RIDC Advisory Archives -
Home Tags RIDC Advisory

Tag: RIDC Advisory

Customer service is the new marketing

In a world where consumer and peer reviews are easily accessible via social media and the web, positive customer experiences become amplified and produce word-of-mouth referrals. On the flip side, negative customer experiences become amplified as well and can be kryptonite to even great companies.

Create a unique selling point (then deliver on your promises…)

When promoting your product or service, it’s easy to miss a key trick by failing to make what you’re selling unique. The term ‘Unique Selling Point’ (USP) was first coined in the 1940s, and first defined in print by advertising executive Rosser Reeves in 1961. A good current example of a clear USP is the well-known brand Head & Shoulders’ "You get rid of dandruff."

What sort of customer are you? Aggressive, expressive, passive or analytical?

Have you ever wondered why you seem to hit it off with some customers, while with others it's like oil and water? It’s because we respond intuitively to the natural chemistry -- or lack thereof -- between temperament styles. Research in the field of psychology tells us that we’re born into one of four primary temperament styles: aggressive, expressive, passive or analytical. Each requires a different approach and selling strategy.

When hiring salespeople, make them give you 35 reasons why they want to work...

At sometime during the recruitment process, ask the candidate to write down 35 reasons why they want to be a salesperson within your company. Allow up to 15 minutes for this process alone. I’ve conducted this exercise with hundreds of sales consultants. A common theme is that by the time they reach around the 15th reason they get stuck. Why? Because the first 15 reasons are typically high level and relatively easy to communicate.

Don’t try to close the sale, without ‘reversing’ it first

The most common mistake sales consultants make is to assume they know what their clients want. By asking the right questions, you’ll uncover your clients’ buying strategy and find out if you can deliver the goods. And the best part is you can finally throw out that crystal ball.

FREE BUSINESS TOOLS

How to build a retail empire with James Webber [FREE REPORT]

Starting any new business is hard, but starting an online retail business is particularly hard. You see, this is one industry that combines technology, logistics and, of course, marketing – it’s a juggling act. To help us crack this hard nut, we sought the wisdom James Webber, CEO at Bookworld.

FREE BUSINESS TOOL

Five essential things to get right if you want to raise...

So you’ve got a brilliant idea, or maybe you’ve even started building your nascent business, but you think it might help to bring on some extra money. You try to raise the money, but wherever you go it seems there are roadblocks and challenges, and it’s difficult to know where to start. To help tackle this tricky tropic, we interviewed Bryan Vadas. He’s the founder of iPledg (Australia’s leading crowdfunding platform for creative, commercial, charitable and community projects) and Capital Exchange Australia (an education and funding platform for startups).

INFOGRAPHICS

New Zealand’s Xero eyes US IPO, further disruption as subscribers increase...

Xero recently held its annual meeting in Wellington, during which the company revealed some interesting details about its future. As has been widely suspected, the...

OPINIONS & ADVICE