While much has been said on how to avoid complaints from your customers, they will still happen. Assuming you’re a good person trying hard, being told you aren’t delivering takes your lizard brain from zero to sixty in a flash. You are under attack! Your heart starts pounding, blood flows from the extremities, you feel… Read more »
Sales
3 Tips for Great Negotiations
A business leader like you spends the majority of their time negotiating. This includes Convincing customers that your offering will solve their problems Encouraging staff to supply that offering in the best possible way Ensuring contracts are fair to all parties Persuading investors your company offers the desired return Influencing regulators to support your vision It… Read more »
How to Describe What You Do
Imagine that you have just been introduced to someone – at a party, a business event, or even a child’s soccer match. When you’re asked what you do for a living, what is your response? If you’re too vague about your job title, you might shut down the conversation, but if you talk too long… Read more »
Sales Training: Who Are the Best Sales People?
Finding a great sales person is tricky. They need to have strong technical knowledge of your industry, be personable, and be willing to report their activities back to head office. You’d like them to be terrific at hunting and prospecting for new clients, but they should also provide outstanding customer service and be excellent at… Read more »
Win The Work Before You Bid: The Pre-RFP Sales Process
To reliably bring in business, particularly from new clients, you must begin the sales process long before you write the proposal. When you know a prospect very well you can tailor your response to their RFP in a way that few competitors can and even fewer bother to do. Writing a customized response takes just as… Read more »
Know If They Like You. Guaranteed.
The only thing you know for sure is that your business has to adapt, easily and often, if you want to remain profitable. Your clients may be happy today, but what systems and processes can you install to ensure you keep them happy in the future?
Three Simple Ways to Delight
Out-of-office alerts, on-hold recordings and email footers don’t have to be boring. I’ve always wanted anyone who interacts with my company to be delighted with their experience. I learned this 20 years ago in San Francisco. I was wandering Fisherman’s Wharf on a gorgeous spring day. There was a crowd of people standing on one… Read more »
5 Ways to Capitalize on LinkedIn
This article is meant for those of you who have either never used LinkedIn, or have used it, but don’t understand what all the fuss is about. Think about this: as of September 30, 2012, LinkedIn had over 6 million members in Canada, and globally, 187m+ members. There are bound to be people using LinkedIn… Read more »
5 Hours to a New Customer
Business in Vancouver asked us what advice we would give an established business to help them find new customers. The answer? Do Something. There are many strategies for finding clients – approach new markets, offer different services, create a unique product, or enter a geographic region you’ve never tried. While business leaders spend a lot… Read more »
Introducing Bellrock
They said we were crazy to launch a small business consultancy in Vancouver when we had: No relationships No local track record No start-up capital But, we weren’t worried. After all, it was autumn 2008: It was the middle of the greatest economic meltdown in 70 years The Olympics were coming and no one would… Read more »