We’re serious about this.

When we start out in business the norm is often to welcome ANY customer with open arms:  Somebody who’s going to pay for the wonderful products and/ or services we have to offer – Great!

And that’s only natural. However, when did you last envisage what your IDEAL customer would look like? If you really, really think about this it will pay back brilliant dividends: Yet it’s amazing how many people just don’t bother!

One of our favourite stories from Phil Gosling (a respected British Home Publishing expert) demonstrates the likely result of fuzzy thinking really well.  Picture a scene in a travel agency, if you will, it’s from the customer’s viewpoint but you’ll quickly get the point …

Customer: “I want to go somewhere warm and sunny.”
Agent: “Certainly, sir. Where do you particularly fancy?”
Customer: “Oh, I haven’t really thought about it, as long as it’s warm and sunny…”
Agent: “And when were you thinking of going?”
Customer: “I don’t really know, it doesn’t matter, as long as it’s warm and sunny while I’m there…”

Cut! Let’s stop it there since we can probably all see that they’re getting nowhere fast which, of course, is his point.

If you don’t know what your ideal customer ‘looks’ like how will you find him or her? How will you know if you virtually trip over him or her?

• Why would that person come to you?
• What would they want, need be looking for?
• What do you have that matches that or could be tailored to it?
• How much would they be looking to invest?
• How much would they value what you offer?
• Why would they value it?
• How many of these customers could you cope with at any one time?

You may well have more than one Ideal customer: Fantastic – the more the merrier! If you invest time in this exercise you’ll find the clarity you get as a result will focus and guide many of your future decisions and actions…

Let us know how you get on !

Linda

Tips-in-a-minute: How could you turn competition into collaboration?

Sometimes we can be too quick to see other companies in our market as competition when closer examination could uncover potential mutually beneficial alliances

Once you’re happy in your unique value and offering you can explore ways to turn competition to collaboration!

Linda

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Actually, it’s more than an Art: It’s a mix of Art, Science, Technique, Personality, Focus…

Many people think of business networking purely in terms of getting referrals and recommendations. We do love it when we get them but they’re by no means the only reason to network. And if that’s the sole focus of our networking activities we’re potentially missing out on so much more.

So, why do YOU network? We came up with nine reasons off the top of our heads – ALL equally valid to ourselves and the growth of our businesses – and to get referrals and recommendations was only ONE of those…

Share yours in the comments we may learn something new

Linda

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Have you ever thought how the very term ‘elevator pitch’ sounds so alien and sales spiel? And is it any wonder that so many Brits are useless at applying this powerful tool?

How many times have you met someone at a business event (networking or otherwise) and totally switched off the moment the other person opened his or her mouth? And went on about, what – can you even remember?

And how often have you inflicted that same boredom on others? Ouch!

All the so-called networking wisdom states we need an elevator pitch that succinctly and memorably embeds what we do in our listener’s brain.

Yet what was the last great or even decent elevator pitch you heard?

• Why was it good?
• Why did you remember it?
• Did it make you want to get to know the person better?
• Did it make you think of someone the person might be able to help?
• Have you passed any business to that person?

These questions are just for starters

Linda

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Hi and welcome!

The Selling For Business site has provided Tips, Resources and easy-to engage-with Courses for small businesses who want and need to grow profitable customers since 2006. It’s undergoing a new look and feel to bring it bang up to date with the needs of the market now – in other words, you!

So you’ll see developments here on a virtually daily basis. And your feedback is important to us!

What do you want to achieve this year? Most people concentrate on goals. Fair enough. What are your goals to grow your business and make more sales?Are they the right ones for you and your business? How can we help you reach them?

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