For decades now, the cornerstone of growth for most SMEs here in the UK has been a good old-fashioned, no-nonsense sales and lead generation strategy.
Word of mouth.
All of these lead generation tactics still work today for the large majority of businesses out there — and we’re not here to tell you they don’t.
It would be pretty ridiculous for us to recommend sacking your sales team, closing off your networks and burning those lucrative, long-standing referral bridges in order to have a crack at fulfilling some digital marketing and modern lead generation pipedream.
Every day we’re forced to make choices and decisions, but how can you get people to choose your business or product over the others on the market?
Prospects are presented with a choice between buying your product, buying from a competitor or saving their money for another day. Getting someone to part ways with their money can be far easier said than done though, especially with the indecisive nature of many business leaders.
“I used to be indecisive but now I’m not quite sure.” - Tommy Cooper
So how can you turn more of those ‘not quite sures’ into real…
But as slick website design becomes more and more accessible, competition online becomes tougher and the need for a sexy website that generates results grows evermore necessary.
Websites are in many senses your online shopfront: it doesn’t matter how good you are at what you do, if people don’t like what they see when they walk in the door, they’ll leave and buy somewhere else.
More and more businesses realise this, which is why thousands every year put a chunk of their budget into redesigning their site.
And while some succeed, far more fail. Big time.
So what is it…
While it might sound more like some sort of strange addiction to Scandinavian flatpack furniture than anything to do with business strategy, The Ikea Effect is actually a pretty interesting psychological principle which the world’s smartest business leaders have been using to great effect for many years.
If you’ve read our blog at all over the last few months, you’ll probably know a bit about Behavioural Economics.
In a nutshell, Behavioural Economics is the study of how people actually make decisions, why we often do things which are counter-intuitive and — most importantly…
Speak to almost any salesperson or marketer and they will tell you that the secret to sales and marketing success is benefits.
“Sell them on the benefits right and they’ll be sure to buy” they’ll tell you overzealously, as if it were as easy as that.
But this widely-held belief is flawed in exactly the same way that Economics is broken.
As a field of study, Economics assumes that people will make logical decisions, estimating how behaviour and spending patterns will change in society as a result.
But for many reasons, people don’t always make the choice that’s best for…
Original post on the Catalyst Marketing Blog.
Trust building is a delicate subject when it comes to sales and marketing. Often, deals are won and lost on the relationship as much as they are the offering itself.
There are certain words and phrases which are silent deal killers: used too often or incorrectly, they will work to build distrust in your approach without you even realising.It goes without saying that the words and phrases listed below aren’t as obvious as Vicky Pollard’s ramblings in Little Britain.
That said — and considering the fact that everything you could possibly ever say…
Frustrating, isn’t it?
You know your product or service is a perfect fit for a prospect’s business.
You know they’re suffering with a problem that you can solve.
You also know they’ve got the money to invest.
Tick, tick, tick.
A perfect prospect who you’d love to get signed up, with a good chance of doing just that.
If they see things your way, they’ll buy what you’re selling at the drop of a hat.
You type in the number, it rings a few times and then they pick up.
You do your job to perfection: your tonality is great…