Step Up Your Marketing

Selling isn't easy during the topsy-turvy economic times we're going through right now.

Everybody's watching their purse strings, which means good old-fashioned salesmanship isn't enough to build your book of business.

Most salespeople relegate marketing to their company's marketing department - and that's a big mistake.

You'd be wiser to see yourself as the CMO - chief marketing officer in your sales territory.

When you mix professional selling with creative marketing in your sales territory you'll see better selling results.

Here are four marketing ideas you can use to grab attention and build stronger customer relationships.

1. You can create an e-mail newsletter for your sales prospects and customers.

2. You can use Twitter to reach your contacts with your marketing messages.

3. You can use a P.S. on every e-mail message you send to promote a special offer for one of your products or services.

4. You can also prepare value added sales proposals instead of mundane bids and quotes.

Integrating marketing with your selling efforts will differentiate you from your competition in a big way.

It will also improve your credibility and rapport with your sales prospects and customers.

I suggest you step up your marketing if you want to step up your selling results.


P.S. - You might learn a thing or two from my CD titled, "5 Secrets To Winning Proposals."


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Ready Set Change

Jeff Stahler had a cartoon in the paper the other day.

It showed two guys talking. One guy says "I'm all for change."

In the next breath he added, "As long as it doesn't disturb the status quo."

That's funny!

And it got me thinking.

Occasionally during my sales training programs I will toss out this question to the group. "How many of you consider yourselves to be risk takers?"

Guess what - almost all the hands go up.

I then ask everybody to gather all their belongings and move to a new seat.

It's like a deer being surrounded by headlights - for some it's almost a panic attack.

Why would moving to a different seat cause such fear and panic?

Right - there's the risk of the unknown.

It's like the guy who says, "I'm all for change."

Saying you're all for change is not the same as being eager or even willing to change.

For the most part nothing new happens in the status quo - youg otta remember this.

I'd like to give you, what I believe is a good question to stimulate your thinking about change.

Change is good. Change is certainly better than the status quo.

If not for change I'd have two horses and a buggy in my garage instead of two cars.

Here's the question you should ask throughout every selling day.

"How can I do it better?" It's a great question that forces you to consider making minor adjustments in the way you sell.

Now you can say, "I'm all for change - as long as it involves making minor adjustments."

Ready set change!


Let's go sell something . . .