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Become a Better Communicator

Most of us perform better in one part of the communications process, as either a Speaker or a Listener, but don’t go to the effort to make the most of our communicating abilities by improving the weaker skill. But our communication is likely to be so much better and more effective if we did. It’s not too difficult. Speakers need to be aware of their audience Speakers are good at sending out a message. They’re focused on what they’re saying and how they say it. What they too often miss is...

December 5, 2017

Get Through the Right Doors

Get Through the Right Doors Businesses that involve face-to-face meetings with their clients need to keep in mind that they might be knocking on the wrong doors, or that they’re not the only people knocking on the right ones.  Identifying and targeting the key decision makers in a prospective customer firm is essential to getting your foot in the door in dealing business to business. Do your homework Whatever it is that’s being sold has to meet the exact needs the firm’s decision ma...

November 21, 2017

Cut the Costs of Finding and Managing Leads

Every organisation with a sales force keeps an eye on the leads it generates - how many does each salesperson get and how many are converted into customers. But as most companies now appreciate, the costs of generating and converting leads need to be carefully managed or they can become a real drain on profitability. The basic tasks of lead management are to lower the costs of lead acquisition while at the same time increasing the rate of conversion into customers. To do this it’s best if you ...

November 9, 2017

Play it Safe with your Home-Based Employees

An increasing number of employees work exclusively or part-time from their home – but home is where most accidents happen. Employers still retain some duty of care responsibility for their home-based employees so it becomes an essential part of any at-home work agreement to factor in a safe workspace that minimises the chances of accident and compensation claims. In general, while the expectation is that an employee should be exposed to no more risk than they would be in the office or workshop...

October 30, 2017

Evaluating New Business Ideas

People who are self-employed generally like to stay that way. If they sell a business they quickly start another one, and successful owners seem to have a ‘knack’ for coming up with good ideas for new businesses. This ability is based largely on their experience and on a set of values or standards that should be applied to every business idea before going ahead with it. This system of evaluating business ideas applies to both products and services; we use the term ‘product’ to mean both....

October 17, 2017

Five Oversights That Can Kill Your Business

Business owners usually have long term visions for their enterprise, but most business failures happen quickly, before the owner is able to change course or implement strategies that will correct the situation.  The fatal gap between planning and performance is often the result of one of the following set of factors, although two or more of these can occur simultaneously and accelerate the organisation’s demise. Take a close look at your own business and be sure none of these are taking s...

October 3, 2017

Selling Services – It’s About Relationships

Because service businesses can’t talk about products on shelves, they often make the mistake of talking about themselves with messages like ‘the best car service in town’ or ‘speedy appliance repairs’.  These may sound good to the owner of the business, but they leave out the most important person of all – the customer. Most services operate through relationships In general, services are more complex to price, to deliver and to evaluate than products. Defining the quality of ser...

September 18, 2017 Posts 76-82 of 82 | Page prev