Coaching Small Business Owners Since 1992
Easter always brings back memories of the worst month of my adult life. At the end of May 1992 I was wrestling with a decision. Close my business? Or not? Most business owners face this decision. It was my turn after eight wonderful years. I did what I thought was the most honourable thing for … Read more
David Murray Kord wrote an excellent book, Borrowing Brilliance. He suggests that you keep close watch on your rivals to see what they do better than you. They might well be sneaky, thieving crooks. But they form the league you play in. If take sales away from you then find the reason. Find it. Any firm … Read more
Don Miguel Ruiz presents four guidelines for living a great life in his superb book The Four Agreements. The second guideline is: Don’t take anything personally. This is perfect advice for any person who needs to sell to survive. He says nothing others do is because of you. What others say and do is a projection of their … Read more
A few weeks ago I spoke to a frustrated client. He was en route to his office to do “yet another quote”. He complained about the time needed to prepare quotes after each email enquiry. He did not keep track of his conversion rate. He felt that it was one in every five proposals sent. He never … Read more
Right now, while you are reading this, before you read the next paragraph, make a note in your diary to call your biggest client during this past year later today. Not email. Phone. You will call to say thank you for the business. I know it sounds wimpish. But humour me. While you’re at it, diarise the same … Read more