Why 2021 is a gambling year

Your guess is a s good as mine as to what the BBI referendum, coupled with campaigns for 2022 general elections going into full throttle, will mean for selling. 21 is considered a lucky number by gamblers. Aptly so given the unique selling environment 2021 presents. First, we are coming from a spiralling 2020, so…

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My three other lessons from 2020

It’s been an unprecedented year. It started off on a high note with 2020 being pronounced with an American accent; as you’ve likely just silently done.  2020 looked so bright we’d need to don ‘shades’ (dark glasses) a wit advised. Then just hours before unlucky day Friday 13th came the announcement in March that we…

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Will new school calendar change December shopping?

You wouldn’t be Kenyan enough if you did not fight tooth and nail through December Will Kenyans’ incomprehensible December spending (I mean, buying) spree, be different this time? Will the change in the school calendar affect spending? I’m not so sure about spending being affected by the sick ‘Corona-economy’.  After all, logic has never fit,…

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Build bridges by asking, “Why should they buy?”

“I want a salary increment because my personal expenses have increased.” Good luck with that. “Why should they buy?” This is the question every seller should ask themselves. “Why should they agree to (buy) my proposal for sponsorship?” “Why should my students buy (learn from me), their teacher?” “Why should my boss buy my pitch…

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Tell with facts, sell through stories

Watching the movie tends to kill your expectations from reading the gripping novel. Now you know why. Facts tell, stories sell.  Facts appeal to logic; stories, emotion.  Facts keep us going because they trigger the emotion, that initially moved us, when it wanes. Expert sellers fuse both into one. Like this hawker once did in…

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Why businesses must ‘own’ their customers

Businesses that ‘customer-lead’ through intermediaries, must gain control of that process, monitoring it as it unfolds. Who ‘owns’ your customers? If you think you do, good for you. Still, read on to confirm so. Today’s piece targets businesses that say they are customer driven (customer-centric, customer-led etc.), and yet, they are not in direct contact…

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What COVID-19 teaches us about selling

It doesn’t matter how much you extol the virtues of your product or service; if it’s not working, it’s not getting buyers “Hata Corona imeisha” my cabbie said, casually declaring the end of COVID-19. He said this as he donned his mask because company policy dictated so, and it could affect how I rated him….

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Remove friction in the purchase experience

But technology is the simpler half of the story. The complicated half is shifting the thinking of the seller. It may be a sale to the seller but it’s a purchase experience to the buyer. And unless you are a monopoly selling electricity, the latter always triumphs.  The former tends to look inwards and can…

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