Unfortunately, amazingly all the sales experience I had was of little help, because I was ignorant of how to  market  my business. It quickly became apparent to me that marketing sets up the opportunity to have a business conversation. But I didn't know how to generate those conversations without hours of phone cold-calling.

Could there be a better way than cold-calling? After all I had only ever had average success in sales.

I spent thousands of pounds with a business selling me a franchise that claimed they knew the secret of marketing. Again, though I had to find my own way to make that franchise succeed, more on-the-job learning.

If it's your business, then on-the-job learning is the most expensive learning you will ever pay for.

Back at University, we had studied systems and that's what I realised I needed in my business, a system to attract new clients.  I had been trying what I thought might work, closing my eyes and hoping for best.

Any success I had, had been accidental and worse I could not reproduce it.  My marketing had been erratic, occasional and based on the latest fad.

I was now ready to adopt a systematic approach to marketing. Even better to adopt someone's else system who had done all the hard work to work out how to build a simple, effective and affordable marketing system.