Word-of-mouth marketing or viral marketing? What’s the difference?
Recently I shared with you a few tips on how to generate word-of-mouth marketing for your business. I received a few emails as well as comment post on the difference between word-of-mouth marketing and viral marketing, so I figured what better time to explore the differences in these two types of marketing....
Are you sending e-mails to prospects instead of calling them?
Is e-mail your selling medium of choice because it lets you avoid the rejection that you dread when you make real cold calls?
Do you wait and wait for return e-mails from prospects that will give you the green light to move the sales process forward?
Sad but true, these days most people who sell for a living spend 80%...
I am not a sales and marketing guru. I’ve written two books on marketing and taught thousands of people how to sell themselves, but really, I don’t know more about sales and marketing than most of you.
What I know how to do is talk to people, all kinds of people — restaurant owners and waiters, CEO’s and receptionists, entrepreneurs and kindergarten teachers....
I picked it up and said, “Hello, this is Ari.” The caller said. “Hi, Ari, my name is Steve, how are you today?”
I knew right away that he was using a structured sales script, and that triggered the negative “salesperson” stereotype in my mind.
I didn’t want to hurt his feelings so I let him continue with his pitch for a few minutes. Then I gently said, “Hi, Steve.”...
Our thoughts are always at the basis of our behaviors. If our thoughts are fixed on the goal of making a sale, then we’re not really being forthright. We’re not focused on the conversation or the truth of a situation. We’re chasing people — or at least chasing the sale.
Here are 4 important steps to help end the “chasing game” in our cold calling efforts.
1.Avoid...
Turn voice mails into a cold calling journey of discovery
Most people who still use the traditional cold calling mindset look at voicemail as a dead end. They say to themselves, “Oh well, I may as well leave a message and hope he calls me back.”
This almost never happens, and we know it. But we’re often so relieved not to have to talk with someone, that we leave a message...
We all know that sales is really all about “closing the sale”. There is not a salesperson alive who does not use a variety of techniques to help them be successful with customers. However, I believe passion is the most underrated and underutilized sales tool in our arsenal because it is too hard to measure and no one has found an effective way to teach it. Why don’t more people...
We all know that sales is really all about “closing the sale”. There is not a salesperson alive who does not use a variety of techniques to help them be successful with customers. However, I believe passion is the most underrated and underutilized sales tool in our arsenal because it is too hard to measure and no one has found an effective way to teach it. Why don’t more people...
This weekend I had a great time going into Missouri Wine Country, we took a 2.5 hour drive to explore a few wineries in Herman, Missouri.
I was reminded that 75% of a sale is experience driven. The first winery that we attended took us through a tour and then a quick wine tasting; starting off with the wines that were really not our style. The second we were served and experienced...
What if there was another way that you could connect with people on the phone without using a cold calling sales script? Would you be open to it or would you prefer to stick with the way your selling on the phone now?
Sales scripts can be great, they can support you through the call, keep you confident and maybe even get you a sale here and there. But the key question is, in your...