Social media can feel a little like the arms race – everybody rushing to stock pile followers, contacts, and connections. Do you collect friends on Facebook or followers on Twitter like baseball cards? You might want to reconsider this strategy. T he old way of marketing and networking was “How Many?” The better approach is [...]
Tool Tip: Creating A Custom URL on LinkedIn
During our “Using LinkedIn to Generate Sales” webinar we suggest that you create a custom or vanity URL for your LinkedIn profile. Changing your profile URL is a very simple process. If you are tired of your profile having a prison inmate-style number, watch the video below. [http://www.youtube.com/watch?v=cMxq6_kAwm8] If you would like to register for [...]
Fear
A client and I had a discussion over coffee last week about the importance of expertise. Once of my mantras is that my clients must identify their area of expertise and claim it in their industry. It is a crucial component of standing out from the competition. This particular client is one of the smartest [...]
You’re Probably Not Interested…
If I hadn’t been sitting there I would not have believed it. Here was a sales person talking to a prospect and he utters the line “You’re probably not interested, but…” and then went on to tell the prospect all about his new offerings. Why would anyone ever say this? I equate this to the [...]
Don’t Waste Their Time
If a prospect spends time to meet with you they are giving up the ability to do something else in their business that might be important. So if you are asking prospects for an investment, make sure you are offering them something of value. Don’t waste their time by showing up unprepared or conducting a [...]
Running On E
The light went on as I started the uphill climb to my house. I was tired, and the temptation was just to home and fill up for gas in the morning before going to work. Good in theory, but I often leave the house around 6 am and the local gas station is not yet [...]
Avoid The Roaming Eye
Have you ever been at a networking event and the person you were talking to spent a majority of time looking around the room instead of looking at you? Were they just killing time until something much more interesting came around? When this happens, it changes your view of the person you are speaking with. [...]
The Middle Is Missing
The middle is missing. If I was talking about donuts, that would be fine, but I was talking about trying to book a hotel for a business trip. I was on one of the travel websites and I started looking at the reviews. After about ten minutes I gave up, according to one of the [...]
Better ‘n Better
While explaining Google Adwords to a customer this week, I told him that his goal when writing an ad was to create a slightly better ad than the one he previously used. Sound obvious? There’s more to it. The A-B ad testing methodology is a good way to go about using Adwords. It is a [...]
Sell More By…
Last night, as I reviewed my materials for an upcoming presentation, I was struck by how most issues in selling can be easily fixed by doing just one thing. If you do this one thing over and over again, you will sell more products and services. It has no creative acronym; it doesn’t involve a [...]
