Sales tips

The 4 Levels of Thinking Right Now

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The 4 levels of thinking right now

Right now and because of the current situation with CPVID, the recession and the future economic projections what are people thinking right now?  In this video, I suggest that they are at one of four levels.  They are:

  1. Stuck because the Government has closed them down, or restricted their behaviour (restaurants etc)
  2. Restricted because they see it as being someone else’s fault and so they are cutting back and doing nothing to help themselves right now and hoping that the Government will look after them
  3. Gonna do something but just don’t!  These people we like the people who join a gym and never attend.  Or they want to lose weight and very do so because they don’t take action
  4. Action takers are people who are thinking – No matter what happens I am going to move my business forwards.  So, that if things do get worse I will be in the best shape possible to move forward and upward!

Watch this video to learn more and listen to the story of the two shoe salesmen.

Prospecting for GOLD

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Prospecting for GOLD

Prospecting for sales is similar to prospecting for gold.  Think of the people you know, your LinkedIn contacts, the people on your email database and your prospects as gold, and treat them as you would a gold mine.

Post a claim and work it constantly. Because if you neglect it, will find someone else claiming your fortunes. Worse yet, your position in your market can sit vacated, unattended, and ignored.

The fact that you are not working your gold mine effectively does not mean it is less valuable; it just means that the gold is harder to get, but you aren’t tapping into its immense potential.

This has never been more true than during the new COVID economy. 

Pick up your phone and start getting in touch with friends, family, relatives, and past employers and take a genuine interest in them. Find out what they are doing; ask about their lives, their careers, and their families.

People love to talk about themselves, and they really love it when others take interest in them. Let them know what you are doing when it comes up, but understand that this is not a sales call.  You are simply keeping in touch with them.  In effect, with someone with whom you have been out of touch.

Make it clear that the intention of your call is to catch up with them and not to sell your products or services.

During all economies but especially during contractions, contacts and relationships are everything and you must prospect harder for sales

Have you ever heard the saying “You are short on people, not short on money”.  The people you know either have the money you want or know people who doIt is those people who want and need your service.

So the more people you speak to, the better chance you have of discovering and selling to those people.

Want more great tips on how to generate lots of leads and turn those leads into sales?  Click here

You’ll not only get access to my best sales, marketing and business course, you’ll find details of my classic How to win business on LinkedIn Course that will give you a better understanding of how to create sales for yourself in this tough economy.

What Matt Bullard of Ingress Ltd says about Steve

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A personal recommendation from Matt Bullard of Ingress Ltd

How to turn more meetings into salesThrough Steve’s online video sales and marketing courses, I’ve been able to identify and implement the key steps essential to growing and maintaining a sustainable small business.

His insight into Sales and Marketing has played an integral part in helping me achieve many of my business objectives.

I highly recommend speaking to him.

Want to know more?

Take the first step and book on to our free online training.  Click here to take a look



Sales training from home

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I was recently chatting to one of my friends Frank Furness who does sales training all over the world and he told me about a client of his that desperately wanted an online course for his salespeople as they now have to work from home.

He’s just developed the course and it has 123 videos, 8 eBooks, headline Creator software, LinkedIn scripts and over £1,000 in video resources.

It is based around the ‘HOME’ formula, Habits, Optimization, Mobility and Establishing Credibility and provides all the tools, strategies and techniques to work and sell from home and still keep the sales pipeline going.

I decided to take a look at it and then thought it would be ideal for your salespeople/ideal for you as now is a great time to spend on training and you may still have to keep making sales from home without going to see the clients.

If you get a chance, please take a look – Click here

I hope you are managing in these tough times, but you know what they say ‘Tough Times Never Last, Tough People Do.’

The more marketing you do, the more money you make – Strange isn’t it?

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And yet most businesses don’t do anywhere near enough marketing.

They tell me things like…

  1. I am on LinkedIn, but I don’t do very much
  2. I use social media.  I post on there once per week
  3. I send out a quarterly email newsletter
  4. I speak to our clients when I can
  5. I am often slow at following up on enquiries
  6. When I do networking I don’t ever really follow people up afterwards
If you want to put a STOP to the statements above once and for all, then take the first step and sign up to our online training here.

Advancing your own, or your company’s financial situation

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Here are 10 ways that you can improve your financial situation:

  1. Take on another job
  2. Learn a new skill, or develop a new product/service
  3. Improve your sales and marketing skills
  4. Start a business, or another business if you already have one!
  5. Improve your sales skills and then become involved with a business on a commission-only basis
  6. Find out what problems are in the marketplace at the moment and solve them
  7. Learn how to set up an Amazon business (for very little cost)
  8. Read a business book each week
  9. Listen to audio programmes in the car, or on the train every day
  10. Take a rich person out to lunch and ask some good questions

There have never been so many options!  They are truly endless!

However, most people use time as an excuse for not doing things.  They sit and watch ‘Strictly’, ‘Eastenders’,  and ‘I’m a Celebrity’.  Then they claim that they just don’t have time.

But the reality is that most of these people simply refuse to focus enough time doing the things they should be doing if they want to be successful.

Make sure you maximise your return on investment for every moment of every day.

That’s why I want to remind you to get your seat booked on my FREE RESULTS Webinar on Thursday starting at 12.30pm.

There’s no better way to spend an hour than learning some great sales and marketing ideas!

The 7 Biggest Things I Have Learned in a Quarter of a Century of Advising Small Business Owners

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I have been advising small business owners on how to grow their businesses for a quarter of a century and in that time I have learned a few things.

I have learned what works and I have really learned what doesn’t!

Below are the 7 biggest things that I have learned when advising small business owners:

NUMBER 1 – I have learned that numbers are the key to success in most areas of life and this is certainly true in business and particularly in sales & marketing.  I would say that not measuring your sales and marketing results is probably the biggest mistake made by small business owners.

NUMBER 2 – I have learned that there are 3 departments in every business in the world and they are – operations, finance, and marketing.  Typically in SME’s the business owner is good at the operational side of the business.  In other words, doing the work that the business does.  And so a garage mechanic opens a garage.  An HR person opens an HR company.  A printer opens a printing business.  A Solicitor opens his/her own legal practice and here lies the problem.  These people believe that because they are good at doing the work of the business, they can run a business that does that work and nothing could be further from the truth.  This is because they often know nothing about sales and marketing and even less about managing the money.  Which is why approximately 80% of all businesses that start trading each year, cease trading within 5 years.

NUMBER 3 – I have learned that in 95% of the businesses that I have met – It’s not that they are doing the wrong marketing.  It’s far more likely that they are doing the right marketing but in the wrong way.  They behave like butterflies trying one form of marketing and then another.  Never bothering to stick around long enough to ensure marketing success.

NUMBER 4 – I have learned that most business owners put a lot of effort into the wrong thing.  To grow a business you need to put a lot of effort into lead generation and conversion.  More often known as sales and marketing and yet I constantly come across a total lack of effort in terms of two things.  Very little effort is put into training in sales and marketing, so business owners don’t know what to do or say.  Then there is an even bigger lack of effort in terms of implementation.  In fact, I would say that the No.1 reason that marketing fails is IT NEVER GETS DONE!

NUMBER 5 – I have learned that a lack of knowledge is costing business owners millions in lost sales.  One of the biggest things I have learned is that most business owners have almost a total lack of knowledge of sales and marketing.  They tell me things like – “I am on LinkedIn, but I don’t know how to use it”.  Or, “I have heard of SEO, but I don’t understand it”.  Or “I am responsible for sales, but I have never done any training in selling”.

NUMBER 6 – Most businesses have five to ten ways of marketing their business, such as a website, email marketing, referral, networking, PPC Advertising and the many even do the occasional exhibition.  And that’s good – It pays to build a business on multiple streams of income.  However, it does not pay to have five to ten ways of marketing that lose money, or at best, wash their face.  Rather it is far better to focus on ‘THE ONE THING‘.  In other words to review what you are doing.  Decide what’s working best and has the most potential to leverage and focus on that one thing.  Then when you’ve got that one thing working incredibly well, then focus on the next ‘one thing’.

NUMBER 7 – I have learned that to win a new client you have to get the prospect to know you, like you and trust you.  To know, like and trust your company and to know, like and trust your products and services.  One of the biggest mistakes I see businesses make is trying to sell too early in the relationship.  They often try to sell to people that they don’t know and who don’t know them and that’s a BIG MISTAKE!

Like what you’ve read?  Want to talk?  Take the next step and book your seat on to my next webinar –

How to advertise to your competitors’ clients and prospects

You may not believe this is true, but it is!

In this video, I am going to talk to you about – how to advertise to your competitors’ clients and prospects!

You can now advertise to anyone who…

  1. Walks into your competitors’ office, building, or location
  2. Views your competitors’ website

AND we can do it for you!

Don’t ask your marketing adviser, as they won’t have heard of it yet.  That’s because it’s new and only just released.  So, get to know about this technology before your competitors do by signing up to my next webinar –

Find out more on my webinar at –

Or sign up for my marketing tips below…