We have been writing about content marketing, also known as inbound marketing, for more than 18 months, and our clients are enjoying the greater exposure and qualified leads this marketing approach provides them. Yet we occasionally are invited to meet with prospective client firms that are reluctant in adopting the concept. I thought it might…
If you want to get your point across and make a friend, use plain English. Industry jargon may be fine for working around your coworkers, industry friends and associates, but it should not be used in sales presentations. Jargon is one of the greatest frustrations for a buyer. The inability to grasp what is being…
Or why pretending to be someone’s Grandmother isn’t going to help you get that order. My latest favorite term is Sales Prevention Officer… borrowed from Jonathan Farrington on the Eyes on Sales blog. Professional, effective sales processes are a combination of art and science. A great sales person is trained in acting, engineering, politics, relationship…
For many a small business, especially those that rely on generating as many leads as possible online, pay per click is an easy answer, but it may not be the answer to your marketing dilemma. Your lead generation is what drives your business, and your marketing budget must yield as large an ROI as possible,…
Even if you don’t use it you already know Facebook is one of the most powerful social network platforms. You have probably come to realize that it’s not just for teenagers and socialites, but also for the small private business as well. Why? Because Facebook gives every business owner an effective and affordable marketing tool.…
While the world has “gone digital,” cold calling is out of date to say the least. However, there are cold calling statistics that make me wonder; well sort of; it’s a bit of a conundrum actually. In the past I posted articles relating to the cold calling marketing strategy. One article alluded to the fact…
What inbound marketing does really, really well is eliminate the cold call. After all, when you have scores of interested people taking the time to visit your landing page or blog and then leaving you their contact information the odds are pretty good your call will be taken. This behavioral bridge is amplified when they…
The aphorism “a rising tide lifts all boats” is associated with the idea that improvements in the general economy will benefit all participants in that economy. Many businesses see changes in their top line revenue in this same fashion. Everyone on the planet is aware of the economic storm wreaking havoc on the bond market,…
Strategic marketing is crucial during stagnant economies for CPA’s. Regardless of this time of year, the current economic storm we find ourselves in does not seem to be relinquishing its grip on the market. It is tax time, and everyone in the financial services field is busy taking care of clients. Let us not forget the…
We know it as Cold Calling 2.0 (in our office we refer to it as interruptive sales) but there is a tactic in telemarketing and phone sales that is guaranteed NOT win the hearts and minds of your potential customers. Don’t know to what I am referring? Reverse – cold calling is the act of…
