Sadly networking is never free, there is always the opportunity cost of being elsewhere or even getting some ‘real’ work done. A bit of planning doesn’t go a miss. In this […]
Bowman’s Strategy Clock is a powerful way of looking at how you might establish and sustain a competitive position in a market driven economy. There are eight basic strategic positions […]
Pricing is one of the most difficult things to get right, there are so many considerations around your own business environment including those of your competitors. In this video we […]
According to Rogers, Early Adopters are visionaries, turned on by scarcity, and the Early Majority are pragmatists and require social proof. So in this video we are looking at Rogers Innovation Adoption Curve and Moore’s models to help 'cross the chasm'. Both really useful to consider when you are positioning yourself in the market.
Disruptive Innovation is a term that was coined by Clayton Christensen. It describes a process by which a product or service takes root initially in simple applications at the bottom […]
When you know what you need to achieve your profit/sales growth you can work the way up the funnel to identify the leads that need to be generated to achieve the results.
The degree to which Locke & Latham's five principles are present in a goal is directly linked to the achievement of that goal.
There is a lot of buzz around the processes behind Inbound Marketing. This is where you focus your marketing messages continuously, through integrated channels and through the entire buying process. […]
Marketing over the last decade has changed dramatically. Previously the mission of marketing was to represent the company and find customers through mass advertising to a specific demographic. Advertising would […]
With the growth of the internet, the world has changed from one of information scarcity to one of information abundance. The problem is that information abundance equals attention scarcity. This is known as attention economics. Buyers are now overwhelmed with all the noise. They are getting better and better at ignoring the messages they don’t want to hear. Then they research what they do want to learn about for themselves.
Whilst successful negotiation relies heavily on you being prepared, there are skills you can adopt to help facilitate the discussion, proposal and bargaining processes. I love Edward de Bono’s Six […]
Thaler and Sunstein’s Nudge Theory is about influencing behaviour without sales coercion. To count as a nudge, the intervention must be easy to apply and/or cheap to avoid.It should also […]
There are three aspects to the business process of benchmarking. It is a tool that you can use to measure internal performances against best practice. You can use it to […]
When Kim and Mauborgne unleashed the Blue Ocean Strategy model, it quickly became part of the business lexicon. The premise that finding your uncontested blue ocean market was the ultimate […]
As a company, you need to persuade your audience that you’re delivering a brilliant solution to a problem they want to solve. Brilliant brands give their audience the attention that […]
Your brand identity is important. It affects how your target clients think and feel about your business offer. How you, your staff and your suppliers present your business is important to […]
It is said that quality is remembered long after the price is forgotten. But what is quality to you and does it mean the same to me? In this video we […]
Gone are the days when you could send a press release to the editor of your local paper in the post and bingo a relevant story of your business success […]
There must be at least a billion posts about how to maximise Online Social Media marketing. I am no expert in this subject matter, although I have been posting content […]
The traditional introduction to a presentation is to explain who you are, what you do and why your audience should listen to you. In reality, as a presenter, we lose […]
Communication is a two-way process, there is an element of speaking and receiving. We need to choose words that work and a tone of voice and body language that empathises […]
If your business growth strategy includes an element of exporting and you’ve researched the market to validate this assumption, you now need to put a plan into place. Whilst this […]
BEST is an Acronym that stands for Buyers, Events, Signals and Techniques. You may have read in Gerber’s book on The E-Myth that all processes should be systemised. Ford Harding’s […]
The Relationship Triangle is really useful for understanding where you are in the high value sales process. The further up the relationship ladder you are with a prospect the better your chances of making the sale
Big ticket sales or clients with a high lifetime value will often have a long lead time before purchase. More so if you are a new player in the market […]
Osterwalder and Pigneur designed a one page plan for business modelling. The intention of this approach is to help businesses create or review their current model of working. It is […]
Your prices send out important marketing signals, establishing the position of your products in the market, contributing to the overall image of your business. It is essential to get your pricing right. If you set your prices too high your sales will suffer and if you price too low your profits. LIke all aspects of the business it should have a regular objective analysis to ensure the figures you are using to determine price and profitability are correct.
Customers have a concept of a “just” (fair) price. For special purchases customers become aware before and during the purchase process. Customers will buy at (perceived) bargain prices. Down payment/installment price is more important than total price. If there are close substitute products, customers will be sensitive to price. If cost an be passed on (e.g. as a business expense) the buyer will be less sensitive to price
The price you can charge for your product or service will depend on the level of demand from the consumer, the level of supply from your competitors, the state of the economy and your own position in the market in relation to price and quality.
Data triangulation occurs when a piece of data, a finding or a generalisation is verified by other research data. It adds credibility to your business plans and investment opportunities. There […]