Your customers may be few or many. But you never want to let one leave without making the best sale you can. So you need to learn the art of the upsell. And, for that matter, of the cross-sell and the down-sell.
All of them take place after your customer has made their first decision to buy. So, you have done the hard work. Now you can use upselling and cross-selling to increase your revenue. And, if your customer changes their mind, there’s always the down-sell.
If you want to optimise every sales opportunity, you need to know how to apply the ideas of the upsell, cross-sell, and down-sell.
Continue reading Upsell: Optimise Every Sales Opportunity
Abraham Maslow’s Hierarchy of Needs is one of the world’s best-known management and psychology models. And the internet does not need another detailed article about it.
But, the hierarchy of needs is a Big Idea. In fact, it’s a Big Idea structured around another Big Idea, with a third Big Idea built in, all of which sit on top of an important point.
The truth is that Maslow’s Hierarchy of Needs well and truly earns its fame among management models. This is despite a welter of critiques and failings, and a series of later and more rigorously researched theories and models.
So, this article is going to take a rather different view of the hierarchy of needs. But one that will be instructive, nonetheless. Here, I want to break apart the Big Ideas buried in Maslow’smost enduring work.
Continue reading Hierarchy of Needs: Motivation Stack
How do we know how to think about something? Our primary mode of thinking is through language. So, the Sapir-Whorf Hypothesis suggests that the language you use conditions the way you think.
And if this is true, then the Sapir-Whorf hypothesis has a profound implication for managers. Because many of us speak fluent ‘Management Speak’!
So, what is this Sapir-Whorf Hypothesis – also known as Linguistic Relativism or Linguistic Relativity? And is there any truth to it?
Continue reading The Sapir-Whorf Hypothesis: Linguistic Relativity
If you grew up in a Christian country and you don’t know the Easter story… Well, you weren’t paying attention in primary school.
So, in this article, we are going to look back, beyond the Christian era, to the origins of Easter… Eostre.
And, along the way, we’ll learn what it symbolises and why it’s still a Big Idea for managers and business people.
Continue reading Easter-Eostre: Reincarnation, Rebirth, and Reinvention
Authenticity has been a recurring theme in philosophy for a long as there have been philosophers. So, it was inevitable that leadership thinkers would pick up on the idea, to give us Authentic Leadership.
What’s perhaps more surprising is that it took until 2003 for this Big Idea to emerge. But, emerge it did, from US business-person and later academic, Bill George.
His book, ‘Authentic Leadership: Rediscovering the Secrets to Creating Lasting Value‘ tried to re-set the needle on leadership styles following the failures of the dot.com boom and scandals like the Enron collapse. He followed it in 2008 by the even more successful ‘Discover Your True North: Becoming an Authentic Leader‘.
In an earlier article, we looked at the broader topic of authenticity. Here, we return to it, but with a focus on its role in leadership.
Continue reading Authentic Leadership: Being Yourself, but with More Skill
I don’t suppose we’ll ever find out the origin of April Fools’ Day. But it would make the basis for a great prank!
It does seem sad to me that, in most workplaces, the tradition of harmless jokes is dying out. Yes, I do understand the need to avoid giving offence or causing disruption. So, if we’re ever to see a bit of inoffensive leg-pulling, April Fools’ Day (tomorrow) is a good time for it.
Please don’t take this post as licence to disrupt or offend. But, if you can come up with something genuinely witty, why not? Make April Fools’ Day a source of fun for your colleagues!
Continue reading April Fools’ Day – April Fish
Franchising is a halfway house between being an entrepreneurial business owner and taking a job with all the certainty and uncertainty that entails.
Franchising is a common next-step for managers who leave their safe employment and want to set up and operate their own business. But they don’t have the ideas or the appetite for a wholly new business of their own. As a business model, franchising offers significant benefits to:
- the person granting the franchise (franchisor)
- the person operating the franchised business (franchisee), and
But with benefits come inevitable costs and risks. So, in this article, we’ll look at the Big Idea behind franchising, what it is and what it means for business people on either side of the transaction.
Continue reading Franchising: Half-way to Independent Business Ownership
17 March is St Patrick’s Day. It is the feast day of St Patrick, the patron saint of Ireland who, legend claims, drove all of the snakes off the island.
But, St Patrick is little more than a Big Idea. Legend swirls around him. And, although there almost certainly was a historic figure on whom those legends are based, little of the truth survives. What there is remains so cloaked in myth that it is hard to distinguish.
So, what is the Big Idea of St Patrick? And what do you need to know about the modern phenomenon of St Patrick’s Day?
Continue reading St Patrick: Patron Saint of Ireland
No. An article on memes is not an excuse to re-post a bunch of funny internet memes. We’re more
grown-up boring than that, here at Management Pocketbooks.
And it’s not as if we think you don’t know what a meme is. Of course you do. So, why have we made it the subject of one of our Big Ideas articles?
Because a meme is an idea that sticks around. It is a Big Idea!
Continue reading Memes: Ideas that Spread and Evolve
Self-help wasn’t always a multi-million dollar industry. Its origins go way back to when the first caveman or cavewoman got up off the floor, brushed themselves down, and got back on with it.
So what is there to say about a Big Idea that’s been around forever and is almost certainly wired into our genes?
For me, it is the self-help industry that is the story. It’s a story of:
- academic rigour and genuine solutions, alongside
- mindless credulity and outright charlatanry
Continue reading Self-Help: Therapy for the DIY Age