7 ways to deal with a price objection

How many times have you discounted your price simply because the price objection was raised?
Here are our 7 top ways to approach this common objection:

1. Target the right 'ideal' customer to sell to, as they are less likely to be price driven
2. Define value from the customers viewpoint not your own
3. Ask powerful questions to establish what is 'important' to your buyer
4. Remove or reduce the risk for the buyer by offering a guarantee
5. Use strong benefit statements, not features, and position from as if you were in their shoes
6. Know and rehearse your responses to the common ways such an objection is raised
7. Have reasons why you hold a price rather than being able to discount to create empathy from the buyer

Just one of the areas we cover at the Pathfinder Club www.pathfinderclub.co.uk

Maximise your networking and generate referrals

week inc spoke at Oxford Business Network, welcoming Jenny to our team & meeting 3 new clients plus 2 great events with B4 & Barclays Ignite

Maximise your networking & generate referrals

Today I was asked to speak at the Oxford Business Network by the members on the subject of How to maximise your networkiing & generate referrals.

I decided to present my thoughts based on my years experience in networking, whilst highlighting that networking is not simply about the next breakfast meeting.

I took the members of OBN through a short workshop where they looked at who is in their ideal network, what does their business really offer, their 60 sec pitch and ways they can be proactive in generating referrals.

Average email campaign performance

The 2012 UK email marketing benchmark report shows a modest increase in email open rates.
Across all industries the average results for UK SME email marketing campaigns were:

• Open rate: 18.35%
• Click-through rate: 2.95%
• Unsubscription rate: 0.15%
• Click-to-open rate: 15.42%
• Unsubscribe-to-open rate: 0.97%

How do your email communications perform? What helps your 'open' rates?
 
If you do not know yours, then please give us a call about our InTouch email marketing software
Only £17.99 + vat per month

Ignite your business

This evening I attended an event organised by Barclays around business growth. The key note speaker was Adam Balon from Innocent drinks and I have to say he was one of the best speakers I have heard in the last couple of years. He shared the Innocent story and summarised his learns as: Have a clear mission Be transparent Start small,trial,learn,improve and repeat Open up, listen up Keep on with the new innovation If you get the chance to hear Adam speak,then grab the opportunity as he is inspiring and thought provoking. Other speakers included a range of local entreprenur who shared their best tips, which included: Be positive and persistent Keep innovation at the heart of your business Understand your business from the customers perspective & listen,remain flexible Be proactive abd get out there Focus on your core principles and what you do best Utilise partnerships Bring in experts and allow them to run the business Thank you Barclays for an enjoyable evening.

Social Media to suit your business

LinkedIn for your business - The complete profile

Some articles worth a read?

Here are links to a few articles published recently that you may find of interest:

"The Power of 'What if?' by Ayd Instone
'Powerful, persuasive sales copy' by Steve Clark of Eureka Sales 
'The Customer Care Checklist' by Robert Craven
'How to destroy your business in five easy steps' by Chris Cardell for startups.co.uk 
'Success....it's a choice' by Paul J Meyer

week included more start up coaching, lots of marketing for clients, golf & tonight joining Lloyds bank at the Oxfordshire business awards

Loosen the grip time has on you

Are you so busy that you feel you couldn’t squeeze another minute out of your schedule? Hectic schedules and lack of time are two of the most common complaints people have today. Allowing time to have a stronghold on you can cause loss of productivity, limits on success, stress, and even health problems.

Here are 5 ways to loosen the grip of time on you:

1. Assess your daily activities and if they contribute to your short and long-term goals, keep them. If not, eliminate them when possible.
2. Avoid scheduling every minute of your day. Give yourself a few minutes before meetings, appointments, or projects to “rest” your mind and prepare for the next task.
3. Understand your personal body clock. Identify the times of the day when you perform best.
4. Slow down. Don’t demand so much from yourself and others. Know the difference between necessary haste and impatience.
5. Whenever a new activity is added to your schedule, look for an old activity that you can remove to make room

Business Start Up DVD

Our new DVD 'The must know guide to Start Your Own Business' is now available via Amazon and the initial sales are going well.

For more details and a trailer, please see www.startyourownbusinessdvd.co.uk