Tag archive for sales - page 2

Whatever happened to client loyalty?

Whatever happened to client loyalty?

“Whatever happened to client loyalty?” is a cry I hear over and over again from clients in the advertising field: especially from the creative shops that sell to ad agencies: film, music, editing, design and so on. Well, sorry guys, loyalty is not even a…

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The kindness of strangers

The kindness of strangers

I am increasingly being asked to introduce people on LinkedIn. And not just people I know, but people I know who know the people that my friends want to know. So I am just a link in the chain. I am not sure how I…

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You’re still selling – even when you’re working

You’re still selling – even when you’re working

I have had conversations with two different clients in the last week who were bemoaning the fact that when they get a big job they focus completely on it and are not out selling. But they are missing the beauty of the opportunity. The client…

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Result: Booked Solid!

Result: Booked Solid!

Remember the film director from our post in December? He had let his TV commercials business lapse for some years while he wrote and directed a feature (lots of star power, theatrical release, DVDs etc). Now he wanted to get back to doing some advertising…

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Pop Quiz

Pop Quiz

1. What is your company’s most successful piece of communication? 2. Who was it aimed at? 3. What did you want them to do when they received – saw/heard/read/smelled/felt it? 4. Did they? 5. What makes it successful? Now here is the question that really…

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Pricing tip (thanks to Calvin Klein)

Pricing tip (thanks to Calvin Klein)

A wonderful and insightful story from Ingrid Sischy’s portrait of Calvin Klein in the latest Vanity Fair. Apparently as a child, Klein used to visit his dad’s grocery store. He noticed that there were grapefruits in two different bins – one lot priced at 29c…

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How to price your services

How to price your services

There’s a wonderful story in Ingrid Sischy’s Vanity Fair portrait of Calvin Klein. As a child, Klein used to visit his dad’s grocery store. He noticed that there were grapefruits in two different bins – one lot priced at 29c a pound and one lot…

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Who is your best salesperson?

Who is your best salesperson?

Your good clients are your best advocates. Millions of research dollars have been spent to prove this – but I suggest you go with your gut here. Keep your advocates close. Make them feel they belong. Their valuable word of mouth is amplified by the…

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