Laurence Ainsworth

The 4 Options to Increase Sales Revenues

There four only four ways to increase a company's revenues. They are: Acquire another company Find new customers to buy from you Get existing clients to spend more at each visit Get existing customers to visit more frequently and spend money Option 1 is really…

The Lasting Effects of Quality

I wanted to use two stories the show how different views towards providing quality product or service can leave a lasting impression on your customers. Some five years ago we bought a settee from Laura Ashley. It was quite expensive for us but we...

Are Social Media Businesses Viable?

My thoughts recently have been about the business model for many if not most of the major Social Media infrastructure sites around today. The question I have been asking myself is, how will Social Networking sites make money? This is a serious issue, and the...

Sales Success: Think like a Businessman not a Salesman

Whilst working with a client recently, I realised how important it is to get their sales team to think as business people and not just as salespeople. There are a couple of qualifying statements however, this need to think like business people is most...

Do you want a Business or a Job?

This may seem an odd sort of question to ask someone who’s looking to start up a new business but it is a very important question. This isn’t so much about working on the business or in the business as about understanding that a...

What social networking sites other than Twitter do you use the most?

Given the rapidly changing landscape with social networks I set up a polls to ask the Twitter community a simple question. What social networking sites other than Twitter do they use the most? The results largely predictable do show a couple of interesting trends. It...

Taking Your Business to the Gym-How to be successful: Give your customers what they...

Giving your customer what they want requires business owners to understand to which type of customer they are selling; this is called positioning. Positioning is one of the least understood tenets of marketing and is critically important in getting your business on the right...

3 Steps to Successful Sales Forecasting

In most businesses this (the 4th) quarter is the busiest and much sales effort is focused on getting the best results from these critical weeks. However good sales managers are also preparing get to grips with next year's sales targets. This is an important...

Can Twitter Work for the Smaller Business?

When I started using Twitter I had two objectives. One was to see how Twitter functions as a social media marketplace and the other was to get a sense of how smaller businesses could use it as a channel to market. Despite the hype around...

Twitter for Beginners

I have recently started to use Twitter, and being a relative novice with blogs, I wanted to see how easy it was to use and why people would want to use it. Essentially it appears you can use Twitter for two reasons, firstly;...

How Recessions Explode Sales Metrics

I have often read, and have heard many a pundit declaring that in a recession you must reduce your marketing spend. Based on my experience with previous recessions I have strongly opposed these views. I do have to say, that it is...

A Recession Provides Opportunities as Well as Challenges

Many small business owners are experiencing a downturn for the first time; and what a downturn to start! Nevertheless there are a few simple rules that they can follow which will help them survive and even thrive in this most difficult of business environments. In...

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