Clients are more sophisticated and discerning than ever before. They are more likely to feel turned off by intrusive marketing messages that interrupt their enjoyment whilst browsing or viewing your content. How much damage is being done to your brand by provoking clients (or prospects) with annoying messages? What does this do to your levels of client [...]
It’s time to employ individualised marketing techniques to remain connected with your customers. Gone are the days when basic segmentation was all you needed to pinpoint your target audience. Customers are more than age, gender location and income levels neatly filed in your database. You’ve really got to know what your customers want at [...]
“Work smarter, not harder” has never been a more appropriate motto. The focus should be on the skill, and not the activity when confronting selling in a down-market. Extending this to the current economic climate, there is little point in driving the sales team to have more meetings with clients. This will simply mean they [...]
Planning for revenue growth is one of the most critical components in today’s business world - it is also one of the most misunderstood elements. The two key aspects of your Growth Plan are: first, developing it and then executing it. Very few companies succeed in both. You can make a start to your growth plan by [...]
Client Segmentation enables the concentration of your valuable and scarce resources to grow your business. What is Client Segmentation? It is the subdivision of a market into discrete client groups that share similar characteristics. Here are 5 reasons why successful companies adopt client segmentation: Provides Focus: It provides a powerful means to identify client needs [...]
Australians are among the most addicted smartphone users on the planet. And it’s not just teenagers or digital natives either. We check our mobile devices up to 110 times a day. Addicted to smartphones This addiction to mobile and the transition to mobile first impacts everything we do. At home and at work. Which [...]
Clients define value by looking at the differential between the perceived benefit and the actual cost of your proposal. The need to obtain more value, with a higher degree of certainty, becomes more pronounced in a sluggish economy. This leads us to the most fundamental equation of value creation: Value = Benefits - Cost [...]
When it comes to spotting rockstar talent, there’s no one quite like Simon Cowell. Through his work on Pop Idol, American Idol, The X Factor and Got Talent shows around the globe, he’s a master at choosing the next big thing. He’s been involved with everyone from One Direction, Olly Murs, Westlife, Susan Boyle [...]
A poll of 217 current and former Formula One drivers nominated Ayrton Senna as the Greatest Formula One Driver of all time. In a glittering ten year career that ended with his untimely death, Senna had 41 Grand Prix wins. He also secured 3 world championship crowns. But what stands out most is his [...]
To stimulate demand in tough times, reducing the price is a typical strategy that is floated by many business owners and executives. Cutting prices by skimping on service delivery is not likely to thrill the client or ensure loyalty. At best, this is a short term strategy that can be very elastic. Worked example: Airline [...]