Category - Communication

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Make Sure Your Sales Prospects “Hear” You
How to define your “why”?
How To Write Effective Emails
Create Workplace Wellbeing Programs
How To Build Your Brand

Make Sure Your Sales Prospects “Hear” You

I was recently reminded that people take in information in different ways.

This has a critical impact on sales conversations you are having with sales prospects.

Have you ever been in a position where you have been trying to explain to a sales prospect how your service or product could really help them, laying out all the benefits in the way you should – and their eyes glaze over? If you have, you will know that sinking feeling that you are losing them, no matter how well you prepared your pitch, nor how well you got on with them and how you warmed them up at the beginning.

The fact that people have different preferences on how they receive information is crucial to whether or not they “hear” what you are telling them, so what can you do to make sure you give them information in the way they want it? Read More

How to define your “why”?

Since Simon Sinek’s Ted Talk “How great leaders inspire action” and his book “Start With Why” everyone has been inspired by the need to understand and define the higher purpose of your business – not what you do but why you do it.

The premise is that people don’t buy what you do, they buy why you do it.

I have spoken often enough about the power of a clear vision – a strong vision statement sets the target for your business to work towards. I have also spoken, in marketing terms, about how you should not swell the features of your product but the needs that it meets.

The higher purpose – your “why” – is an extension of these two principles: “People don’t buy what you do,” how boring, “people buy why you do it,” that’s inspirational.

But if you’re confused about your higher purpose, how do you find and define it?

Read More

How To Write Effective Emails

My business relies heavily on communication, especially, over distance to clients spread across the country relying on email.

I know more than anyone else what an effective tool email could be – as well as the dangers of poorly written, overused, email communications.

So, how do you write effective emails? How do you make sure your message is properly conveyed and is concise and understandable? Read More

Create Workplace Wellbeing Programs

There are some well-established studies that show that “wellbeing” in the workplace makes a lasting difference to the bottom line.

Apart from these studies, by university psych departments as well as business schools, it’s logical if you think about it. Employees who are uncomfortable at work, who carry problems into work and don’t find a release at work, logically are not as productive as happy, engaged employees.

Employees who are engaged at work – who identify with their teams and the company, who feel pride in theirs and the group’s achievements, work more productively. Unlike their disengaged, unhappy counterparts, they jump at the chance to contribute to something they believe in.

All workplaces try to create “wellbeing” in one form or other. Think of the Friday drinks. But workplace wellbeing, leading to solid employee engagement is more than just the regular social event.

How do you create a working wellbeing program?

Read More

How To Build Your Brand

Your brand is not your logo – it is so much more than that!

Your brand is what makes you stand out from the competition. Your customers are loyal to your brand because it represents what your business means to them. Your brand is part promise, part standard, and all about your success.

If you haven’t done any work on your brand and think you don’t have one – think again! If you haven’t carefully created a brand, your customers have made one up for you. They see the way you behave, they watch your customer service, they look at your fonts and look, your marketing and your business standards, and what they perceived has become your brand. If you want to be in control of how you are seen and what your business means to customers, then you need to work on your visible brand now.

If you want to develop your brand there are 6 steps:-

  1. Clarify your vision, mission and values
  2. Decide how that vision should be seen publicly
  3. Create a brand language and message
  4. Design graphics and logos that are sympathetic to your message
  5. Ensure your brand promise is backed up by your product or service
  6. Develop a marketing strategy

Read More

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