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Adapt to Change

2

A necessary evil – boredom!
Invest in knowledge

Assumptions

1

Avoid assumptions

Brand Awareness

1

Think about your style

Branding

4

Take a moment
Our raw materials
Some things take time
Does branding hurt?

Business Challenges

1

The sweet spot revolution

Business Growth

1

At the coalface

Business Processes

1

Coming back to nature

Canvas

29

Pick up the phone
Be the one with light: AIDA
Closed doors
What has gone before us?
Variety
Guinness, a bus and me
Always be curious
Out of curiosity
Patience and tenacity
Positive impact
Touch points
The P. S.
When you speak to everyone
Telephone visualisation
The signpost and the guide
The five rights
Easy
This is me
The Thrill of the Search
Evolving business landscape
Converse and convert
We have this service covered
Human to human relationship
Why bother?
They don’t hate you
Gentle and empathetic
Is this for me?
Clear up uncertainty
Diligent follow up

Collaboration

4

Common purpose
Coaching and training teams
Evolving landscape
Collaborative working

Consistency

1

Setting out our stalls

Content Creation

1

Owning our work

Content Strategy

8

I started writing an eBook
Buried under silicon
Long versus short copy
A marketing limerick!
Making an impression
Writing Habit
Just relevant
Challenges, not products.

Creativity

2

Unblock and unplug
Human creativity

Curiosity

1

This thing, curiosity

Data Management

3

Tired data
Qualities of paper
The value of business data

Differentiation

2

Sticking to our knitting
Courage to begin

Empathy

1

Help! I need somebody

Follow Up

12

The pipeline
Beyond Blue Monday
Show interest
A clean up
Powerful follow up
Tumbleweed sequel
Tumbleweed
Please, please follow up!
Mission critical
Improve conversion
Reframe the follow up
Diligent follow up

Friday Finds

3

They Ask, You Answer
Microsoft Dictate
Google Trends: AnswerThePublic

Gratitude

1

Our debt to engineers

Human Touch

2

Community
Knowing our own minds

Innovation

2

Embracing our phobias
The Cloud and a Comedian

Lead Generation

20

Keep carrying on
Are you a buyer today?
The 3C’s
Looking after the pennies
Gone fishing
The Robust Sales Pipeline
The old relic no more
Relationship focus
The pillow
Dreamers and doers
A call centre no-no
The MD’s Nightmare
Lead generation principles
Strangers to customers
No name give up
Bring me more sales!
More education
Keep in touch
Mind the Needs Gap!
The cold approach

Life Experience

2

Decisions…..
The circle of life

Marketing Communication

30

Digital opportunities
STP Marketing
The communication mesh
Wishful thinking email trail
A beacon of hope
Automation without tech
Too big to handle?
Email confetti and a Maserati
Small biz, big opportunities
Speak to someone
The iPhone
No virtuoso standard
I’ll call you back
The right message
Talk to the human
Being understood
Telephone visuals
Easy
Searching, searching
Consistent promotion
My moment of bewilderment
Our email shopping basket
Buy me! Buy me!
Attention spans
The Rule of Seven
Your messaging
Bandwidth
Make your buyer the hero
Quality versus quantity
Looking for new clients

Marketing Message

7

Are you still there?
Brain wiring
The rule of three
Style, approach and message
Is marketing a religion?
Expert in your niche
Let it sink in

Marketing Strategy

27

Aha moments
Scopophobia
“Why should I choose you?”
The 7 Ps
A modern billboard
Good products = happiness
How buyers view our prices
A Classless Product
Your Ideal Customer
The Rule of 7 Stepped Up
Setting ourselves apart
No quick fix
Gone fishin’
The fear of being watched
“Why should I choose you?”
Quality dialogue
Sticks of dynamite
Hoovering up
Differentiate to Fill a Gap
The clean sheet
Touch points
Human to human
Think about your style
Guinness
Why start from scratch?
The wonders of technology
Competing priorities

Marketing Success

2

Beware of shortcuts
Big markets!

Persistence

3

A dog with a bone!
Consistent action
Not NO forever.

Personal Development

8

Accountability…
My mistake. All good!
Embracing Chaos
Intrinsic motivation
Learning to lose
Boredom!
Investment in knowledge
Our uniqueness

Philosophy

3

Dipper and Bucket
Gentle distractions
The Backwards Law

Reframing

1

Our true worth

Relationship Building

15

We are all sorted
Regular contact
Call to action trap
Funnel vision
Making a difference
Check in
The firewalk
Open questions
Leave a voicemail
Be curious
Who are we looking for?
Human connection
Open a relationship
Your ideal clients
Clear marketing message

Resilience

1

Boosting resilience

Sales Activity

1

Being sales active

Sales Process

7

The long NO!
The four D’s
No one knows you exist
Business engines
Our list of 250
Buyer Hesitancy
Lead Gen & Football

Sales Strategy

1

Is shouting convincing?

Telemarketing

4

Go For No
Bring more people closer
Make the phone your friend
Being remembered

Testimonials

9

Testimonial: estate planning
Testimonial: construction
Testimonial: asset finance
Testimonial: fin. planning
Testimonial: fire & security
Testimonial: telecoms
Testimonial: photographer
Testimonial: insurance (PMI)
Testimonial: finance and risk

USP

2

Personal USP
Differentiation and our USP

Weekender

2

Classical Music isn’t elitist
Neurodiversity and Evolution

Wellbeing

2

Knight in shining armour
Shredding paper release!

Wisdom of Others

2

Stepping stones
A New Year’s Resolution?

Data & Technology

1

Owning our stuff

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