Pull all the growth strings!

Let’s think about business development in these three terms: Awareness Perception Action That’s the crux of it, isn’t it? Awareness, as in the right people know about what you do, Perception, as in those people think you offer a good product or service. They rate you highly! Action, as in they buy from you. This…

The issue is growth!

It’s about growth, isn’t it? Not marketing. Not sales. Not the latest management fad or technology trick. It’s about growth. Yet, when you face a growth problem, and you phone the sales consultant, they will almost certainly tell you the solution is sales related. Or even more specific, if they are a sales consultant who…

A marketing story

Let me tell you a story. It’s about how marketing works in many businesses… We have three characters: The business owner, the marketer and a kid (child). It tends to work like this… The business owner hits a ceiling with his sales – or worse, takes a nose dive, and in desperation reaches for that…

Can you charge a premium price?

Every product, and every service has an expected, or established, price. Unless you are offering nothing short of a miracle, like the iPhone 1 was, odds are you’re selling something that someone else is also selling. The offering exists, its functionality and features are determined and the price expectations are set. So how do you break through all…

Judge your marketing this way

With the change in American presidents, I have been reading up on the United States Secret Service – the bodyguards protecting the president. It is fascinating stuff! For me the most interesting thing is how they approach their work. They work in a parallel world to that of the president. They separate themselves from the…

Just a second longer…

The number 1 problem with most failed or ineffective marketing efforts is that they lack a brand. It’s like sitting next to someone without a personality at a wedding reception – you end up moving seats (I did it this past weekend). The brand is that thing in your marketing that makes people sit up…

A roadmap for more business

Here’s an interesting one! It’s common practice to separate marketing and sales, especially in B2B environments, and yet, as a marketer, I often get enquiries from B2B companies wanting my help with “getting new clients”. Essentially, they are phoning the marketer to help with sales! Obviously “marketing” and “sales” are two different divisions in most…

Don’t do marketing. Build relationships!

I suggest that in 2017, when we use the word “marketing”, we automatically think about “building relationships”. The moment you do this, it’s as if everything about marketing becomes much clearer. Let me show you what I mean by revisiting a few nagging questions I often get from entrepreneurs… Question: Why is marketing so fluffy,…