Faced with putting together a presentation about our company, I found myself unable to see the wood through the trees.
Yet within one meeting, you allowed me to take stock and quietly teased exactly the right information out of me. You narrowed down our target market so we now know the clients to whom we deliver the greatest value and who suit our working methods. We even know how and why we’re different from our competitors and why our target market values it.
The presentation you then provided required very little tweaking from me and we were in business. Even more, your insight and first class service continues to focus our marketing approach. Many thanks.
Richard Hookway, Director, Amarisk Ltd
In just 20-30 minutes and with some excellent questions, you quickly zoned in an ideal target market for the business and adjusted my sales message to directly appeal to these newfound prospects. I have since focused my efforts on this new market and I’m seeing remarkable results. Very impressive!
Pat Gillard, Executive Consultant, Pure Protection Ltd
In two months, we have already achieved much more than with you than previous business coaches and marketers. They just delivered what they thought we wanted to see whereas you focus on delivering tangible work that produces results.
We are so glad we overcame our initial scepticism about meeting you at all. It has quickly been turned into tremendous drive and enthusiasm to deliver the greatly improved results you and we know are achievable.
You’ve not only injected direction, effective strategies and new ideas but also given us the confidence and self-belief to see things through to completion. Hugely surprising to us has been what we’ve stopped doing to focus our energies on what needs doing. This has reduced our stress levels and significantly improved our decision making.
You said it would take work on our part to make things happen (and it has!), but we know you’re always on hand as a sounding board or to offer constructive comment based on your experience.
What strikes us most is your genuine desire for us to succeed. We have come to expect your phone calls and emails if we’re not in keeping you updated with progress or asking questions. Whilst new to us, this approach really keeps us on our toes as you continue to work with us to help us achieve our goals.
Ian Bennett & Mark Underdown, Directors, Access Training (Wales) Ltd
The clarity with which Ian conveys the sales and marketing process is streets ahead of so many others I have heard in over 30 years in business. He does not try to hide his knowledge behind smoke and mirrors nor does he provide just half of the story. Instead, he chooses to demonstrate what, how and why things work in a way that is both logical and straightforward.
By using eye-catching images to convey key messages, Ian’s latest presentation effortlessly held my attention and delivered great content. That’s why I left with a clear plan of action to incorporate in my business, not a few random notes and on a piece of paper.
Being honest, a whole host of day-to-day activities stand in the way of achievement of my action plan. Not least of these is client work. When I do need help with my sales and marketing strategy or process, I will be phoning Ian.
I firmly believe Ian’s expertise would enhance any business. For business owners or sales and marketing professionals, he offers the perfect blend of advice and support.
Andrew Mathias, Managing Director, Morfa Management Ltd
Working with Ian is a must for anyone who wants to develop their sales team and increase their profits. He has great insight into the role of the sales person from gaining leads, appointments and to closing the sale.
He is highly organised and methodical and his strategies deliver results. I would highly recommend him.
Rose Bell, Senior Sales Executive, Zenith Print & Packaging Ltd
In a few hours on a July afternoon you gave me clarity, direction and an action plan for my business to get results. You also gave me the self-belief and confidence I much needed.
I had thought about contacting you on several occasions but never made the call. Missing out on a large contract convinced me I could wait no longer. I realised I needed your help. Plodding down too many blind alleys and relying on piecemeal work to keep things going was definitely not what I had envisaged when I started my business!
Your reality check and pep talk were spot on. You helped me to think about where I wanted to take my business, focus on the few key services and showed me how market the tangible value I deliver to clients using the hidden assets you uncovered. I am amazed how I now generate profits from IP which I previously gave away for free.
As a direct result of your guidance and following your action plan, profitable new clients and opportunities presented themselves, including a new and exciting career. A big thank you.
Through sharing your experience and tailoring it to my situation, I have moved into a challenging and rewarding environment and have my business successfully running alongside. My one regret is that I did not bite the bullet and call you much sooner.
Chris Gledhill, Director, Future Directions Ltd
Having known you for a few years now, I’ve grown to like and trust your common sense, down to earth and practical advice. Quite naturally, I called you when I needed a sounding board and an independent view on a new service I had been planning for a while.
Your fresh perspectives, particularly on the target market and service positioning, helped me realise that the concept was not market-ready and needed further research on a number of factors. As a direct result, I’ve postponed the service launch and focused my attention on activities which are already in bringing results. Thank you for quickly saving me valuable time and money worth many times more than the investment in a telephone consultation.
Joel Hughes, Managing Director, Jojet Ltd
Like many business principals I know, my experience from employing a couple of coaches and consultants has left me with an expense without the results to back it up.
Still knowing I needed help to take my business to the next stage, I decided to engage you. It was hearing you talk about your background and hearing great things about you when I spoke to your clients that made it a much easier decision for me.
Working with you has been nothing less than transformational, both for my business and for me. I can not believe what I have achieved over the past few months.
I’ve moved from being trapped in a highly-stressed, unrewarding business to one where my time is spent providing services I am passionate about and which clients truly value. Not only do I look forward to each and every day with excitement, I am doing what I most enjoy and, right now, have new and better opportunities presenting themselves to me several times every week.
All this has happened because you challenged me over so many issues and showed me how I could make changes for the better of my clients, my business and, importantly, for me. The clarity of vision and action plan to achieve the changes were just what I needed; being able to get your advice on how to approach so many different situations has been priceless.
With your guidance, I now have so much more belief in my ability, I’m more comfortable in my own skin and my stress levels have reduced to the point where they are always working for me and my clients, not against me.
Two things came to mind when I was recounting my journey to a close friend last week. Firstly, I realise how well your ideas and advice fitted so well into my business and my style. This made it easier for me to take action. Secondly, even though I am a branding expert, I found your help in creating my new brand an extremely valuable, unexpected bonus.
Thank you so much for everything you have done.
Russell Britton, Principal, Russell Britton Branding & Identity Creation
Our whole approach to attracting new clients and carers has changed forever! We no longer waste time and money through our old scattergun ways in the hope that we’ll hit the target occasionally.
After some initial doubts, we’re all now converts to the Ian Edwards style of marketing. You immersed yourself in our business to show us how we are different from our competitors and why our clients value this difference. With your help, we’ve developed a great strategy which bottles this uniqueness and uses it in our marketing to attract great clients.
As part of the journey you’ve taken us through, the whole team now knows how good we are at what we do and this has created a massive sense of pride and across the company.
Norrie Wilson, Managing Director, Angels Care Services Ltd
Although I came to know, like and trust you from meeting you at a number of networking events, it never occurred to me that I would ever need to engage your services. Then, from a few observations you made during a casual conversation, I realised my existing strategy would not achieve my business vision and goals and knew you could really help me.
Through your guidance, I now know the profile of my ideal prospects and how to position my business to attract them. The sales and marketing strategy and structure you have introduced provides me with an order for developing prospects into clients and a clear path forward for my business. The way you brought intangible client benefits to life through your copywriting and PowerPoint presentation has impressed my peers as well as me.
Your marketing and sales savvy combined with your business experience has taken me much further forward than I had planned. I’m looking forward to working with you again in the near future and know of others who would also benefit from your unique set of skills.
Sue Brooks, Managing Director, Henbury Investments
As the owner of a national franchise business I am constantly looking to ensure that as a business our internal marketing and sales processes are up to scratch. Ian Edwards conducted a thorough review of our existing systems. Referral Institute
teaches business professionals how to increase their business by referral – that is our specialism – so guess what? All our business is gained by referral.
At no point do we say that referral is the ONLY way to secure business so it was an interesting exercise to focus in on other key areas of marketing and Ian offered some excellent suggestions to tweak our sales processes both for franchise sales and large company national account projects. We have implemented two of his suggestions with immediate effect and really we are quite cross that Ian spotted these gaps, although grateful to him!
What did we learn? Ian’s experience during a long and successful career in sales and marketing has been put to good use. He took time to understand what we are trying to achieve as a culture, as well as a business and did not force incongruent marketing techniques into a business which already has strong growth. He just sensibly and expertly showed us ways to increase our performance. No ego, no fancy or fashionable ideas, just plain honest advice which has worked.
Sarah Owen, Master Franchisee, Referral Institute UK
Ian Edwards has proved his ability to really add value to our marketing and sales efforts. His ability to rationalise and improve our USPs is a key element in dictating our forward direction and messaging. I can thoroughly recommend him to other companies seeking much better results from their sales & marketing activities.
Peter Hawkins, Business Finance Advisor, Straight Business Solutions
Working with you is always a great experience.
You have produced a number of projects to attract new clients for our consulting services and Knowledge Transfer Programmes – researching and writing University Centres of Expertise Capability statements and more recently acting as Editor of our inaugural edition of our Evolve newsletter, bothgeared towards our Business audience.
You provide a fantastic, professional service. Your thoughtful insight into the minds of our audience has brought a new dimension to the business-focused marketing materials that we have worked on together.
We will certainly continue using your services into the future.
Joanne Hill, Marketing Manager, University of Glamorgan Commercial Services
My one hour with you was jam-packed with information, observations and an action plan to achieve much better results from the presentation I asked you to review. Whilst maintaining a friendly approach, you were constructive in your feedback and happy to provide some ‘tough love’ where you thought it was needed. I would never have received this level of 1-2-1 advice from a training programme and I’ve got the recording I can review over and over again.
At the end of the call I felt really good about myself and confident about the next steps I need to take. That’s why I’ll whole-heartedly recommend your consultations to any business owner and executives who want actionable ideas to grow their sales and will definitely be pointing my contacts in your direction.
Mark Dorey, Managing Director, Third Way Coaching Ltd
Whilst discussing ways I could help our Wales and South West sales teams to increase sales, a network contact recommended I give you a call. I’m so glad I did.
By personalising your presentation at our regional meeting, you focused our Trading Alliance Members on how to achieve their sales targets and personal goals. They are now more businesslike in their approach and they now know how they can share success to grow sales and further improve themselves. This was re-enforced by the group teleconference you organised a few weeks after the event.
From the start, you emphasised that you wanted everyone to leave your presentation with three actions points they could immediately work on to make a difference to our sales. Your professional approach, fresh ideas and the custom database (which I really didn’t expect!) really has made this happen across the regions.
George Burke, General Manager, Age Concern Enterprises Cymru
Although a network contact warmly recommended I contact you, I was somewhat sceptical of the results I could expect from a one hour telephone consultation. To me, it seemed such an unusual technique to help me achieve my goals. How wrong I was, as talking with someone on the phone is such a normal sales experience.
Having now had a couple of 1-hour consultations with you, I really appreciate why you record the calls. I was able to give my full concentration to our conversation then take my notes from the recording you emailed shortly afterwards. Best of all, you’ve provided me with actionable processes and techniques to generate new business and shown me how I can implement them.
Andrew Leighton, Managing Director, Eco-Rating Services Ltd
We needed a consultant who would provide direct sales and marketing support to a number of our GTi starter businesses, at the same time as providing a supporting presence in the GTi Incubation Centre. Having met you at numerous networking events, we felt that your friendly, non-pushy approach would be ideal for our growing businesses and entrepreneurs.
Using your positive and easy manner, you really focused your GTi ‘clients’ on thinking about new ways to develop their businesses by differentiating themselves from their competitors, often needing little or no budget. You also helped them identify a range of new marketing and sales strategies to achieve growth and, where possible, worked hands-on to help implement them. The businesses have all commented how much they gained from your input and the value of working with you; this reflects well on GTi as the provider of your time and expertise!
Another benefit of working with you in the GTi environment was having a fresh perspective on helping the businesses achieve their goals. It is always helpful to have horizons expanded, and it was very useful to me to discuss the issues the businesses currently face with an ‘outside’ professional. It was interesting to see how you ‘get inside’ each business before proposing sound, yet really innovative solutions. Your suggestions for helping GTi continue to grow was an unexpected and added bonus. We would certainly recommend your practical approach and effective inputs; we look forward to working with you again.
Pam Voisey, GTi Project Manager, University of Glamorgan
I thought it time I put pen to paper and take the opportunity to thank you for your help and guidance with Pembridge Vehicle Management Ltd.
I have been involved with sales for over 25 years and thought I knew what selling was all about until I had a one-to-one consultation with yourself. From that moment I knew that being successful in any business was how your potential customers perceive you, i.e. giving them the trust and confidence to want to contact you and invest their hard earned money in your company.
We at Pembridge Vehicle Management Ltd would like to thank you for your refreshing ideas, professional manner and attitude and we would have no hesitation in recommending your services and skills to anyone.
Graham Thatcher, MD, Pembridge Vehicle Management Ltd
I am impressed with the way Ian explains how to do marketing, which is very different from what I normally hear. Ian made me really think about my current USP message and delivery, and gave me the tools to create a USP that will get my ideal clients to contact me. I intend to develop a good referral relationship with Ian so that he can help my clients too
Julie Raikes, Owner, JR Business Solutions
Just three big “thank you’s” Ian:
– Thank you for identifying how I’m different from other IFAs and why this is valued by clients
– Thank you for setting up and copywriting a client attraction and continuous contact process
– Thank you for putting your creative mind to work to devise my new business name, Cordell
I am really proud of my new business name, which perfectly reflects my professional approach, and very impressed with your service!
Peter Everitt, Principal, Cordell Corporate and Private Clients
I thoroughly enjoyed your seminar at NRG recently entitled ‘But Your Apples Look the Same as Their Apples’. I’ve not found it easy to identify my USP in the past and your talk made us all sit up. It showed us how our USPs can fail to look unique when viewed through the eyes of our clients and prospects and this was a really useful exercise.
The strategies and ideas we took away can be put to use immediately and are helping me plan the expansion of my business.
I would recommend this seminar to other business owners, without hesitation. Don’t think twice, just book your seat!
Jane Standerwick, Director, JS Safety Services Ltd
When Ian started to work with us on our software sales and marketing – he did not do the things we expected – In fact, he did far more and has caused us no end of extra work!
But we are far from disappointed – quite the opposite – we are ‘over the moon’. We are now beginning to see positive results from many months of effort and we are very well placed to succeed.
The great thing about Ian is that he has clearly done this before, has great ideas and has easily been able to apply them to our business.
Ian gives his experience and knowledge willingly and has helped us to understand his principles so we can repeat them.
He has advised us on a far greater scope than purely sales and marketing, including revamping our business model, many operational items and of course our sales and marketing approach.
He is very reliable and always does what he said he would do.
He has ‘held our feet to the fire’ and provided encouragement for us to complete (what was looking back) some huge changes to our business model.
He works from a results orientated approach, so we are working hard to ensure he gets his just reward.
Ian has done everything we expected and more. It is a pleasure working with Ian and we would have no hesitation recommending Ian to our business friends and associates.
Rose Stevens & Phil Craddock, Directors, Infotek Software Ltd
Working with Ian has been an excellent experience and very stimulating. He is very focused and this helped me to focus.
We started out looking at a sales & marketing strategy but this work gave much more direction to my company generally. We all know that we should be customer focused but Ian helped me to see practical ways to achieve this. This has helped me to generate client-based copy for my web presence and be more concise during networking events.
Dr Howard Fortescue, Howard F Fortescue Ltd