Sales & Marketing

Digging For Sales In A Vein of Pure Gold

»Posted by on Jul 21, 2011 in Business Growth, Sales & Marketing, Sales Training | 0 comments

Serving your current customers the way they should be served can be like digging in a vein of pure gold.  You have a source of new business right in your file cabinets or on your computer’s hard drive.  It is expensive to find new prospects and convert them to customers.  When times get hard, as they have been for the past three years, our natural inclination is to double our efforts to attract new customers.  There is nothing wrong with that, but there is an additional way to bring in new business in hard times that is much cheaper. Our files are loaded with people currently doing business with us,...

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6 Things Your Prospects Fear

»Posted by on Jul 16, 2011 in Sales & Marketing | 0 comments

When you approach a prospect about your product or service, they evaluate every bit of information you dole out with just one question: “What’s in it for me?” If you initiated the contact, your prospect is probably cold as ice, even if you have an appointment. Not only do they think they don’t need your product or service, they don’t trust you either. Their distrust is based on six fears. 1. They fear you. This is a trust issue. Your first job is to show them that you’re just like they are.  You’re a regular person. You’ve been in their shoes. But even...

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Business 101: Sell, Sell, Sell!

»Posted by on Jul 14, 2011 in Business Growth, Sales & Marketing | 0 comments

Your job is not what you do.  It is selling what you do.  Your first focus in business is on your sales and marketing.  That will never change. If you can’t sell your product or service, you don’t have a sustainable business.  So pull out your business plan and start executing the marketing and sales plan you laid out when you started or bought your business. The days of customers walking in your front door or calling you on the telephone are gone or dwindling fast.  The business is going to those who ask for it.  If you don’t have time for sales and marketing, then you’re...

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Old Dog Teaches Young Pups Old Tricks

»Posted by on Jun 23, 2011 in Copywriting, Sales & Marketing, Sales Training | 0 comments

I’ve been called “old school.” I don’t mind, because I am old.  I like learning new tricks, but I also like teaching young pups old tricks. I admit openly and unashamedly that I’ve learned many new tricks from younger people.   However, this old dog can teach many young pups some old tricks. I’m talking about basic people skills that so many people online seem to be lacking.  I’m talking about knowing and using words that sell.   Mark Twain said, “The difference between a word and the right word, is like the difference between a lightning bug and a...

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How To Get Better Results For Less Money

»Posted by on Jun 20, 2011 in Business Growth, Inbound Marketing, Sales & Marketing | 0 comments

Your business was forced to change over the last few years and you may not even be aware of the change, but you’d better be.   What’s changed is how your customers find you, or fail to find you. A large part of the advertising you’ve been paying for is no longer working for you.  Advertising is moving fast from print and broadcast to digital.   This is a major change, especially for small businesses.  Large corporations can still layout huge amounts of money for advertising, marketing campaigns, and public relations.   But even the big boys are spending more and getting less for their...

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The One Constant In Business

»Posted by on Jun 17, 2011 in Sales & Marketing | 0 comments

In business, change is certain. Industries advance, technology proliferates, products evolve, customers move on. Things just don’t stay the same. One thing has not changed. All the change in the business world, if we’re not careful, blinds us. We’re so diligently watching for change, we miss the one constant. People don’t change. We don’t sell business-to-business (B2B) or business-to-consumer (B2C). We sell person-to-person (P2P). People may leave you for a competitor, but they have not changed. All people are tuned to the same station: WII-FM. What’s In It For Me?...

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