Author's articles

Start High

By Kate Marsden · 10 years ago

Don’t compromise on your prices and volumes too quickly. Always start higher and give yourself room to come down, so that you can see more revenue flowing through to your profits. In many of the ...

Follow Up Again and Again

By Kate Marsden · 10 years ago

We're all customers and we all get inundated with sales messages and offers. And yet, when it comes to running our own business, we assume that giving a sales message once is enough. Learning to ...

Reconnect With Your Old Customers

By Kate Marsden · 10 years ago

Nearly all business people know that they should keep in contact with old customers and clients, but many of them never do - or the contact is so infrequent it doesn't work. Find some new ...

Always get references or testimonials

By Kate Marsden · 10 years ago

Don’t be afraid to ask your customers for references or testimonials – they can be one of the greatest sources of new business for you. The trouble with the Internet is that there are millions ...

Go the extra mile

By Kate Marsden · 10 years ago

If you want a quick way to boost your profits, you need to make sure you are going the extra mile to look after your best customers, before someone else does. Think hard about your ...

Ask your customers what they want

By Kate Marsden · 10 years ago

Looking for a way to make some more profits from your business? You already have a huge advantage – your existing customers – to help you find out what people want. Many businesses know what ...

Reward Customer Loyalty

By Kate Marsden · 10 years ago

Looking for a way to make some more profits from your business? Never forget who your best customers are, and you might be surprised how quickly they can impact on your profits. We all like ...

I was recently asked to speak at a conference about leading change, based on the well known Kotter model. The audience was a mix of Business Leaders and HR professionals from private, public and not-for-profit ...