telephone strategically is something that every professional will acknowledge.  However, many professionals quite understandably find it challenging to do or say anything that sounds ‘salesy’ or pushy.  With this in mind, let’s look at ways any professional can become more strategic immediately without feeling uncomfortable - following a few simple ideas.  There are three types of ‘business phone call’ conversation.  The Landline, the Mobile and the Skype... Read full article

Discovering Your Persistance Factor

Are you Giving Up on Perseverance? Many professionals feel there’s a contradiction around perseverance.  The advice that we often read about from some business gurus and success superstars is how important it is to keep going regardless - until you get to your intended outcome.  This is compared with the opposite advice which is “when something isn’t working, do something different.”   It’s a tough call because there are pros and cons for both strategies.  The answer is probably partially around how long you may... Read full article

Object Handling Made Simple

Objection Handling .… made so very simple There seems to be an anomaly for professionals in all matters relating to objection handling.  The bottom line is that many sales trainers and business coaches alike seem to believe it’s all about having ‘smart’ replies to deliver, with a smile and expression of self-assurance when faced with a client objection.  Maybe it’s time to set the record straight using the WE’RE OK concept.  As a professional, you would probably want to steer clear of any type of sales patter when... Read full article

Upgrading Your Mindset for Success

Upgrading Your Mindset for Success As a professional advisor who would potentially like to be more successful, when’s the last time you had an ‘MOT’ on your mindset?  We invariably change and upgrade our homes, cars and mobile phones, yet find it quite a challenge to consider taking the same approach with our mindset.  Sixty years ago, personal development and self-improvement were considered a bit weird and whacky.  Today, however, more people are open to the concepts and ideas, yet very few seem to know how to do a mindset check that... Read full article

The Easy Way To Get Referrals

Getting Referrals.  Hard or Easy? Most professional advisors will tell you they work from referrals, yet how much truth is there in this?  When 100 advisors were surveyed in a top US city it was discovered that 16% made it a habit to ask for them, 22% asked for them occasionally and a whopping 62% never ever asked for referrals.  This is quite surprising, when getting referrals is one of the quickest and easiest ways to build a thriving practice.  Incidentally, when the advisors in the survey were subsequently asked whether they had ever had any... Read full article

5 Reasons People Don't Buy Your Professional Services

The 5 Reasons People Don't Buy Your Professional Services There are only 5 reasons people will not want to buy from you.  Let's go through each one and you can check out whether there's something you need to do to plug any holes in your new client procurement strategy.  First, let’s remember: NEED, GREED, CROWD, PROUD.  These are the 4 reasons people go shopping.  They NEED the item they are looking for, or they have no need of it but just like the idea of owning the item, also known as GREED.  On the other hand, they may feel... Read full article

How To Remove The Fear Of The Phone And Accelerate Your Business

How To Remove The Fear Of The Phone And Accelerate Your Business

These days most people seem to be afraid of the phone. Perhaps it’s the fear of being rejected, or being put “on the spot” to perform live. Regardless, while communication mediums like email are extremely effective, the phone is still one of the most powerful tools to connect with your audience effectively. Over my years of teaching clients how to increase their profits and get more clients quickly and easily, I’ve found there are 6 levels of communication. Here they are, from least effective to most effective, for creating connection,... Read full article

How To Get More Clients Without Selling In Only 60 Seconds

How To Get More Clients Without Selling In Only 60 Seconds

Many times, at breakfast meetings or networking events you’ll be asked to give a 1-minute presentation of your business and services. This can be scary since there’s a lot of pressure to perform and convince people they need your services in such a short amount of time! But some people have found a way to use short stories to stimulate interest and build trust in only 60 seconds. So let’s talk about what’s involved in this 60-second presentation. You may have read my article on how to get new contacts begging for more information using... Read full article

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