Author: Ben

What lego taught me about awesome customer service

That’s right in the world of Lego, “everything is Awesome!”. Even their customer service is awesome. Let me explain. Recently my youngest son (he’s nearly 3) picked his Mum a present, a Lego Friends Juniors Ice-cream truck set. What could be better when both him and his mum are fans of Lego and Ice-cream? On making the ice-cream van, there were a couple of pieces missing, not major ones but still nonetheless they were missing. As the ultimate purchaser of this – it was down to me to contact Lego. So here’s what happened and has now made me...

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Get client relationship fit in the New Year

It’s January, the time of forward planning and those wonderful resolutions. For many that means diets and fitness regimes. It’s that time of the year where open spaces are buzzing with full boot-camps early in the morning, and gyms are full to bursting point, upsetting the year-round, dedicated, gym bunnies. Personally I’ve resolved to do 10 minutes of yoga, 3 times a week so I can continue my football (soccer) career with minimal pain! With all of these things in-mind the intent is great.  It starts of really well, but it soon fades away and normal life resumes. This...

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Stop focusing on closing sales…

Get Curious instead. There’s a classic scene in Glengarry Glen Ross when Alec Baldwin gives his version of an inspirational sales speech. It’s anything but, and if you do watch it, be warned the language is strong. One of the main points is that salespeople should follow their ABC:  A – Always; B – Be, C – Closing. It’s scary because it’s probably a mantra many follow in some way shape or form. How many interviews for prospective sales people focus around “can you close?” However, if you want to build a trusted relationship with your client or prospect...

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It’s not a numbers game

We’ve all heard that magical phrase “it’s just a numbers game.” Often followed up with “all you need to do is get out there and go and meet people”. The old theory goes, the more people you meet, the more opportunities you’ll get, and the more proposals you’ll get to write, and eventually you’ll get more business. Simple idea – yes. Effective and clever way to run your business? No.  To give you an idea of why this isn’t such a great way of working we’ll look at the component stages. Should you run a meetings campaign / competition?...

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I’m Social but I’m not Selling

Taking your clients or prospects to the rugby or theatre? Buying them plenty of drinks and having great conversations about sport, the weather, their kids or dare I say it, the Bachelor? You’re getting on great but this relationship is unlikely to lead into profitable work for you or your organisation. In fact, it may even have got to that critical stage where it is now almost awkward to actually ask for the work. There is a real danger that your client has put you firmly in the “friend zone”. As the Bachelor would no doubt tell you, this isn’t...

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