09 August 2018
The phrase “Cash is King” is well-known, but a king ignored is of no benefit. Too often I come across businesses who have less than an adequate handle on their finances. Just to be clear, knowing if the company made a profit, roughly knowing profit margins, and having an accountant prepare a P&L once a […]Read More
31 May 2017
Random Acts of Upsell: Part Three
In the last two posts, we identified the 4 keys to creating an effective, structured upselling approach in your business, and explored the first 3 keys in more detail. If you missed them – click here to read. Today’s post examines the last key – your price point. If your regular coffee shop raised their […]Read More
16 August 2016
Statistically, it is many times easier to sell to a previous client than to a new one. The theory is very easy to understand, but very few businesses truly focus and capitalise on it. What I have noticed, with many businesses, is that there is no recurring revenue model. A transaction is a one-off, and […]Read More
03 August 2016
How can you use it to your advantage?
A recession, in and of itself, isn’t a bad thing. Think of it like the economy going on a diet.Firstly, diets focus on cutting excess, not the necessities. There are two kinds of excess in the business world. The first are luxuries, such as the fancy events, entertainments and excessive marketing. Even if you run […]Read More
18 July 2016
Every business struggles with pricing their offering “just right”. Most don’t have any real idea what “right” is, they pick a point between their highest and lowest competitors. Others either actively seek to be the cheapest or the most expensive in their respective markets. So where on the curve should you price yourself? The short […]Read More
17 February 2016
Can you afford it?
Businesses typically sell a product or service that the end customer needs/wants. The profitability comes when the business is able to sell for more than what it costs to produce. But what happens when the predictions aren’t right? When the expected timelines are exceeded, when the firefighting of any mistakes made eats up valuable time […]Read More