3 Guaranteed Ways to Painlessly Get Prospects to Commit More Often

    Make sales prospects commit to you.Every year your sales manager adds up your “Yes’s” and your “No’s.” And in both of these buckets resides a few of each. I mean after all, that’s sales. There’s always a few when compared against the hundreds or even thousands you tried all year to persuade. But there’s another bucket, another category of leads that needs to be measured with far greater emphasis then were your wins and losses. It’s that category of lead that, year after year, actually by contrast to the other two, is filled to the point that it’s spilling over and out of its container.

    It’s the “Unknowns.”

    What came of those perpetually silent buyers you doggedly pursued? You know the ones. You’d try tirelessly to apply the techniques outlined in your latest Dale Carnegie read, only to see each of your efforts met with a roaring silence that seemed to grow antagonistically louder with each try? Not even a “No” out of them. Just silence. A screaming, nagging and endless quiet. Read the rest of this entry »

    3 Totally Reflex Changes You Undergo When You Believe What You Sell

      Keep Calm and BelieveDale Carnegie said, “If you believe in what you are doing, then let nothing hold you up in your work.” If we truly believe in how we are meant to matter to people, we can begin to be useful to them. We can begin to persuade them. Simply knowing something, or worse, knowing what you want, will never be important enough to others to act as a persuasive instrument.

      Because our value to others is decided by others, our ability to persuade can never be led by self-important and well-rehearsed scripts or agendas. We become valuable when we actually believe what we are doing adds value. Belief itself in what we do, is therefore the only conduit through which persuasiveness actually travels. Throughout my life (and career), I have found only one immutable principle that binds all successful acts of persuasion and it is in believing what I say and do. So if it’s Dale Carnegie’s persuasive brawn you wish most to emulate, then you need to exhibit a fundamental belief in what you want me to believe. That’s persuasiveness. Read the rest of this entry »

      A Common Sense Approach to Building a Great Landing Page

        DartboardThis is part one of a three-part series I’m calling, Content Creation for the Rest of Us in Three Easy Steps. In this series we’ll discuss how ordinary small business owners with no SEO experience can create simple, yet compelling and actionable web pages that create leads.

        Throughout the series, we will use plain English and a commonsense approach to discussing prevailing SEO and web design practices used to build compelling offer pages.

        When we’re done with the series, you should know:

        • Step One: What combination of aesthetic ingredients comprise a great looking landing page.
        • Step Two: How to write awesome body copy that honors established SEO best practices.
        • Step Three: How to monitor your landing page’s traction using Google Analytics. Read the rest of this entry »

        Attention Internet Mavens: Not Everyone Knows What You Know

          Yertle the TurtleEver since Websites for business first became fashionable, small and medium business owners have commonly treated them as an unpleasant expense – a nuisance at best – that they’d just assume wasn’t their problem.  After all, these are people who work tirelessly on retaining the customers they already possess, right? The last thing they’re interested in is pledging time and money to some nebulous idea that their brochure, repurposed on the internet, is going to unleash a floodgate of new leads and customers. And they’re right. By itself, a Website isn’t the point. Often small and midsized businesses only think of a Website as important because everyone else has one. So really, they’re not remotely certain of a Website’s value and don’t understand what the ultimate goal is anyway. So the thought of a Website truly being a lead generating opportunity amounts to little more, in their mind’s, than some flimsy scheme that even worse, probably doesn’t even apply to their industry. Read the rest of this entry »

          What if Your Salespeople Stop Selling?

            Feeding FrenzyLarry Bailin is a talented internet marketer and a nationally sought keynote. Larry’s in his second edition of his book, “Mommy, Where Do Customers From” and enjoys continued success at his firm Single Throw located in Wall New Jersey. Well a few weeks ago I had the pleasure of sitting down with Larry to talk shop. The two of us sat across from one another and covered all the requisite mainstays like what portion of your mix should comprise PPC, how much of your social footprint should be automated (Larry says none and incidentally, I think he’s right) and the two of us agreed that Seth Godin is a keeper. But the typical talking points of our conversation, while enlightening and entertaining in general, didn’t move the needle. Don’t get me wrong; it’s fun to talk to other internet marketers – particularly those that the industry leans on as much as it does Larry. But no. The conversation was cool, but the majority of the time largely academic. The majority that is. You see, something fascinating did happen. Something was unearthed. A fortuitously excavated idea emerged from an otherwise casually enjoyable dialogue between two passionate internet marketers. Read the rest of this entry »

            Five Essential Steps to Writing a Great Headline

              Elmo Does Homework!!!If you hire me to help plan and launch your blog, you’re going to spend some portion of the first three months learning how to write for one. And among the first lessons you’ll learn is how to write a great headline. I’ve spent years understanding what makes for a great headline and likewise, spend a fair amount of the first quarter of your blogging campaign showing you how to do it as well. Writing a great headline or title for a blog post is a craft; make no mistakes. Read the rest of this entry »