But one thing that struck me during the call the most was his categorical attitude: “I don’t support cold calls and emails! And I don’t like doing them myself! I prefer when customers come to me! ” Is there anyone who doesn’t like it?

After the conversation, a logical question arose: Is it even possible to build a successful business by sitting and “aggressively waiting” for the customers to come themselves?

Opinions are divided. Every day I come in contact with people who say they can. And indeed – by offering a unique and quality product or service – it is possible that people will one day start talking about it and giving word of mouth advice to each other. But let’s be pragmatic – is there really anyone who sees “aggressive waiting” as a strategy for success?

The other front is the one that believes in a proactive approach. And, fortunately, this is the majority. Pick up the phone and call customers. Send emails. Write LinkedIn messages. Go to networking events. Actively network in conferences. If I am an investor with an appetite to invest in start-ups, then my choice will always be in favour of companies with a proactive mentality in their culture.

But if we go deeper into this topic, an additional question arises – why don’t we like to approach and call strangers, send cold e-mails?

The answer is quite simple: It is the fear of rejection. When we approach strangers, we risk getting a “No”. And who likes to be rejected?

Why do I think so? I have come to this conclusion now for almost 10 years working in the sales field. I used to live in the USA, Canada, Australia and Great Britain working in door-to-door sales. I was knocking on doors of strangers’ houses. In 6 years, I did about 40 thousand cold contacts. In addition, I have approached around 35 thousand strangers in Latvian supermarkets, selling monthly charitable donations and pension plans.

I have noticed that people have a desire to overestimate their importance, and each “No” is like a blow to their ego. On the other hand, those who are able to overcome these fears in their self-development process have all the prerequisites to build a successful business in any field with this proactive approach.

The post Is it possible to build a successful business without proactive Business Development activities? appeared first on Alpha Partners.

From the first week of work, I noticed that very large part of business in London is abstract and virtual. There is no tangible product to touch and evaluate. I will illustrate this with an example from everyday business life.

In the specific situation, I helped a colleague conduct sales training for one of the clients. Many people still don’t like the word “sales” in society, so we called it “account development” training. The company in question was active in the professional services sector and, with a quick glance, it turned out that the monthly turnover was measured in seven figures. A solid and successful company. Everything is nicely written and displayed on the website. But the question remains – what are they actually doing? I didn’t understand it from the website.

In the meantime, I asked the colleague, “Listen, what are they really doing?” He replied “You know, I’ve been working with them for about 7 years, and I can’t explain it to you in simple words.”

Then, during one of the next breaks between sessions, I talked to several employees of this company. I asked, “How do you explain to your family what you do at work?” All of them nodded their heads and said: “We have given up on trying to explain what we do at work every day! We’ve tried, but it’s too abstract for them to understand. ” An interesting situation arises – the husband and children do not know and do not understand what the wife is doing at work. And vice versa.

Abstract, virtual and complex businesses are now the daily routine and reality of London’s business life. There are fewer and fewer of those companies who create a real and physically tangible product.

What does it mean?

This means that you have to be a better salesman to sell something like that.

Until recently, sales were relatively easy. All products and services were real and physically tangible or visible. Strawberries on the market. Car on the parking lot. Haircut at the salon.

Today, salespeople need to be able to show the customer the value of a product and service that is abstract and virtual. It cannot be seen, touched, smelled, tasted or otherwise physically evaluated.

Global business development trends from Western countries will sooner or later enter Eastern Europe as well. This means that in Latvia, too, we can expect that more and more businesses will be abstract and virtual.

What does all of this mean?

Go learn how to sell! Selling something intangible and virtual requires better sales skills.

A friend of mine in Latvia told me a few years ago that we all are just one skill away from doubling our income. I can’t pledge that selling will instantly double someone’s income, but I’m sure selling definitely helps raise income faster than any other skill.

I have also noticed that the most successful companies and startups are not those who have a better product, but those who know how to sell it better.

Therefore my advice is – “Kids and adults, learn sales!”

The post Business life in London and why to learn sales? appeared first on Alpha Partners.

The honest answer would probably be “Yeah, at least a little bit.”

It is in human nature to be liked, accepted, appreciated and needed. However, sometimes it leads to worrying about what others think about us too much. We go through our lives thinking how others might be judging and talking about us.

But here is what I have understood. We are not that special. In reality people don’t actually devote time in their busy daily schedule to think more than a brief moment if at all about us.

There is an even better quote about this by the writer Ethel Barrett –

“We would worry less about what others think of us if we realized how seldom they do.“

To be unbiased – sometimes people think and talk. Not that much as we imagine though.

The principle I live by is that it is impossible to please everyone and live up to everybody’s expectations. At the end of the day – people will anyway think whatever they want. And if they do, it simply means there is nothing interesting going on in their lives to talk or think about. People who are living happy and fulfilled lives don’t have time for that kind of drama.

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