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customers

Net gains (1)

Can customers find you on Google? Here’s a test: type your name into Google and press search. Does it find you? Are you on the first page? If, like me, you have an unusual surname, you are at an advantage

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Creative selling (8)

Post-match analysis Analyse in detail how you succeeded when you were successful, and what went wrong when you failed – learn from your successes and your failures. Before calling a potential new customer – a prospect – or an existing

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Creative selling (6)

Coping with rejection First, think of it as an objection, not a rejection. It’s not that final yet. And let’s embrace and welcome objections. Points of disagreement help us to know that the buyer is at least interested. An objection

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Creative selling (4)

Sticking to the script It’s time for you to do some work. Think of a client you want to sell to (or you want to work for). Run through what might motivate them and how you might stress that what

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Creative Selling (3)

The Hierarchy of Needs Your potential buyer is an individual human being. Buyers bring with them their own motivations but they also have motivations inspired by their business. The business, as a corporate entity, will have its needs and these

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Creative Selling (1)

Why we must learn to sell Selling – it’s almost a dirty word to us creative types. We tend to be artistic, have flair, create masterpieces. Our work should sell and our talents should be recognised just because. We’re good.

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Getting paid (1)

Be careful about who you work for Check out all new clients before you start working for them – avoid the pitfalls of working but not getting paid. What could be better than getting a new client, you think. Maybe

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