Why you should focus on your Customer Market

Author: Stewart Clark / Date: January 31, 2018

Who is your customer (or client), and what do they want from you?  These are two simple questions which many businesses struggle to be able to define. If you don’t know who your customer is, then it is impossible for you to maximise your business potential, because you won’t fully understand their needs and you could […]

How to gain Sustainable Client Referrals

Author: Stewart Clark / Date: November 30, 2017

There is a gold mine of new opportunity in your existing client base – you simply need to know where to look. Business is very much about sustainability – the sustainability of new client opportunities/leads along with good sustained profit and cash flow. Drawing these together makes for a very profitable business operation in the […]

Top 10 elements for successful brochure design

Author: Stewart Clark / Date: May 30, 2017

A well designed brochure will stack the “sales” deck in you favour and drive deeper profit returns. When you are selling, you want your prospect to see as much compelling and relevant information as possible, to both provide critical product/service information and to support your sales process. Brochures come in many shapes and forms, with […]

Increase your sales effectiveness with quality collateral

Author: Stewart Clark / Date: February 28, 2017

Selling is about showing your customer in a convincing way, that your product (or service) is worth the value you are asking and….. that it meets their need or desire. Naturally, this point is not rocket science, albeit the way in which you show them or prove up the value of your product can have many layers of skill to […]

Compelling Copy Which Sells

Author: Stewart Clark / Date: November 30, 2016

If someone said to you, “you’re going to want that Kidney..” – would you pay attention? I did. How about if someone said, “if left alone, it will continue to devour the cells around it” – do you think you would listen to what they said next? It got me. Both examples are Compelling Copy. […]

Web site mishaps which will cost your business money

Author: Stewart Clark / Date: April 30, 2016

The web site of today is like the business card of 20 years ago – no serious business would be without one. It provides your name and contact number, but is also a window into the business, with your design, logo and flair. As with a business card, you can tell a lot about a business with even […]

Business Sales Activity in your Prospect Pipeline

Author: Stewart Clark / Date: March 31, 2016

Businesses with strong consistent sales, typically are the same ones who have a deep prospect pipeline. Regardless of the type of business or product, those who have the depth of opportunity in their sales pipeline, are also the ones who have less stress and typically better margins. When you only have one or two prospects […]

Business Efficiency in Small Business

Author: Stewart Clark / Date: March 14, 2016

Improvement in efficiency has been an age old quest in business, as it has enabled either more to be achieved with less effort, or for the same amount of effort, but faster. For many reading this article, the phone or tablet you are using provides you with a more effective use of your time – […]

The value of continual education in business

Author: Stewart Clark / Date: September 27, 2015

At some point – and we have all done it, we get to a point of knowledge within our business or industry were we feel……. comfortable. It is at this very point; you can guarantee that you have just fallen BEHIND the game. Business is ALWAYS evolving, whether it is directly such as with a new piece of equipment or product, […]

Business Margins – Improve your Financial “Short Game”

Author: Stewart Clark / Date: April 30, 2015

Finance has shown me many things over time, but perhaps one of the more powerful concepts is “profit versus turnover”. For the golfers out there, I liken this to “driving for show VERSUS putting for dough“. Underlying profitability and the associated free cash available for debt servicing are focal points for a Banker with any finance proposal – as this shows whether there is […]

Clear Business Process + Strong Execution = Great Savings

Author: Stewart Clark / Date: March 31, 2015

Regardless of whether you are selling burgers to a young family with three tired kids or producing “O” rings for the space program – there is always a cost when your process fails – it’s just the magnitude that varies. For a minute, let’s consider the more trivial of these two examples and look at the world through the lens […]

The One More Thing for business success

Author: Stewart Clark / Date: January 30, 2015

Whether it be in sport or business, the difference between success and failure can often be simply doing one more thing than the competition. The extra phone call, one more prototype, another sales approach, an additional quality check, a larger focus group, an extra tier of service etc etc…..any of these can be the secret ingredient to business success. A few qualifiers; – know your competition as this will provide some form of benchmark. This is […]

Is my Business Viable?

Author: Stewart Clark / Date: December 15, 2014

Is my business viable? This question comes in various forms from concerned business owners – but for me, it’s not so much a case of whether the business is viable – but more of whether the product/service they are selling is viable. So the better question is really; is my product or service viable? Running a successful business is all about having a […]

Marketing for Small Business

Author: Stewart Clark / Date: November 30, 2014

90% of businesses want more sales….. and for the vast majority of these businesses – this is exactly what they need. Many businesses can make a better margin out of their existing sales, but overall a greater level of sales is what is required to allow a meaningful increase to the bottom line. Effective marketing is the […]

The Cost of being Tolerant

Author: Stewart Clark / Date: October 3, 2014

Business owners tolerate a lot, whether it is poor performing staff, process problems, cash flow, IT and the like. In doing this, the level of stress or pressure on the owner (and in many cases – the business) rises in direct proportion. The two questions I pose are why…….and…..what is the cost? In general terms, things are […]

What is your product or service worth?

Author: Stewart Clark / Date: September 16, 2014

Pricing… pricing… pricing… it’s all about the getting the price right – so that your price point is not only accepted by the market…. but also delivers sufficient profit to your bottom line. So what is the right price, who determines this and how is it calculated? To answer these questions I normally discuss two concepts – “Cost” and “Value”. Cost – is the cost of delivery […]

Business Marketing – “Shark” versus “Anemone”

Author: Stewart Clark / Date: August 13, 2014

At the heart of any successful sales program are a heathy number of leads generated by a well formulated marketing program. Equally, where sales or revenue levels are not hitting the mark – then generally there is no effective marketing plan in place. Few businesses have the volume of sales or revenue that they want, with […]

3 Strategies to Energise your Bottom Line

Author: Stewart Clark / Date: June 16, 2014

There are three key strategies available to energise your bottom line, with then an infinite number of tactics which can be used to support them – customised to your business and its circumstance. The three key strategies are; •    Revenue – increase •    Direct costs – control •    Operating costs – reduce Each of these strategies has relevance […]