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“People often say that motivation doesn’t last. Well, neither does bathing. That’s why we recommend it daily.”    –   Zig Ziglar

Eight factors that increase value in your business

For your company to be valuable or even sellable there’s a lot more to consider than just the bottom line such as will your customers continue buying or will a competitor start chipping away at your margins? It’s important to understand what drives up or undermines your company value. And there’s a way to find out – using the Sellability Score. ‘The Sellability Score was created by a team of researchers led by John Warrillow, author of the international bestseller Built to Sell: Creating A Business That Can Thrive Without You. The book inspired a movement of entrepreneurs who recognize […]

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10 top tips for start up businesses

This week, my blog post can be found here http://www.businessdoctors.co.uk/viewpoint/112/10-tips-for-start-up-businesses Normal service will be resumed next week.

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Piecing together the marketing jigsaw for start-up businesses

It’s taken a while, but I’ve recently come to realise that it takes a lot longer than you think to get your business up and running. From a standing start of no customers to being able to pay the bills can take many months. That’s not to say that some businesses don’t get off the ground very quickly – picking up an early contract for example, but these are the exceptions rather than the rule. Ignoring (for the sake of this blog) all the other things you need to do when starting up your business, generating sales has got to […]

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Think your way to success

With all the Valentines Day hype, I have allowed myself to be drawn into the let’s-talk-about-lurve vibe of this week. I’m going to embrace it and talk about loving life and positivity as both will have a huge impact on your business. This article may be a bit ‘woo woo’ for some of you, but I’m not asking you to hop around on the pavement for me to identify your animal spirit, merely to adjust your mindset. And I’ve backed it up with some real life objective evidence… How many times do we say ‘I can’t do that’, ‘I’m rubbish at…’, ‘Nothing […]

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Why selling on price is a bad thing (and why differentiation is a good thing)

It’s very tempting to be the cheapest because that’s what you think you need to do to win business. This blog explains why it’s not a good idea.

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Ask not what your customer can do for you, ask what you can do for your customer

Why do organisations take us for granted? In the light of my recent experience with Sony, (including yet another highly unsatisfactory call during which it became abundantly clear that hell will freeze over before they will give me a refund) I have decided to write about the differences between good and bad customer service. 86% of customers will stop doing business with you after a bad customer service experience it takes 12 positive customer service experiences to make up for one poor one The irony is that the majority of companies say they pride themselves on good customer service. A Forrester report […]

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How to sell the way your customers want to buy

One of the key questions we ask our clients when we work with them is ‘ What business are you in?’  Most people will tell us they are the thing they sell, so for example, this week, I had ‘a financial adviser’, ‘an events planner’, ‘an accountant’, and ‘a sales trainer’. But is that really what the customer is buying? The customer using the financial adviser may be looking for help to ensure they can retire with no money worries, or the customer using the events planner may be trying to organise a surprise 50th birthday party so will be […]

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One really simple way of knowing how loyal your customers are using Net Promoter Score

Do you know how loyal your customers are to you? In my last blog , I talked about the importance of talking to your customers and how to implement an account management strategy for your top ten customers. This week’s blog is going to look at another aspect of engaging with your customers through customer feedback, in particular using the Net Promoter Score to assess the loyalty of your customers. There are three types of customer feedback you can actively use: Net Promoter Score In-depth interviewing of your key customers (different from the key account conversation you have with them) […]

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Do you know how much more business you could get from your customers?

I’m sorry if that sounds quite a mercenary question, but it’s meant with the best intentions. Not only for you and your business, but also, and as importantly, for your customers. The cost of getting new customers In business, we spend a lot of effort and money trying to get new customers, sales people are rewarded for bringing new customers into the business and probably the largest proportion of our marketing spend goes on trying to acquire new business rather than keeping the customers we’ve got, let alone thinking about how to grow our business with these customers. We’ve seen all […]

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Five good reasons why self-employed business women shouldn’t undersell themselves

Did you know that from 4th November 2014, women were effectively working for free compared with their male counterparts? It is 40 years since the Equal Pay Act and yet women working full-time in the UK are still paid on average 15.5% less per hour than men, according to a women’s rights campaign group, the Fawcett Society. But there has been some good news. Due to lobbying from the likes of Grazia magazine’s ‘Mind the Pay Gap’ campaign and Labour MP, Sarah Champion, proposing that section 78 of the Equal Pay act should be enforced requiring that companies with over 250 […]

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