Find a Niche

  • client development golden geese

Talent is not enough!

Anyone following me on Twitter is probably used to my Saturday night tweets whilst the X Factor is on TV. If you have been watching it recently or read the news you will have seen that the twins that call themselves ‘Jedward’ are still in the competition and there are some very talented acts that are getting a bit worried. The simple fact is that more people are voting for [...]

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Have you found your acre of diamonds?

Many times when I am coaching someone on their business proposition I find that they are missing massive opportunities whilst pursuing a line of business that they are struggling to sell. I tell them of a story called 'Acre of Diamonds' which makes the point very nicely and gets them to focus more on what they REALLY should be selling. It is a story originally told by Russell Conwell many [...]

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Dare to be different

I recently went to see ‘Jersey Boys’ at the theatre in London. I was a big fan of Frankie Valli and the Four Seasons in the early 1970’s when I was a young lad. It was wonderful to see the story of how their success began. In common with many small businesses there was a long period when the band was struggling to get heard. They changed their name and [...]

  • client development golden geese

Its no longer good enough to have a niche…

….You need a micro niche. Because of the impact of the internet and social media, niches are not what they used to be! At a click of a mouse you can easily find 10 or more businesses just as good as you seemingly doing the same thing. Tell me about it!!! One of the most important business books I have read in the last few years is ‘Become a Key [...]

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Marmite your business!

Have you have seen the brilliant Marmite adverts on TV? The message is: ‘Marmite: You either love it or hate it! Too many businesses are failing right now because they are trying to be all things to all people. Why not Marmite your business? I can remember while I was at business school I attended an excellent presentation delivered by the marketing director of a number of major high street [...]

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Specialise, Specialise, Specialise!

Clients are often surprised at how quickly they manage to turn around their sales when we work together. Its all very simple really – I get them to specialise. So many small business owners make sales and marketing harder than necessary by following a flawed belief that if they cast their net wide they are more likely to catch something. Sadly the reverse is true. The way forward for business [...]

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In search of credibility

‘Where is your credibility?’ is one of the core questions I ask when I am helping people to generate more referrals from networking. If you do not have enough credibility then you are unlikely to get people giving you good quality referrals even if they know like and trust you. I was working with a new client this morning who was struggling to sell a course into large corporates. The [...]

  • client development golden geese

Be a sharp shooter!

was chatting to an Ecademy member yesterday and a couple of issues came up which I thought I would share with you because I see them time and time again with people in business to provide professional services of some sort. For example, web design, coaching, consultancy, training, accounting services etc The first issue that this very talented lady clearly demonstrated was that she defined her business by her craft [...]