Category Archives: business

A word or two about price lists

“Should we publish our price list?” A question that continues to surface after all these years. The answer is always a “yes”, whether you have a printed version or one visible on the web. And the mantra for many years … Continue reading

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Used to…..

Things I hear every week: We used to….. have daily huddles hand out referral business cards ask for word of mouth recommendations send out a regular patient newsletter advertise on the radio have fun and regular team meetings before they … Continue reading

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The Campbell Academy Education Programme 2017

I’m including the digital brochure for the 2017 programme at the end of this post. I’m delighted to be included as a guest lecturer again on The Year Implant Course and thoroughly enjoyed my opportunity to speak at the 2016 … Continue reading

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Google increases the importance of reviews

The “other” event of the weekend (apart from my 63rd birthday celebrations) was the announcement that, with immediate effect, Google are going to increase the variety of reviews they include in organic search to include: their own Google reviews “critics’ … Continue reading

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Getting attention

  In the ratings war for the attention of your potential new patients/clients, your marketing collateral is human interest. It matters not how amazing your premises look, how well qualified your team are or how innovative your technical solutions (I … Continue reading

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Human nature (why odd people can’t ask for referrals and what to do about it)

Day #3 of thoughts about Word of Mouth marketing in 2016. I’m often asked: “How do I get my team to ask for referrals?” Many is the time that I’ve observed the associates whose business cards are gathering dust in … Continue reading

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The End of Treatment Conversation

Carrying on with yesterday’s theme (and my current obsession) that Word of Mouth marketing (both analogue and digital) is far more effective than throwing money at the problem, here’s a conversation that was developed with my clients for either a¬†Dentist … Continue reading

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Why WOM is the real answer to hitting your marketing targets – and why it doesn’t get done.

I was struggling to get a 35-person financial services sales team to ask for Word of Mouth recommendations back in 1986. In fact, the majority of them preferred making 100 cold telephone calls a week, to get 90 rejections, 10 … Continue reading

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On tour!

6-8 October sees the return of the BDIA “Showcase” at London’s Excel conference centre (that’s just 4 weeks away). Make a note to visit the Planmeca¬†stand (E70). It’s going to be busy! We will be running back to back 1-hour … Continue reading

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The 80/20 rule in a monopoly

Manchester Airport Terminal 3, Friday morning at 06:30. My flight to Belfast this morning is delayed by 30 minutes (so far) and I have an unexpected moment to observe the crowds around me. Mainly holidaymakers, with a selection of intoxicated … Continue reading

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