Tag Archives: ideas

Principle Number Two To Getting Better Results

LikingGetting people to like you is another way of building relationships, the activators for liking are similarity, praise and cooperation.

There’s a story about a large US company who were acquiring a lot of the businesses through purchase, this required the CEO of the company to negotiate with the owners of the companies he was buying. The chairman of the CEO thought that the negotiation processes were taking a bit long and suspected that the CEO was the issue.

Robert Cialdini was called in by the chairman to see if he could do anything to speed up the process, Cialdini watched some videos of the CEO in the negotiation process.It became apparent that he was a bit aloof and not very engaging with the person he was buying the business from.

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Principle Number Three To Getting Better Results

AuthorityIf someone is uncertain about what you’re offering is or that you can do the job, one of the principles you can use is authority, people look the cues that somebody’s an authority and as such are more likely to listen to you or follow direction.

In Holland there was a situation where people having strokes with then going to physiotherapists for treatment but what they found was the patients weren’t getting better can they weren’t following the advice of the physiotherapists so weren’t getting better.

Cialdini was called in to see if he could help improve the situation, when he went into the physiotherapists rooms he noticed that the walls were blank, he asked if the physiotherapists had any certificates or qualifications, to which they replied yes.

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Businesses Can Learn A Lot From The Military

Businesses can actually learn quite a lot from the military, in the military lack of preparation or planning can very quickly costs lives. Operating in combat zones is an incredibly hostile environment or in the case of nuclear powered submarines you are continually operate in one of the most hostile environments in the world.

In some ways I’d actually say to more hostile environment than what the international space station has to face, as they are in a low-pressure no corrosive environment, whereas subs are a high-pressure highly corrosive environment (although getting into space strapped to a rocket is probably more hazardous)

As a submariner you exist in an environment where you’re carrying high explosives in the form of torpedoes and missiles, you have high-pressure hydraulics moving equipment that if you got in the way it wouldn’t even notice you are there, there’s for 415 V electrical everywhere, machine spaces, pumps and on top of that a nuclear reactor.

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How Does Your Business Culture Compare To These Guys?

I’ve been talking about the importance of nailing your culture and another brilliant example of how you can steer the culture of a business and benefit from the hugely positive impact on the people in it is Seattle’s Pike Place Fish Market, which is now world-famous.

Read the short book Fish by Stephen C. Lundin, Harry Paul and John Christensen to learn more about how they achieved the culture they did, but it’s a wildly successful, fun, and bustling place, with a joyful atmosphere and fantastic customer service.

The team literally throw fish from one side of the market to the other, and they get crowds of people coming down to see the action and even get involved. However, it wasn’t always that way, it used to be just a job to the employees and not a great one as it was often cold and smelly.

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In Business Everything Matters, Even How You Make The Tea

I recently dropped off a present to the guys at Mooch Creative, after a previous visit gave me déjà vu. The first time IMooch Creative Dan & Mark visited, I was kindly offered a cup of tea – which I gratefully accepted – and I saw one of the team then take themselves off to the kitchen area where they waited for the kettle to boil.

It reminded me of a manufacturing client I had years ago, and showed to be another example of how it’s the little things that can really hurt you (not physically).

If you are facing somebody and they threw an axe at you, you’d instinctively move out of the way sharpish so that the axe didn’t hit you. While thankfully there aren’t too many axes in business, there are lots and lots of opportunities to get paper cuts and this is what can damage your business. Read More »

Fear Of Rejection Holding You Back?

Fear of rejection is a big one in every industry, simply because so many people just hate asking for the sale or the money, actually 80% of sales are lost because no one asked for the sale and this is why thinking about your sales process and having scripts to work with are so important

Jia Jiang has a rather entertaining and insightful opinion on rejection, after he went out of his way to be rejected for 100 days straight, well worth a watch.

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By Alan Adams

Access the FREE workshop on Getting DEPTH™ in your business, click here WWW.GET-DEPTH.COM for more details and start developing a business that delivers you the lifestyle you want, with none of the stress.

How To Set Your Businesses Pricing

If you’re unsure about your pricing, take a look at your much bigger competitors or even those of a similar size. Now,Business Pricing you do have to compare apples with apples, but looking at their delivery, how far away are you from them? Do you really understand your marketplace? And are you constantly attending courses to evolve your knowledge and understanding of your industry best practice? To stay fresh? Do you understand the strategy behind what you’re trying to do? If so, you’ll absolutely wipe the floor with the majority of your competitors.

Also, if your client comes back and says your pricing is a bit on the high side (I’d always say that you should be in the top third price wise), ask them what they think their budget could stretch to. I’d never suggest reducing your price but you could offer to ‘part fund’ the first three months of the treatment to show the value that you bring (remember FS from your V x D + FS > R sales equation). This is also known as their puppy dog sales tactic, so, someone comes into a pet shop because they’ve been dragged in there by the kids and the kids are pestering for a puppy. The pet shop owners says take the puppy for the weekend, the kids

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How To Stand Out From The Competition

We’ve already mentioned about the importance of building your list, so you’re probably thinking ‘great, what now?’ Alan Adams & Richard ReedFor most clinics these will be high income people who are incredibly difficult to get in front of. It’s not a problem though; it’s all about how you contact them. You just have to turn up in a completely different way that makes you stand out and get a response, even if that response is telling you to clear off! In my experience, though, the worst case scenario is that you’ll get a polite no from the very person you’re targeting. There are a few strategies but some variety on lumpy mail always goes down well, or even a shock and awe package, let me explain…

I’ve been interviewing some of the country’s top business people for an NLP modelling project on the mind-set of the super successful. The idea is to find out what’s happening on an unconscious level that makes these people really excel at business and to find out what the common traits among them are, as well as what they have in common that will be an important marker. Once we’ve learned all of this, essentially we have the business holy grail – a blueprint for success. The problem is these people don’t know me, they get a barrage of requests for different things, are really time pressured and they have the ultimate gatekeepers whose sole job is not to let anyone near them. So how did I do it?

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How Best To Use Magazines or Flyers

How Best To Use Magazines Adverts or Flyers

Magazines Adverts or Flyers that your ideal clients read, can be Magazines Adverts or Flyersanother great way of developing leads, although it’s easy to get it wrong. I see far too many businesses just throwing their money away with the type of advertising they’re doing, and the places they’re doing it, and as with all marketing it’s essential that you measure the return on investment you’re actually getting.

Now, bear in mind that when you place an advert, its aesthetics are one of the least important factors to its success. Much more important is that it contains some sort of offer – this can be a money off or percentage discount, but if you think back to the other blogs, we’ve talked about giving a high perceived value but lower cost product or item away. So, something that perhaps retails at £80 but which may only cost you £30 would certainly grab the reader’s attention. In my opinion, 10% of offers are very, very weak, so do always try to go for the perceived value offering.

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The ABC of Website Design

Website Design Have Only Two PurposesWebsite Design

There are only two jobs that a website design should have, either to sell stuff so it’s an e-commerce website, or to capture the details of people visiting the website, if its does neither of these tasks you’re missing a trick and need to change it as soon as possible.

For example, It’s highly unlikely that as a creative agency you’re selling stuff online, so you’re looking to somehow capture people’s details through offering them some sort of download (often referred to as a lead magnet or in-bound marketing). If someone’s on your website there is a really good chance that they’re potentially looking to engage with someone offering your services. In exchange for a name and email address, or even an email address only (let’s face it you can normally work out the name from the email address) you can offer them some advice and guidance, for example ‘Seven Questions You Must Ask’ or ‘The Three Most Common Mistakes That People Make When Engaging with a PR Agency’. The point of the download is to offer advice and guidance, not sell to the potential client by saying here at ABC we do X. It’s about telling them the questions they should ask an agency that will gently educate them about the advantages you offer your clients over the competition.

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