The $90 Workshop for Professionals: Business Builder Series An almost-free day for people in the accounting, law, recruiting, HR, business consulting & coaching, speaking, and related professions to help them dramatically accelerate business and find new markets. It’s my way of “giving back” and providing a high-content day. The registration fee is only $90 + [...]
Archive | Business Development RSS feed for this section
Is your business performance achieving, growing, improving?
Is your business performance achieving, growing, improving? Are you achieving your financial targets so far this year? Are you growing? Or, are you declining? Are you winning major customers? Or, have you already lost some key business? Are you developing new products/services for the future? Or, are you simply relying on what you’ve had for [...]
Why should you join Ric’s Forums?
Yesterday I was asked the question: “Why should I join Ric’s Forums?” The intent and following clarification of the questioner was that with LinkedIn and blogs and everything else around, why would it make sense to pay (a nominal, once-only fee for lifetime membership) to an online business forum. Ric’s Forums is the anti-LinkedIn. LinkedIn [...]
Customer Service: What are you saying?
“I know you believe you understand what you think I said, but I am not sure you realise that what you heard is not what I meant!” Do you know what you are communicating to your clients? Telephoning the Apple Support Centre, an automated message declares: “Welcome to Apple. The Tech Support Department is closed.” [...]
What’s the best sales technique?
When people ask this question you need to clarify what they’re really asking you. Are they genuinely asking for the best or simply the easiest? The easy way is to lower your price. Of course, with all the websites, discounts and e-coupon websites this will most likely mean you need to lower your price to [...]
Weekly Wisdom No.98: The Human Touch
A respected researcher wrote in a professional association magazine, “We are experiencing a customer service crisis ….” Crisis might be a strong word, but by no means is it an exaggeration. The majority of service is poor, much of it is ordinary and service quality is perceived by many experts and endusers to be declining. [...]
Why should your prospects choose you?
Why should your prospects choose to buy from you instead of your competitors? What sets you apart? What are you doing to stand apart from your competitors and really grab the attention of your prospective clients? You know that your potential clients are being bombarded with hundreds of marketing messages every day. These potential clients are [...]
Are you talking too much?
In 2008 my research company, The Society for Executive Wisdom, surveyed 341 buyers of professional services. The information we gained from this survey was gold. Some of the issues relating to hiring a professional services provider included: Failed to understand the buyers’ needs Failed to respond to requests promptly Failed to listen to the buyer [...]
Stop selling and start helping
Understanding your prospective clients is paramount to your business success. Stop attempting to have the client buy what it is you are wishing to sell to them. Rather, identify the key objectives, needs and wants of the client. Assess what are the solutions to these that they seek. Then determine how you are able to [...]
Get more of Ric
-
Research Survey on Referrals in Professional Services
-
Wayne Swan: It would be funny if it wasn’t so scary
- Stupid business thinking by Qantas and unions
