Category Guru in a Bottle

August 7, 2013,  Guru in a Bottle  No comments

In Part 1 we started to explore the different strategies for helping you create a bargain with a customer or client that will help close the deal.

Top Tip#6: Be a patient bargain hunter!

All too often in our desire to close a deal, as marketers we can often miss vital clues along the way when we want to strike a bargain with a customer or client.

We can also rush through the bargaining phase as well, particularly in light of our own sales and marketing targets!

The danger is that we are making premature judgments about what the options are as well as taking stock of what the customer or client actually wants.

It pays to remember a vital point made in my latest book, The Art ...

August 7, 2013,  Guru in a Bottle  No comments

Let’s assume that you’ve reached a point where the customer or client is ready to buy!

You’re not home and dry until they’ve signed on the dotted line, are you? So how fast or slow this takes depends on how good you are at striking a bargain.

You may think this is easy, but it’s where deals are often lost. This is the period between negotiation and close of sale.

For example, let’s take the scenario where you’ve negotiated hard but can’t get the other person to cross the line. So you decide to ‘split the difference’. But this may not always work.

There’s a famous example of two sisters arguing over one orange left in the fruit bowl...

August 5, 2013,  Guru in a Bottle  4 comments

‘Global opportunities for sports marketing, infrastructure and consultancy services to 2022’ shows that UK companies could benefit to the tune of GBP 5.9 billion partly as a result of the 2012 Olympic Legacy.

The 260 page Report, with detailed analysis across ALL global markets and 17 specially commissioned infographics is published by International Marketing Reports  and is available as an immediate download at GBP 995.00.

Currently, the UK sports service sector earns around 50% of its income overseas and the London 2012 Games helped to provide the expertise to chase major international contracts worth GBP billions.

The report identifies opportunities for companies i...

August 2, 2013,  Guru in a Bottle  One comment

A few years’ ago I had the privilege to work with one of my heroes, Dr Edward de Bono, the grandfather of lateral thinking, in helping to launch his book, Think! Before It’s too Late.

The book launch was unlike others in that we decided that Edward de Bono should host a lunch for a cross-section of some remarkable people from all walks of life at the River Terrace at the House of Lords.

Edward de Bono conceived of a way in which we can solve problems by ‘wearing’ different coloured hats that had the power to break the habit of linear thinking or critical analysis that we tend to default to as a result of our narrowly constructed education experience in the West.

‘Six...

July 27, 2013,  Guru in a Bottle  No comments

This year’s PRCA Awards 2013 looks like being a record year for entries and I’m absolutely delighted to be involved in assessing the quality of the work of some of the best and brightest PR agencies in the world and I expect the standard of entries to be even higher this year.

The two categories that I’ve been asked to judge are International Consultancy of the Year (UK) 2013 and Large Consultancy of the Year 2013.

It’s also a fantastic opportunity for those of us who’ve been in the industry for some time to recognise the brilliant work of those who are the next generation of leaders for the industry in the future.

I’m very honoured to be joining a high powered group of...

July 26, 2013,  Guru in a Bottle  No comments

Few would argue that the nature of social media, communication, information and the global economy have merged to transform the way we must now communicate and prospect for customers and clients.

In many respects, the strategies that are often employed to predict and manage customers’ or clients’ purchasing behaviour have been spurred on by the growth of online data, which in itself has its own challenges for the sales and marketing professional.

As I discuss in my new book, High Impact Marketing That Gets Results, what started life within the airline and hotel market segments has rapidly been adopted across other market segments that now database and online strategies pr...

July 20, 2013,  Guru in a Bottle  One comment

Adventurer Bear Grylls is Chief Scout in the UK

The Scout Association one of the UK’s leading youth organisations, has been ranked as one of the most highly trusted institutions in the UK and second only to the Armed Forces. The Scouts overtook the NHS that had previously occupied the second slot but now drops to third place as a result of the surge in hospital scandals over the previous 12 months.

The recent poll of 1000 respondents, conducted by nfpSynergy, shows that 66% of people now trust charities ‘quite a lot’ or ‘a great deal’ which is an increase of 2% on last year’s results and the highest figure for the sector since 2010.

Half of respondents in the surv...

July 19, 2013,  Guru in a Bottle  No comments

Ian Smith, UK Head of Marketing, Harris Interactive reviews High Impact Marketing That Gets Results for B2B Magazine:

The strength of this latest book, from the successful Guru in a Bottle series, is in its blending of tried and tested marketing models from the academics, with bang-up-to-date examples and anecdotal evidence from seasoned marketing practitioners. This is then consolidated with a variety of relevant, informative and interesting case studies from both B2B and B2C brands.

I found this book to be well written, with Kolah making even the most complicated of topics accessible and entertaining...

July 14, 2013,  Guru in a Bottle  No comments

New global research that I recently carried out on behalf of the British Government identified GBP 5.9bn in incremental new business opportunities for UK sports marketing and consultancy services sector across 55 one-off single global sports and entertainment events over the next decade.

These findings are being used by the British Government to inform its strategy for the future development of the UK’s professional and business services sector, published Thursday 11 July 2013.

The UK’s professional and business services (PBS) sector is a global success story and the growing UK sports marketing and consultancy services segment is set to be worth of GBP 1bn over the next deca...

July 14, 2013,  Guru in a Bottle  No comments

The psychology of online persuasion is one of the fastest growing marketing disciplines in the world today. There are now more than 1 billion websites and this is expected to exceed 2 billion by 2015. Studying  online consumer behaviour is critical for marketers seeking new ways to drive  sales of products and services.

Attracting the right kind of customer or client to a website isn’t simply a matter of whether or not they can afford to purchase your product or service, as important as this is. It’s  more scientific than that. In fact, it’s neurochemical.

Scientific research explains that your customers experience the world through each of the five senses, translat...