Guest post by Martin Clark, Ripple Effect Sales Training.

They fail to understand the fundamentals of selling!

First of all to clarify, when I say ‘sales people’ I’m also referring to business owners who are responsible for making sales.  If you’re in business, then one of the many hats you must wear is that of a ‘sales person’.

There are 2 key fundamentals that drive ALL sales…  Failing to understand these is why most ‘sales people’ struggle and businesses suffer… continue

Freelancing and consulting can often seem like an impossible juggling act, but if you keep these seven practical business tips in mind, your business will go from strength to strength.

Work out what you’re best at and express it clearly on all marketing material – niche marketing is a simpler and more profitable way to grow your business, rather than trying to be everything for everyone. The more detailed your customer avatar is – the simpler it will be for you to find them, connect with them and offer something of value. To start creating your customer avatar think of the following questions:

• Who is my ideal customer? Who would I like to work with?
• Are they able to pay my fees? Will they be willing to pay my fees?
• What problem do they have in life, that my offering will help them solve?
• Why is it important to get it solved?
• How many of those customers are out there in the marketplace?
• WHERE… (do they work? Where do they study? Where do they live?)
• WHAT… (do they eat, drink, read, listen to, are interested in?)
• HOW… (do they look for new products or services, do they choose their suppliers, do they pay the bills?)

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How do you rate your time management skills? Do you feel you get a lot done every day? Do you plan your day to the last detail or just “go with the flow” and deal with whatever landed on your desk/in your inbox? Whichever category you are in, it’s important that you take time to analyse what’s working for you and make adjustments where necessary.

I’m someone who’s fond of written to-do lists. I’ve got my hardcover diary where I scribble every day my lists and feel great emotional empowerment once all items on my to-do list have been ticked off. I add my meetings there too, any trivial household tasks like getting the shopping or doing the school run. In this way I know exactly how much time I’ve got between “fixed” commitments and can schedule and organise the rest of the tasks in between those.

Here are some tips from the born organisers (aka “virtual PAs”) for organising your day:

1. Write it down.
Make a list and write everything down – on paper, on computer, in Excel, on iPhone or Blackberry. It doesn’t matter where but it’s got to be written! You may be shocked, surprised and overwhelmed looking at your list of ‘to do’s’. But don’t despair – as they will all get done, if you follow the steps below. Also, don’t forget to schedule lunch in your diary, especially if you find yourself often working through your lunch break!

Another tip I’ve picked up from Nigel Botterill (UK top entrepreneur) – “this day isn’t over until tomorrow is planned”. Don’t stop the work until you’ve done the list. In this way you won’t waste time in the morning and you will be more likely to stick to your list/plan rather than changing everything because of an email that landed in the Inbox overnight. continue

Some people are wondering if Twitter is more for fun and therefore is not suitable as a business tool. Or whether it’s just too full of spam and no one ever reading each other’s comments or messages.

Well, I’d say that Twitter is a bit of both.

It’s like a big party, where you can have fun, make friends and catch up with old connections. But at the same time meet new clients or strategic partners, get referred or make referrals for others. The key is to use Twitter appropriately. continue

Guest post by Sally Kettle.

I run, but not very well, my arms spin like windmills and my feet land with the subtlety of an elephant but, on occasion, I can pull off a marathon; but it’s through running that I’ve learnt a very valuable lesson. ‘You can be your own worst enemy!’ Once the mind starts chattering you can literally turn every pounding footstep into a torturous experience.

But why running, when the title of this blog is ‘No Hope on the Boat’? Well, in 2004 I rowed across the Atlantic for the first time; by 2006 I’d rowed it again becoming the first woman to do so. As I write, I’m just a day away from sailing back across the Atlantic in a 68ft racing yacht.

You’d think with that experience I’d have all the confidence in the world? I’ve been there and done it; the trouble is I am as nervous and anxious now as I was standing on the pontoon for my first rowing attempt. It seems these things never get any easier. My imagination has run away with itself turning my preparations into an exercise of torturous self-doubt! continue