|
|
|
|
|
|
|
People Do Business with People They Like
People do business with people they know and like!
In my networking classes I have been saying this for six years. Can't say I was the originator of it, yet it appears people are catching on. Finally, people are referring to this statement in casual conversation when they are talking about marketing.
BAN COLD CALLS
Just this morning the news reported there have been 400,000 complaints registered by people who had received unsolicited calls even though they had registered on the "No Call List. When checking, I couldn't discover how many people have signed up on the "No Call List," yet the number is in the millions. It is apparent; people do not want to get sales calls at their home or business.
Signing up on the website the minute it was launched was a priority for me. Yet, in the last two weeks I have received calls from local businesses. I have to say now I am even more frustrated with them. They didn't follow the guidelines of the new law and they bothered me.
NAME COLD CALLS
While I am at it, does anyone know who came up with the truly "dumb" name cold calls? First of all, I am a person who hates to be cold. Then someone labeled a phone connection as a cold call---How Cold!!!!
Once when being trained as a sales person, I was told I had to make 100 Cold Calls a day and, of course, track them. At the time, I thought it was an ineffective way to connect with people. Yet, being the new salesperson and wanting to please, I spent my day penned up in a small office "trying" to connect with people so they would buy sales training. Notice I used the word "trying." Either I was a total loser, or the system truly was inefficient. I remember only one significant customer I got through that process and I had spent hours and hours on the phone. Of course, if you want to learn how to handle being told "No" and how to handle it with real grace that is the perfect way to do it. Many organizations continue to start their sales people out on the phones and give them the same assignment ? 100 calls a day. My belief is they are missing really connecting with people.
SELLING THE MINUTE YOU MEET SOMEONE
This is easy to illustrate through something that happened to me. I went to a networking event at 7:00 a.m. in the morning. A woman came up to me, shook my hand and introduced herself and said "What do you take for your health?" That's right, it was 7:00 a.m., I hadn't had my coffee yet and a total stranger is asking me "What do you take for your health?" I was so shocked I didn't even have reply. This happened three years ago and I remember it as clearly as it happened this morning.
There is no way I am going to start talking about my personal diet etc. with someone I had just met two seconds ago. Yet, for some reason people feel they have to go out and sell their product. People buy things from people they know and like!
EFFECT WAY TO DEVELOP CLIENTS-ONE ON ONE MEETINGS
While it may appear to be the slow way, it is the most effective. Remember the Hare and the Tortoise---Who came out the winner?
I am interested in learning new things and understand that people are interesting and have much to teach me if I take the time to listen. I am urging those of you in business to take a new approach to your marketing efforts. Yes, I know the days are frantic with work and issues to solve. Yet, taking a time out to have coffee with a person you met at event can reap huge rewards.
1. It's Relaxing Stopping to have a cup of coffee with someone at the local coffee shop changes the pace in your day. Trust me, you'll come back to the office with a new outlook.
2. You Learn. Didn't quite understand what Louise does at the XYZ Company? Bet you will when you are through with the meeting. Plus, you will know more about Louise and Louise will understand more clearly what you do.
3. You have a New Contact. Maybe you can't use Louise's services, yet you will be amazed how quickly someone crosses your path that could use her services. You refer her to your friend: your friend wins, Louise wins and you do because you are known for sharing great information.
4. Louise liked you ? She sends you a Referral. It may not be immediate, maybe even a year, yet it will happen when you least expect it.
PEOPLE DO BUSINESS WITH PEOPLE THEY LIKE AND KNOW!
Personal connections are even more important as we continue to rely more and more on technology. Pick up that contact card on your desk that was given to you by a person you met at a recent event and give them a call. Listen how pleased the person is at the other side of the phone. You will be delighted with what you hear and subsequently learn.
PS. The "Do Not Call List" website is www.DONOTCALL.GOV.
KATHY CONDON, GCDF, is a Vancouver, Washington based Career Facilitator, International Speaker, Columnist and Trainer. She is an expert in Connecting with People/Networking, Generations Working Together and Gender Issues in the Workplace. She has published a CD on "Connect with People/Networking." She can be reached at (360)695-4313, http://www.kathycondon.info or kathycondon.info
Advertisement: Honest Riches - Click Here!
Advertisement: Lost AdWords - Click Here!
Advertisement: Get $1 Million A Month In Google Pay-Per-Click Ads Free! - Click Here!
Advertisement: Who Loves Money? - Click Here!
Advertisement: SEO Elite, the GrandDaddy of SEO Software - Click Here!
CNNMoney.com - 13 hours ago
Ace Marketing & Promotions Inc. (OTCBB: AMKT) announces that IMAX Theaters is piloting Proximity Marketing at its Palisades theater location in NY, ...
Bizjournals.com, NC - 9 hours ago
Database marketing firm Merkle Inc. has signed up the Limited as a new client in a three-year contract. The Columbia firm will analyze customer data to help ...
Merkle Selected by The Limited to Support Integrated Customer ... MarketWatch (press release)
all 17 news articles
Boston Globe
Bizjournals.com, NC - 14 hours ago
United Parcel Service Inc. rival FedEx Corp. will cut its marketing budget by more than 25 percent for 2009, the company recently disclosed on its blog. ...
FedEx cuts marketing spend by more than 25 percent Reuters
FedEx to reduce marketing budgets by 25% Brand Republic
all 84 news articles
Bizjournals.com, NC - 14 hours ago
Downtown Greensboro marketing firm Bouvier Kelly has won three awards from the Carolina Healthcare Public Relations and Marketing Society for its work with ...
CNNMoney.com - 4 hours ago
TMI's marketing plan includes a program where LTC facilities can lease the equipment necessary to perform skin assessments and store the necessary data ...
Wellstar/TMI Announces Estimated Three-Year Revenue Projections MSNBC
all 9 news articles
CNNMoney.com - 14 hours ago
Proton will start by marketing a variety of enhanced water products that provide health benefits for people and the planet as well as the commercial product ...
Bizjournals.com, NC - Jan 7, 2009
But the HTA will wait until at least late January to spend another $607000 on marketing to South Korea, as well as spending an additional $238000 for ...
Tourism agency holds back funds for Korea marketing Honolulu Star-Bulletin
all 9 news articles
Indianapolis Star, United States - 11 hours ago
With a team of 25 brokers and additional market research, marketing, and client support staff, Summit Realty Group specializes in office, industrial, ...
MSNBC - 1 hour ago
The initial stages of marketing the properties for sale have already begun, and the Company will expand those efforts now that the properties are completely ...
Reuters - Jan 7, 2009
O) plans to establish more marketing relationships with entertainment producers and retailers such as Best Buy Co Inc (BBY.N) in the current quarter and ...
Work Backward And Make More Sales!
It goes against the grain, especially for those of us used to "business at the speed of light." But bear with me. I'm not trying to teach... Read More
5 Steps to Success: A Surefire Way to Achieve Your Goals
No doubt you started this year with some big ideas about what you wanted to accomplish. I know I did!Maybe it was how many new clients you... Read More
Database Marketing: Secrets To Skyrocket Your Online Profits Using Database Marketing
What is database marketing?Database Marketing is the gathering and storing of specific information about your prospects or customers.This information is usually stored in a database program on... Read More
Competitive Research and Google
It all started out with an email message: "I am starting a new one of a kind company ... at least I think I'm one of a... Read More
Words that Sell
We all know the English language contains hundreds of thousands of words. But did you know that only 21 of them can easily sell your clients? Yes!... Read More
How Much Is Your Popcorn Worth? Powerful Lessons In Marketing & The Psychology Of Selling - Part 5
How Much Is Your Popcorn Worth?: Powerful Lessons In Marketing & The Psychology Of Selling - Part 5Let's continue to discuss the various marketing principles that are... Read More
Keeping Pace with Business Marketing
Today's business marketing rules are different than they were in years past. Those rules that once focused predominantly on local and regional business marketing have now gone... Read More
Love My Dentist
I love my dentist! When is the last time you could say that about yours?True, dentists do tend to get a bad rap (remember Steve Martin's sadistic... Read More
Eight Advantages of Fundraising Letters Over Other Methods
1. Personal Fundraising letters are about as personal as you can get with a donor without meeting face to face or talking on the phone. Unlike special... Read More
URL Everywhere? Offline Marketing For Online Success
Your URL (www) should be everywhere and more.I know many of you are going to think this is common sense, but how many of these are you... Read More
Top 5 Tips For Media Selection
Marketers have a wide variety of media at their disposal. Most of us think first of the advertising troika of newspapers, magazines and TV. But there are... Read More
Grow Your Business By Getting Your Customers Buying From You More Often - 35 Ideas
35 Ideas to Spark Your Creativity:There are 3 ways to grow any business. Just 3:- Get more customers- Get more from each sale- Sell to each customer... Read More
How to Successfully Promote your Business to an International Audience
Breaking into the international marketplace can catapult a company into increased profitability and growth more rapidly than when selling to a domestic market.But how do you market... Read More
So What Do You Do?
Once you have the attention of a business prospect, at some point in the conversation, the prospect will ask you, "So what do you do?". In most... Read More
To Web or Not to Web?
Do I need a web site? That is the question often asked by business owners. The answer will usually depend upon the type of product or service... Read More
Benefits of Developing & Maintaining a Database
A database is more than a simple list of names and addresses. What turns a list into a database is the additional information, coupled with your ability... Read More
Use Events to Market on the Internet
Having difficulty knowing what to offer people online? Worried that your prospects are too bombarded by sales pitches to pick yours out from the hundreds they get... Read More
Stretching Your Marketing Dollars--7 Cheap and Easy Ways to Market on a Budget
Just because you have to stretch your marketing dollars doesn't mean their effectiveness will decrease. The easiest marketing solution is often to simply throw money at a... Read More
Marketing and Advertising Techniques of Super Bowl Advertisers
Each year, advertisers with super sized budgets sink millions of dollars into Super Bowl advertising. While most of us do not have a large enough budget to... Read More
Marketing On The Cheap: Become a Joiner
Recently I wrote an article on the benefits of joining your local Chamber of Commerce as a way of getting exposure for your business. See "Marketing on... Read More
Unique Marketing Ideas That Generate Cash!
First of all - keep in touch with your customers! One of the best ways to do this is with a newsletter. Today it's easier than ever... Read More
Beyond Repair: The Fixed-price Model
Don't get me wrong. I certainly don't think the majority of vendors who use a fixed-price model are trying to rip you off. In fact, when I... Read More
How to Protect Yourself Against the Hidden Cost of Shipping to Trade Shows
Trade Shows are lots of work, but they can generate lots of new business for their participants. In addition to the expense of staffing your booth, food,... Read More
How To Get Celebrities To Endorse YOUR Product
How would you like celebrities to endorse your product?Perhaps that sounds crazy. Well, here's the info...But before anything else - let me stress that when I say... Read More
The Mighty Marketing Brochure
"Brochure" is French, and it comes from brocher, meaning to stitch. According to The American Heritage Dictionary, a brochure is "a small booklet or pamphlet, often containing... Read More
Is Your Company A Member Of The Community?
One particularly hot south Texas day, I was making a routine sales call to a family Mexican restaurant. Angela, with whom I had an appointment, is a... Read More
Promotional Freebies
What's a promotional freebie? A promotional freebie is something you can give to your customers, visitors or subscribers. Giving away "freebies" is an excellent marketing tool. Who... Read More
Build A Successful Business By Staying Connected
Over the course of your business life you'll come in contact with a number of other business people. They could be lawyers, business services, suppliers, customers, etc.... Read More
10 Reasons Why Businesses Fail at Marketing.
1) They don't fully understand it.Perception: Marketing is advertising. Reality: Marketing may not even include advertising. Perception: Marketing is an expense. Reality: Marketing is an investment. _______________________________________________________________________... Read More
Getting More From Your Customer
We are all customers of one product or another. How is it we always seem to buy or shop from the same place? What is it that... Read More
Private Practice Marketing: 3 Secrets I Wish I Knew When I First Started Out
I don't know about you, but I am still waiting for my first class in graduate school about how to develop, market, and run a private practice.I'm... Read More
Grab Your Audience by Focusing on Benefits
Have you ever chosen to pay attention to someone just because they were so self-absorbed they didn't even know you were in the room? Of course not!... Read More
Distinguish Your Business From The Competition
You followed time-honored online marketing techniques to the letter: you have a great web site, the site has a high search engine rank, and you created a... Read More
Fax Marketing : Reaching a New Niche of Customers
Traditional marketing and advertising assumes that all of your customers are traditional people. Even newer technologies like email assume that the best way to reach people is... Read More
Is Your 4X4 Trail Rated?
"Traction. Articulation. Ground Clearance. Maneuverability. Water Fording. We've put your new Jeep vehicle through extreme tests on the most extreme off-road terrain we could find. Trail Rated... Read More
Trade Show Display Booth ? A Marvelous Contact System
Trade show booths are one of the best direct contact systems with end consumers. The face to face meeting opportunity with customers can provide some excellent results?provided... Read More
How to Write Irresistible Promotional Pieces that Attract More and Better Clients
Whether you're creating a sales letter, a brochure, a newsletter, or any other business promotional piece, you need to write in a way that not only explains... Read More
Preventive Marketing Offers Small-Mid Sized Business Owners An Ideal Way To Maximize Their Results
As the owner of a creative services boutique - I have realized that at least 9 out of 10 prospects/clients have suffered from one or all of... Read More
Guerilla Marketing Lesson 2: Why Do People Call Me?
Before we begin, I want you to think about how many times you actually sought out an advertisement. How did you know where to look for it?... Read More
Top 10 Tips To Market & Build Your Professional Practice
In building and running a professional practice (or any small business or a home-based business), there are many items that must be monitored closely. As a small... Read More
Eight Advantages of Fundraising Letters Over Other Methods
1. Personal Fundraising letters are about as personal as you can get with a donor without meeting face to face or talking on the phone. Unlike special... Read More
Always Sell To New Eyes And New Ears
One of the hardest things for you to do as an advertiser to do is to step into your prospect's shoes and really understand what makes him... Read More
Catalogs are Selling Machines
If you've got a mailbox, you're no doubt aware of the popularity of catalogs. People love to look through catalogs, and more important, they love to buy... Read More
Does The Market Really Want It?
At the very heart of any successful marketing strategy is the determination of what your present and prospective customers need, want, and desire. You have to find... Read More
Effective Use of Promotional Products and Ad Specialties
1. Determine the goals of your promotional products program. Do you want to create awareness? To attract new customers? To reward or provide incentives to existing customers?... Read More
The Magic of Keep-in-Touch Marketing
Yesterday I received a phone call from an acquaintance that I've met once or twice but haven't seen in over a year. She wanted to let me... Read More
How To Perfect Your Marketing Message!
When it comes to your marketing message, the little things count. Trouble is, you'll never come to respect how much, until you make a commitment to science.Let... Read More
Effective Lead Generation
How to Gain your Prospective Clients' Attention and Generate the Leads You Need to Make Your Business a SuccessIf you've ever tried to get a child who... Read More
Direct Mail Response Rates Soar With Dimensional Mailers in Business-to-Business Lead Generation
The toughest job you face as a B2B direct marketer is reaching your prospect with your message. Reaching C-level executives is particularly difficult because they employ mailroom... Read More
7 Tips for Successful Postcard Marketing
Simple low-cost postcards have become a valuable business tool for modern marketers. They can produce a surge of traffic to your web site or a flood of... Read More
CD ROM Business Cards - Offline Marketing For Online Promotion
It's a great concept, - and it has a 'cool factor' of 300%!Many people will pop these into their drive just because of image appeal alone. What's... Read More
Encouraging Contact
The small time promoter has to work hard and on a shoestring to get an audience of a few hundred people to fill a venue. Flyers, word-of-mouth... Read More