Networking fails when people try to accelerate the new relationship at a speed that makes the other person uncomfortable. There’s no magic formula for how fast to move. Instead, you need to move at a speed the other person is comfortable with. When you meet someone, don’t make the mistake of trying to immediately sell to [...]
When I was a child and I first heard Never Gonna Give You Up, I thought Rick Astley was singing about love. Now that I’m older and wiser, I realise he was actually giving us marketing advice. Never gonna give you up Never gonna let you down Never gonna run around and desert you Never gonna [...]
Studies show that only 7% of communications comes from the words you use – 38% comes from your tone of voice and 55% comes from your body language and face. So when you’re dealing with a customer, what you say is less important than how you say it. If you say “I care” with your words [...]
When I started my content marketing agency, Hunter & Scribe, I made a key marketing mistake when speaking to potential clients. My mistake was to be passive; to present clients with a list of options and then leave them to decide. It took me a while to realise that people didn’t want to be left alone; [...]
Many of your customers don’t realise how much knowledge you have. Nor do they know how many of their problems you can solve. And why would they? To you, it’s obvious, because you live and breathe your business. But your customers don’t. So how would they know? That’s why your need to educate your customers through [...]
Want to know the difference between good marketing and bad marketing? Bad marketing is all about what the business can get. Good marketing is all about what the customer can get. Unfortunately, many businesses do bad marketing, because humans are self-centred. Resist the temptation to focus on your need to get money from your customers. Instead, [...]
What do you do when a potential buyer contacts you … and you discover they’re a tyre-kicker rather than a serious buyer? Most people dismiss them. Some people choose to build a relationship with them. I prefer the latter approach, because someone who’s not a serious buyer today might become one in the future. In the [...]
Some people who watch my daily videos think I’m an idiot. But that’s fine, because other people like me. I’m authentically me, and when you’re authentically you, you immediately establish a point of difference for yourself, because nobody else is like you. The moment you or your small business start showcasing your personality, you’ll stand out [...]
Have you ever heard of the four Ps of marketing? They are: Product Price Place Promotion You need to offer a customer a product that’s going to solve their problem. You need to price it in a way that reflects its value. You need to sell and market that product in the place those customers hang [...]
Theodore Roosevelt once said, “Nobody cares how much you know until they know how much you care.” I was reminded of this quote after an incident involving a potential new client. I had an introductory phone call with this man. After the call, I sent him a proposal. The proposal mentioned three points: What he had [...]
