Can customers find you on Google? Here's a test: type your name into Google and press search. Does it find you? Are you on the first page? If, like me, you have an unusual surname, you are at an advantage here, so let's make it fairer and try a slightly revised test....
Post-match analysis Analyse in detail how you succeeded when you were successful, and what went wrong when you failed - learn from your successes and your failures. Before calling a potential new customer - a prospect - or an existing supplier, we should have in our...
Coping with rejection First, think of it as an objection, not a rejection. It’s not that final yet. And let’s embrace and welcome objections. Points of disagreement help us to know that the buyer is at least interested. An objection at this stage means: We have not...
Sticking to the script It’s time for you to do some work. Think of a client you want to sell to (or you want to work for). Run through what might motivate them and how you might stress that what you provide or the way you provide it will meet their need. Write...
The Hierarchy of Needs Your potential buyer is an individual human being. Buyers bring with them their own motivations but they also have motivations inspired by their business. The business, as a corporate entity, will have its needs and these are not necessarily...
Why we must learn to sell Selling – it’s almost a dirty word to us creative types. We tend to be artistic, have flair, create masterpieces. Our work should sell and our talents should be recognised just because. We’re good. We know we’re good. The world just needs to...
Be careful about who you work for Check out all new clients before you start working for them – avoid the pitfalls of working but not getting paid. What could be better than getting a new client, you think. Maybe someone rang out of the blue, or emailed, or even...
