We all see things differently

This photograph of a group of young Parisian children watching a puppet show was taken by the famous photographer, Alfred Eisenstaedt in 1963. When I saw it I could not help thinking how us humans (big and small) can look at exactly the same thing and experience a totally different emotional response. Continue reading “We all see things differently”

Are you showing your clients why they need to give attention to metrics such as average transaction value?

Businesses that have regular repeat customers need to focus on retaining these customers’ loyalty and developing ways to increase transaction frequency and value. Businesses that deal with irregular (or once-only) customers need to give relatively more attention to encouraging advocacy and especially to improving the effectiveness of the sales process—those businesses generally have high-value products or services. Continue reading “Are you showing your clients why they need to give attention to metrics such as average transaction value?”

Service Positioning When Your Prospects Are Human

When you put a service proposal in front of a client she will make a decision to go ahead with the proposal or reject it. If she was acting as a rational economic agent she would assess the potential payoff against the expected cost of the proposal and she would go ahead with the proposal if the payoff exceeded the cost. In the real world it’s more complicated than that and the way you frame your proposal can have a dramatic impact of whether it is accepted or rejected.  Continue reading “Service Positioning When Your Prospects Are Human”