In 2012, my firm, Summit Consulting Ltd won a bid to formulate a risk management strategy for a government institution. This is our first assignment. Being the team leader, I had to research extensively as you can imagine — just looking for a process that works. My key questions were: “How and where do I start from?” As a consultant, I am expected to know more. And I had one chance to prove my competences and those of my firm, www.summitcl.com. As the firm leader, we spend thousands upon thousands of dollars finding for a system that works all the…
Old Mutual buys majority shares in UAP
UAP Holdings Limited (UAP) has entered into strategic partnership with Old Mutual Plc. The later now holds 60.66% shareholding after acquiring an additional 37.33% of issued shares of the company held by the private equity investors – The Abraaj Group, AfricInvest and Swedfun. From humble roots as Kenyan General insurance services provider in 1920, UAP has grown into a strong business franchise focusing on Insurance (General, Life and Medical Insurance), investment management and properties in six East and Central African countries – Kenya, Uganda, South Sudan, Rwanda, Tanzania and Democratic Republic of Congo. UAP is undoubtedly one of the top…
Sell benefits; not features
People don’t buy your product or service features per see. They are interested in the benefits they get when they use your products and services. Your website, brochures and presentations should error on showing the benefits of your products or services.” Mustapha B Mugisa, 2015 Following on last week’s Guerrilla insights, in this issue we explore guerrilla sales insights #2, how to package your services to your prospects. Here is the #1 sales rule of all: Never sell products – sell benefits. Never sell services, sell benefits. Never sell features, sell benefits. Never sell insurance, sell what? … benefits. Always…