http://archive.aweber.com/-compass-Compass - the performance improvement journal for companies selling services or technical products.Sun, 13 May 2012 18:53:25 -0400http://archive.aweber.com/-compass-/IOSmU/h/_COMPASS_New_eBook_The_Sales.htm COMPASS [business development update from Marketing Nous] Many businesses are finding current trading conditions pretty tough. Others are busier than ever. Unlike many European countries that are seeing depressed economic activity throughout, in Australia the difference can simply depend on which sector of the economy you operate in. There really is a 2 or 3-speed economy at work. Isn't that bizarre! No matter how busy you are at the moment there is one thing as certain as 'death and taxes'... and that is you'll need more new business at some time in the future. And you don't want to leave that to chance. Here are a few ways you can take control of your sales future. (1) Improve Results from Sales Training: If you have a team of professionals or technical staff and think you might need sales training at some point, check out my new eBook The Sales Training Illusion before you do anything else. It will give you some great ideas on how to avoid the 5 major causes of sales training failure. And it's free. (2) Show Leadership when Selling I've always advocated that you should be 'leading' your clients. Not in a sleazy manipulative way. But in a helpful, professional manner that leads your potential client to recognise their problem and value the solution you are offering. Read about it in this article Your Clients Want to be Led. (3) Get Help to Accelerate Your Results Regular readers might remember my previous mention of my new online business development club. Well... to tell the truth it has been delayed due to other work and my tendency to improve the resources on offer. Next month I will open up the doors. One of the main resources will be access to the famous 2-Minute Marketing Plan Program. This unique course takes you step-by-step through a proven structure to create an easy to use yet high-impact lead generation program for your business. If you'd like to be on the shortlist to be advised about the limited VIP launch membership offer just reply to this email and let me know. You will be under no obligation (you'll just be the first to know). If you've already asked to be on the shortlist, relax, you're still on it. Wishing you success... Stuart Ayling Chief Sales Strategist Marketing Nous www.marketingnous.com.au Sun, 13 May 2012 18:53:25 -0400http://archive.aweber.com/-compass-/P9D4M/h/_COMPASS_Spending_Big_on.htm Trouble viewing this newsletter? See it online here Welcome to the first issue of COMPASS for 2012. Let me explain what I've got for you. Like most of my subscribers you probably signed up to receive this newsletter because you want more sales, more clients. Maybe you're interested in creating more effective marketing, improving your sales skills, or generally being better at 'business'. To help you get the info you want without traipsing through other stuff I've done this... Created the Sales Insights blog - where I discuss how to be better at marketing and selling. Created the Frontier Thinking blog - where I write about how to be a more creative thinker, better at business, improving management skills, and generally be a more interesting person! You can sign up to receive instant updates from each blog via email or RSS. Don't worry, you wont get inundated with trivia! Visit each blog to subscribe. If you're interested in creativity and being more innovative (especially in business areas) you'll love the Facebook page for Imagination Club Australia. Like it and stay up to date with what happens there. If you're in Brisbane you might like to attend one of the monthly Imagination Club sessions. It's casual, interactive, and only $10 to attend. Next session in Monday Feb 20 at 5.30pm. This newsletter won't always have a feature article in it. Like this month, where the feature article Spending Big Doesn't Remove Mistakes can be found on the Sales Insights blog. Announcing something new... Most of my work is with larger companies to help them improve their sales skills, management skills, and marketing tactics. Many times I've been asked by smaller businesses if I can help them too... but up to now I haven't really had the structure to do that. So I'm pleased to say that I'm working on an exciting project that will open up the vaults of Marketing Nous resources and experience for everyone. If you'd like to be one of the first to know about this exclusive members-only club, let me know. I'll be able to reveal more soon. Stuart Ayling Chief Sales Strategist Marketing Nous www.marketingnous.com.au Tel: 1300 784 864 Are you running a sales conference or professional development training? Ask about a custom-designed program to boost your results. * Get your team on the same 'sales' page. * Build their confidence to win more business. * Deliver effective presentations to clients or management. To discuss solutions call Stuart Ayling on 0407 588 468. See client testimonials and video at this page Why are you getting this newsletter? You're getting this newsletter because you or someone from this email address subscribed to it. To manage your subscription, see the link at the end of this email. We don't like unwanted email either, so if you want to stop receiving the newsletter use the link to leave. Subscribers: Please whitelist us by adding news@marketingnous.com.au to your list of safe senders or address book so you'll be sure to receive every issue. Reprint Guidelines Articles may be distributed or reproduced as long as you follow the reprint guidelines. Copyright (C) Marketing Nous 2012. All rights reserved. Sun, 29 Jan 2012 18:08:24 -0500http://archive.aweber.com/-compass-/I1Y7M/h/_COMPASS_Download_Your_2012.htm Trouble viewing this newsletter? See it online here 2012 Goals Checklists Welcome to the new year! If you are looking to achieve more this year in either your Business Development or Management role then you might find these checklists handy to assess possible areas of improvement. Download the checklist of your choice here >> Stuart Ayling Chief Sales Strategist Marketing Nous Office: +61 7 3806 2238 Why are you getting this newsletter? You're getting this newsletter because you or someone from this email address subscribed to it. To manage your subscription, see the link at the end of this email. To ensure you receive every issue please whitelist us by adding news@marketingnous.com.au to your list of authorised senders or address book. Copyright (C) Marketing Nous 2012. All rights reserved. Mon, 16 Jan 2012 19:03:36 -0500http://archive.aweber.com/-compass-/6vJPc/h/Season_s_Greetings_from_Marketing.htm Image not showing below? View it in your browser. Wed, 21 Dec 2011 00:19:29 -0500http://archive.aweber.com/-compass-/K_cnc/h/_Sales_Insights_How_to_Reach.htm Trouble viewing this newsletter? See it online here From: Stuart Ayling, Chief Sales Strategist Will You Reach the Success You Want? So many people miss opportunities for advancement because they don't have the skills and/or the confidence to be at the front of the room and speak to the crowd. Same goes for smaller meetings and presentations. Most people are a bit scared about being the 'presenter'. Are you? In the last two weeks I have presented to the Australian Institute of Project Managers (they were a fun group) and have also worked personally with a successful CEO from the resources sector to help him improve his presentation style and the message he is delivering. What struck me in both situations is that people seem to 'expect' anyone with the title of Manager to be good at communicating with others. But that's simply not the case. Many 'managers' reach their position due to their technical knowledge or expertise, tenure in the business, or through a stroke of opportunity (the right place at the right time). I'm not saying they don't deserve the role, clearly many do. What I am saying is that its common for managers (and other staff and business owners too!) to have missed out on getting a thorough training in communications. And when it comes to their personal presentation skills, the situation is the same... no training = no skills = no confidence. It's no wonder so many people are worried about giving a presentation. On Monday 7th November in Brisbane I will be running the famous Presenting With Confidence workshop. At this highly interactive workshop you will really work on your skills. There are multiple practical activities including giving a real presentation and receiving clear and direct critique from myself and your fellow delegates. Don't miss your opportunity to shine. Get the skills you need now >> Note: This will definitely be the last public workshop this year. Over 50% seats already sold - Business Creativity Workshop Oct. 7 If you: Are in a business that needs a kick-start. Have serious business challenges that need a new way of thinking to solve them. Know deep down that you have great ideas but can't seem to develop them. Want to get your team on board for new ideas. ... you really need to attend this session. For one day only the renowned European creativity expert Cyriel Kortleven will be in Brisbane to present Creative Boost for Business 2011. This is the second time Marketing Nous has sponsored Cyriel to present his signature-style event in Brisbane. You simply won't get this calibre of creative approach anywhere else. This is a hands-on workshop where you will be actively involved in the ideation process. Grab your seat now! Savings for groups of 3 or more >> Client Feedback: With only one day we had a lot of material to cover and Stuart created a positive learning environment for all involved. Initially addressing the presentation structure in theory, Stuart created a safe environment for the team to 'test' their new skills by presenting to their peers. I had positive feedback from all who participated and the result of improved presentations is already evident. Stuart provided our team with the steps and strategies to provide an effective presentation in the future. Kylie Kinsella Sales Manager - Australia and NZ Hurll Nu-Way , Melbourne Read other testimonials... Are you running a sales conference or professional development training? Ask about a custom-designed program to boost your results. * Get your team on the same 'sales' page. * Build their confidence to win more business. * Deliver effective presentations to clients or management. To discuss solutions call Stuart Ayling direct on 0407 588 468. See client testimonials and video at this page You're invited to join my online networks Stay up-to-date with my news and tips. Give me your feedback or comments - any way you like. Follow me on Twitter | Connect with me on LinkedIn | Subscribe to my blog Stuart Ayling Chief Sales Strategist Marketing Nous www.marketingnous.com.au Office: +61 7 3806 2238 Why are you getting this newsletter? You're getting this newsletter because you or someone from this email address subscribed to it. To manage your subscription, see the link at the end of this email. We don't like unwanted email either, so if you want to stop receiving the newsletter use the link to leave. Subscribers: Please whitelist us by adding news@marketingnous.com.au to your list of authorised senders or address book so you'll be sure to receive every issue. Get your own copy. Bonus - Subscribe and get my free 20-page Client Attraction Workbook Reprint Guidelines Articles from this issue of Sales Improvement Insights may be distributed or reproduced as long as you follow the reprint guidelines. Copyright (C) Marketing Nous 2011. All rights reserved. Tue, 27 Sep 2011 18:07:49 -0400http://archive.aweber.com/-compass-/I36Zo/h/24_hours_left_Early_Bird_rates.htm A quick update so you don't miss the opportunity. Creative Boost for Business 2011 Brisbane Friday October 7. The Early Bird rate closes in 24 hours (Thursday). ... so if you'd like to save 30% book now. This workshop is being facilitated by European creatvity expert Cyriel Kortleven. If you're in business you'll find this workshop extremely useful. No silly fluff or airy-fairy ideas. In a fun environment you will use and learn practical creativity techniques that will improve your business. To your business success, Stuart Ayling Marketing Nous PS. The Early Bird rate will definitely close midnight Thursday Sept 22. Then the rate will go up to the full price. GRAB YOUR SEAT NOW Tue, 20 Sep 2011 19:03:33 -0400http://archive.aweber.com/-compass-/6N7Zo/h/_Sales_Insights_Can_You.htm Trouble viewing this newsletter? See it online here From: Stuart Ayling, Chief Sales Strategist Creativity Workshop in Brisbane Oct. 7: My friend and renowned European creativity expert Cyriel Kortleven is back in Brisbane for a once-only special workshop on Friday Oct.7 hosted by Marketing Nous. Cyriel presented a similar workshop early last year and is back by popular demand. Nearly half of the Early Bird seats are already booked. So don't delay. This workshop is ideal for managers, professionals and business owners. Book now for Creative Boost for Business 2011 Client Feedback: It's always nice to get positive feedback from clients. Recently Justin Zakaras, National Sales and Marketing Manager of Danley Construction Products said: Stuart's training methods have enabled our sales team to challenge their current practices and to see new innovative ways of improving their selling skills in a fun and interactive environment. Our sales results have increased since incorporating Stuart's sessions into our sales conference and this has been during a downturn in the market. Read the entire testimonial... Feature Article: Read this article on website... Can You Recognise the Time to Start Selling? One of the maxims I have developed is: Marketing Creates Leads; Sales Creates Clients In practice, for companies that sell services or technical products, there can be a significant overlap between the Marketing and Sales zones. Let me explain. Professionals and service providers who work on a project, or ongoing engagement basis, usually find themsleves in frequent contact with clients (and other providers or vendors) while they are delivering their services. There are project update meetings, discussions with client personnel, vendor meetings, formal reviews and casual conversations over coffee or lunch. This type of client contact often falls into the category of 'customer service' or 'service delivery'. That is, you are providing the services that have been previously scoped and agreed to. However, in many circumstances these points of contact with the client (or vendor) can also be seen as marketing opportunities. These occasions can be treated in a proactive manner. For example you will be reinforcing the knowledge or expertise held by your firm. Or you will relate client success stories to demonstrate points during your discussions. This giving of information (demonstrating knowledge or expertise) is a marketing activity. Sales 'Triggers' During those conversations with clients you could hear comments that may indicate they have a need for additional services or products. I call these comments 'triggers' because they can trigger a sales-oriented conversation whereby you can explore their requirements and determine if in fact a sales opportunity exists. It's at this point - the 'trigger' point - that you need to switch from service delivery mode into sales mode. The idea of switching into 'sales mode' can sound scary to many professionals and technically oriented staff. They don't want to be perceived as a pushy money-hungry sales person. The good news is, you don't need to act like the stereotypical sales person. Switching into 'sales mode' means that you need to do two things: 1) Ask intelligent questions 2) Slow down and listen Pretty simple really. But to do this well you need to have a strategy. You need to know what to ask, and how to respond to possible answers. Importantly you also need to know what to do next. In other words, if you discover a potential need what will be your next steps? Have you assessed your client interactions so you can recognise the time to start selling? Are you running a sales conference or professional development training? Ask about a custom-designed program to boost your results. * Get your team on the same 'sales' page. * Build their confidence to win more business. * Deliver effective presentations to clients or management. To discuss solutions call Stuart Ayling direct on 0407 588 468. See client testimonials and video at this page You're invited to join my online networks Stay up-to-date with my news and tips. Give me your feedback or comments - any way you like. Follow me on Twitter | Connect with me on LinkedIn | Subscribe to my blog Stuart Ayling Chief Sales Strategist Marketing Nous www.marketingnous.com.au Office: +61 7 3806 2238 Why are you getting this newsletter? You're getting this newsletter because you or someone from this email address subscribed to it. To manage your subscription, see the link at the end of this email. We don't like unwanted email either, so if you want to stop receiving the newsletter use the link to leave. Subscribers: Please whitelist us by adding news@marketingnous.com.au to your list of authorised senders or address book so you'll be sure to receive every issue. Get your own copy. Bonus - Subscribe and get my free 20-page Client Attraction Workbook Reprint Guidelines Articles from this issue of Sales Improvement Insights may be distributed or reproduced as long as you follow the reprint guidelines. Copyright (C) Marketing Nous 2011. All rights reserved. Sun, 11 Sep 2011 18:15:28 -0400http://archive.aweber.com/-compass-/5o8uE/h/_Sales_Insights_Behind_closed.htm Trouble viewing this newsletter? See it online here From: Stuart Ayling, Chief Sales Strategist Recently I delivered a presentation to the Chartered Institute of Management Accountants. And before you think This must be boring, it's for accountants, take a few minutes to check it out. The title of the presentation is The Assassin Analogy... Sellling yourself for success, and being proud of it. It is ideal for anyone who wants to be more effective at persuading others and gaining support for their ideas. It also applies to selling your services to clients. The presentation includes slides and audio. It's the next best thing to being there! Note: If you cannot see the presentation above click here to view it If you want to know more about The Assassin Analogy, download the 20 page report. Are you running a sales conference or professional development training? Ask about a custom-designed program to boost your results. * Get your team on the same 'sales' page. * Build their confidence to win more business. * Deliver effective presentations to clients or management. To discuss solutions call Stuart Ayling direct on 0407 588 468. See client testimonials and video at this page You're invited to join my online networks Stay up-to-date with my news and tips. Give me your feedback or comments - any way you like. Follow me on Twitter | Connect with me on LinkedIn | Subscribe to my blog Stuart Ayling Chief Sales Strategist Marketing Nous www.marketingnous.com.au Office: +61 7 3806 2238 Why are you getting this newsletter? You're getting this newsletter because you or someone from this email address subscribed to it. To manage your subscription, see the link at the end of this email. We don't like unwanted email either, so if you want to stop receiving the newsletter use the link to leave. Subscribers: Please whitelist us by adding news@marketingnous.com.au to your list of authorised senders or address book so you'll be sure to receive every issue. Get your own copy. Bonus - Subscribe and get my free 20-page Client Attraction Workbook Reprint Guidelines Articles from this issue of Sales Improvement Insights may be distributed or reproduced as long as you follow the reprint guidelines. Copyright (C) Marketing Nous 2011. All rights reserved. Tue, 26 Jul 2011 20:06:30 -0400http://archive.aweber.com/-compass-/OFf3E/h/_Sales_Insights_Marketing_vs_.htm Trouble viewing this newsletter? See it online here From: Stuart Ayling, Chief Sales Strategist Reminder: Check out the next Brisbane workshop on July 18 at Imagination Club Australia - Juggling Your Way to Success. Also on Facebook. Marketing vs. Gardening Here's a picture of our latest garden bed... ready for a fresh crop of vegies. But what's this got to do with marketing? You see, when I put in the first set of garden beds (you can see them behind the new one) I learned a few lessons. What I Learned... I learned about how to keep the frame level. Especially about cutting the sleepers to match the sloping ground so there are no gaps for soil to leak out of. And how to use nail plates on the inside to keep the sleepers tight and create a good-looking finish. I learned about how long it takes to actually finish the job. In fact this one new bed took about 8 hours in total. This takes into account measuring out the bed, taking up the grass, digging up the earth (hard work with a mattock), measuring, cutting and assembling the frame, shifting the soil from the pile into the bed (more hard work) etc etc. In many ways this is similar to creating marketing activities for your business. What You Can Do... You need to understand the tasks involved so you can allow enough time to get it done properly. Plus, there is always a learning curve. And always the opportunity to improve what you have done before. Never expect to get something 100% right the first time. Too many businesses start marketing activities without full knowledge of what is required to complete the job. Then, when it all becomes more difficult and time consuming than they expected the activity gets dropped. Result: wasted time, effort, and money. If you are serious about your sales improvement initiatives you will: Plan ahead so you aren't in a reactive mind-set - being reactive usually limits your thinking. Assess what you have done before - see what you can learn from that. Plan your tactics so they are in the correct sequence - for example understand your market before jumping at the latest promotional idea. Pay attention to the details - examples: make sure you follow up all leads that are generated; accurately track budget expenditure; update your website or other material to reflect current marketing activities, offers and promotional messages. Be sure you have the skills to do the job - for example if you're not good at working with words and writing, outsource that part of the process to someone who is. And if you're not good with technology, use someone who can do it for you. Marketing vs. Gardening... actually there are quite a few similarities. Are you running a sales conference or professional development training? Ask about a custom-designed program to boost your results. * Get your team on the same 'sales' page. * Build their confidence to win more business. * Deliver effective presentations to clients or management. To discuss solutions call Stuart Ayling direct on 0407 588 468. See client testimonials and video at this page You're invited to join my online networks Stay up-to-date with my news and tips. Give me your feedback or comments - any way you like. Follow me on Twitter | Connect with me on LinkedIn | Subscribe to my blog Tell me what you think. If you have you enjoyed this newsletter, I'd like to hear about it. (Constructive criticism is welcome too!) If you have a moment, send me a brief note describing what you like about it (a few sentences). This may be published on my website, or in other promotional material. Please also include your name, title and company. Thank you Stuart Ayling Chief Sales Strategist Marketing Nous www.marketingnous.com.au Tel: +61 7 3806 2238 Also, you might pass the word on to someone else, and encourage them to subscribe too. Why are you getting this newsletter? You're getting this newsletter because you or someone from this email address subscribed to it. To manage your subscription, see the link at the end of this email. We don't like unwanted email either, so if you want to stop receiving the newsletter use the link to leave. Subscribers: Please whitelist us by adding news@marketingnous.com.au to your list of authorised senders or address book so you'll be sure to receive every issue. Get your own copy. Bonus - Subscribe and get my free 20-page Client Attraction Workbook Reprint Guidelines Articles from this issue of Sales Improvement Insights may be distributed or reproduced as long as you follow the reprint guidelines. Copyright (C) Marketing Nous 2011. All rights reserved. Mon, 04 Jul 2011 18:46:23 -0400http://archive.aweber.com/-compass-/MLkYk/h/This_is_NOT_a_business_networking.htm Hello, This quick note is to let you know about a side-project I have recently started in Brisbane. It's called Imagination Club Australia. www.imaginationclubaustralia.org What happens? I arrange for experts from various walks of life to present a one-hour workshop on something related to thinking differently, creativity or innovation. It's fun, and it's not a business event. Everyone is welcome - students, community members, professionals, and business people. When: Workshops are held monthly in Brisbane. The next one is next Monday June 20 at Toowong. Starts at 4:15pm until 6:00pm. Contribution requested $10 per person to cover refreshments and materials (not-for-profit). Topic: Last Scream of the Missing Values facilitated by Steve Clark. Registration via website is required so we can cater for numbers. Check out the website for photos and more info on what happens at Imagination Club events. The concept is from Belgium. I hope you find it interesting - and please let your friends know. There is no hidden agenda, just an opportunity to think differently. If you'd like to get updates on future Imagination Club Australia events please visit the website and add your name in the subscription box. www.imaginationclubaustralia.org See you there! Best wishes, Stuart Ayling Founder and Convenor Imagination Club Australia and Chief Sales Strategist Marketing Nous Mobile 0407 588 468 = = = = = = = = = = = = Wed, 15 Jun 2011 18:10:13 -0400