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People won’t invest in business coaching services

Why can I say this with confidence?   Because I hear this a lot.  Over the many years I have been coaching business owners and their team leaders I have made assumptions about the intentions and spending power of my prospective clients.  I […]

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Can I rely on you?

I don’t like to sell. Why? Because it’s beneath me and I don’t want to be rejected. Let’s face it, everyone wants to WIN, no one likes to LOSE.  We all like to hear YES, but not NO. So why are […]

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Is it really your job to do ALL the selling?

Selling

James (not his real name), a long-standing client and now friend, started his structural engineering practice nine years ago.  He and his small team have grown the business fairly consistently with James doing ALL of the selling. Recently, and whilst James […]

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How to get clients to say ‘YES’ to you more often

In 1987, Neil Rackham wrote a book based on discussions he had with over 35,000 salespeople, it’s called ‘SPIN Selling’.  Neil’s book has become required reading for anyone who wants to sell more of their services or products. Yes there are […]

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Is your sales funnel working for you?

Ask any experienced business development, marketing or sales professional associated with the construction industry and they’ll tell you it’s far more expensive to find, convert and secure a new client than it is to increase the lifetime value of an […]

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Linking marketing effort to financial success

The ‘holy grail’ for many small business owners/leaders associated with the construction industry over the years has been to forge a clear and successful relationship between marketing and finance. There is often a suspicion about the effectiveness of marketing and […]

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GENERATING WORK FOR YOUR BUSINESS

Every business has to keep generating work to survive, even if you want to stay more or less the same size. Work generation is one of those subjects that scares some and excites others (the buzz of winning new orders!).  […]

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It’s better to give before you receive

In the Public Sector it is very difficult to associate with members, officers and other personnel. Invitations to events, free lunches and gifts of any description are a no no! However, even in the strictest of circumstances it is possible […]

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Our marketing is working…isn’t it?

How do you know if your marketing is working?  Well the answer is in your records.  Why invest in marketing and not be interested in whether or not it is working. Progress always comes at a price i.e. you get […]

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