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Featured Facilitator / Business Coach

The Alternative Board UK.

United Kingdom
01423 810 891

What TAB Members Say

Sharing experience, knowledge, hopes, ambitions and fears with a board of peers is enormously beneficial to my business and to me as an individual. Consultants can only go so far - nothing beats the real life lessons that a peer group of this stature can give. Give me real experience over books and gurus any day! The TAB process has made me do things that I needed to do in the business. Joining TAB is the most important thing that I have done in the last 6 months!

Ian Thompson - Partner, Thompson Brand Partners

Inside this issue
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Sales and Marketing
Why a Referral Marketing System is Important to Your Business

4 reasons referrals are the most cost-effective way to acquire new clients…

Prepared for Calling?

What better way can there be to find out who wants to work with you than to pick up the telephone and ask the question?   You get an immediate yes, no, not now or don’t know on which to build your responses...

The Perfect Cold Call

Warm up your cold calls with just one question…

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Target Tips View More Tips
A Unique Way to Get Their Attention

In today’s economy, it is increasingly difficult to get work through open bidding. Our goal is to be in the position to negotiate work with general contractors and not be subject to bidding wars. To do this, my team came up with a way to get noticed by those who influence decision making. We decided to conduct a raffle for a large screen TV for those attending our presentations. Attendance skyrocketed and we developed relationships at the larger firms that we would not have got access to through traditional means.

By : Darren Loertscher, Innovative Excavation
Prequalifying Prospects

Are you receiving lots of inquiries from potential customers? Are they qualified? While sales is a numbers game, you need to make sure you remain focused on your core competencies. If you are spending too much time on prospects that aren’t qualified, then your marketing process isn’t doing its job. Disqualifying a prospect is invaluable. Make sure your website and other marketing materials are very clear about "who" you work with. Don’t offer services that will attract prospects that aren’t within your target market. I learned this the hard way as I had more inquiries coming in than I could handle and many of them weren’t good prospects for my business.

By : Bonnie Griffin Kaake, Innovative Consulting Group
Supplier Referral Programme

We often look to our clients to give us referrals. Another good place to ask for referrals is from suppliers. They know you. They want to keep you as their customer and they want to keep you happy. One of the ways we asked our suppliers was to put a supplier referral document with each of their payments. We also emailed them.

By : Ronald Roge, R W Roge and Company
Maxim for Marketing: The 3x3 Rule

All marketing is relationship building, over the long term. We use a system called "3x3." Three of our key leaders must know at least three C-level people in our top clients’ organisations. This system equates to nine relationships per key client – or, say, 180 relationships that must be developed for 20 clients. Every week we establish goals for closing the gap on relationships that must be initiated and fostered more deeply in the upcoming week and quarter to meet the "3x3" goal. This system works to keep us first in mind for client projects and to develop other business market intelligence.

By : Gerald King, Hoar Construction
If You Are Happy and You Know It

After our service technician completes a service call, a sales person will follow up to ensure the job was completed satisfactorily and met the customer’s expectations. If all is well, the sales person asks for a referral. This process has significantly increased our lead generation.

By : Joe Polizzi, ABF Security
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