Knew Better, But Didn’t Do Better

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I heard something beautiful recently: “I knew better, but didn’t do better” I can relate. Perhaps you can too. We all slip and fall below our own standards sometimes. For me (very recently) I KNEW I need to balance my ambitions and drive against my health. But I didn’t… …And I paid the price. A small head-cold put me behind …


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Do Your Customers Weep?

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American poet, Maya Angelou, once wrote: “At the end of the day, people won’t remember what you said or did. They will remember how you made them feel.”  This is a key principle from my book “Unassailable: The Tiny Tweaks That Make A Massive Difference To Your Marketing” – which launched to friends and family recently. Here’s a quick summary of why …


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No Logo! Why Your Obsession With Branding Costs 16% of Your Sales

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This article has been adapted from Brent Hodgson’s latest book “Unassailable: The Tiny Tweaks That Create An Unbeatable Advantage In Your Marketing.” (Available via Amazon, Wordery, Angus and Robertson – and for a limited time at a discount via the author.) A trend I see among far too many business owners is to spend weeks – even months – pontificating about a business name, and …


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Leaping Into Trust

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Distrust is an invisible barrier to the sale that often seems to defy logic. In this way, our customers are like first time parachutists. They want the experience that can only come from making the leap; They’ve been through briefing, passed the safety checks, and everything is secure and ready; They’ve shuffled to the edge, and readied themselves to take …


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QUESTION: How BIG is your to-do list?

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Recently, a good friend surveyed business owners and entrepreneurs about the #1 thing they want to fix about their business. The top answer was: Overwhelm. We spread too thin, over too many projects… …And we’re not getting enough traction, fast enough. We need more implementation! More focus! More hours in the day! More results! We need to be able to …


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By Application Only

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A client in the finance sector began requiring new clients to fill in an “application form” before he would work with them. Initially, this was because he became sick of dealing with shonky, unreliable clients. He wanted to filter out the bad clients early – and creating an application form would just make the admin around this easier. Soon, he …


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Mental Jujutsu

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As marketers, sales specialists, and business owners – distraction and inertia are far bigger threats to our sale than competitors. (After all, our competitors’ customers are just as vulnerable to the threats of distraction and inertia as we are!) So how do we overcome these threats? One way is to simply not overcome them: to use them to your own …


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Your Second-Biggest Competitor

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If your biggest competitor is distraction – stealing away your best leads and customers – then your second biggest competitor must be inertia. In addition to being biologically hard-wired for distraction, we’re also biologically hard-wired for inertia. We’re highly motivated to do things that will save energy, and avoid energy-sucking risks. (So if you’ve ever been accused of being lazy …


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Your Biggest Competitor ISN’T Someone Else

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The biggest factor you’re competing against, when it comes to making a sale, is life itself. Have you ever been in the middle of buying something and… DING! …A text message appears on your phone; Or a social media notification; Or an email comes in; Or the phone rings; Or a colleague asks “Have you got a minute?”; Or your …


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The Website Trust Ladder: 6 Ways To Develop Trust on Ecommerce Websites

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Level 1: Being Open The biggest disadvantage that websites have – when compared with human salespeople – is the lack of social interaction. Having a human who could establish rapport, ask questions, and be responsive is a hugely valuable sales tool. It’s the reason why the typical human performs far better as a salesperson than the typical website. According to …


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