Can you see what it is yet?

One of my favourite television programmes when I was young involved Rolf Harris drawing a picture on a bit of paper and line by line asking the question “Can you see what it is yet?”.  Children all over the land would be wildly guessing and hoping that they were right – and their sibling was wrong! These days I feel as though I’m doing the same thing with a lot of websites.  One of my latest clients is in the field of NLP (Neuro Linguistic Programming) so yesterday I had a look to see what the competition was like.  If you know anything about NLP then you’ll know that one of the best things you learn is how to communicate more effectively.  So you’d expect the websites about NLP to be crystal clear about what they do.  Wrong!  The majority I looked at yesterday were so mired in boring, clear as mud content that I’m surprised anyone gets beyond the homepage.  They certainly weren’t written from a potential customer’s point of view and they certainly weren’t written with clarity in mind! The thing about Rolf Harris’s drawings was that they were really simple.  They were simple line drawings and you could tell what it was, even early on in the drawing.  And because you knew that you’d be able to guess, you kept watching.  You were interested. You wanted to know what it was. When you over complicate things or set out to show how much  you know instead of keeping it really straightforward for the people that count – your customers – you lose out, because people lose...

Hard Sell = No Sell

“You must try…”  “This would be great for you….”  “This will really help you….”  I’m always on high alert whenever I hear these phrases because in my vast shopping experience, more times than not the person who suggests that they’d like to help me is actually more interested in helping themselves, or at least the retail establishment that they work for.  And I get it, selling is their job. But when someone tries the hard sell, I am more likely to run away than part with my hard earned cash. The problem for anyone in business is that in order to earn that cash, they have to sell!  So how do you sell without resorting to the tactics that see you high-tail it out of the reach of so many salespeople?  Because if you don’t like pushy salespeople then chances are that your potential customers won’t either.  So it makes sense that you’ll need to adopt different tactics. Which is where my sales coach, Brendan Walsh from Hawthorn Business Group, comes in handy.  And because I know you’d benefit from some of his secrets too, I’ve persuaded him to write a Business Bite: The ABC of Selling.  Check it out and let me know how you get on with his...