Discover Your Secret Ingredient

by Dr Greg Chapman

Does your product or service have a special component that sets you apart? Is there a secret ingredient that will make people want to deal with you? That X factor?

There is a story of a famous chef in a five star French restaurant who never wrote down his recipes. Only he knew all the steps. While he had people assisting him in food preparation, each only knew some of the steps. His dishes were award winning, and no-one could copy them.   More...
 

How Average are Your Salespeople?

  by Dr Greg Chapman


The best known secret is sales is that on average, most salespeople are average. How surprising is that?

I often hear business owners complaining that their sales staff aren’t paying their way. They can’t produce the same the results as the owner. On one level this is not surprising, as the owner has the greatest incentive, with the profits going to them.

The Fourth Profit Driver – Increasing the Number of Times a Customer Buys

by Dr Greg Chapman


In an earlier article I described The Five Profit Drivers marketing system. The fourth of the Five Profit Drivers is Increasing the Number of Times.a Customer Buys from You.

It is six times easier to sell to an existing customer than to sell to a new one, yet businesses spend more time finding new customers than going back to their exiting ones to see if there was something else with which they can help them. The best place to find gold is in a gold mine!

One business owner told me how a client they hadn’t heard from in 3 years had called him. The owner thanked them for contacting them again after all this time, but the enquirer had not realised they had used him before. It was just luck that this customer had called him again, but how many others had forgotten him and gone somewhere else?

Ad of the Month – Distractions

by Dr Greg Chapman

In this hyper connected world it’s all too easy to get distracted. The myth is multitasking, the reality is a string of uncompleted tasks. This service claims to allow you to keep track of those tasks even when you are distracted.