Top Secrets of Marketing & Sales

To get responses, create high-value communication. When you’re doing this, obviously, you’re not actually telling your customer “I’m here to create value in our communication.” You’re just doing it: Adding value in the conversation. You’re thinking about, “what can I say when I reach out to this person the next time to make this communication more in...

The follow-up mistake that costs sales (and kills communication) is a lack of sequencing. If I’ve got a sequence in place that says, all right, when I get a lead from a networking function, I’m going to initially, either same day or next morning, send out this email message, which essentially says, “it was great meeting you at the networking function. Nice having a chance to talk...

Wondering how to achieve your goals? Well, achieving goals is quite different than just setting them. So while the first step may be to set the goals you really want, then we have to prioritize our actions from high to low. What is the most important thing that I need to do in order to get there? Because generally, you can come up with a dozen or a hundred different things that you’re going...

If you want to increase revenue, upselling and cross-selling can help. So what’s the difference? Upselling means selling a better or a higher priced version of the thing that they’re looking at. Whereas cross-selling is making a recommendation of something that’s compatible. David: Hi, and welcome to the podcast. In today’s episode, co-host Jay McFarland and I will be discu...

How much time do you spend chasing prospects who will never buy? If somebody is not responsive, you can decide, do I want to continue to pursue this person? Or do I want to leave them to my competitors? Let my competitors chase that person. If they’re disqualified, you don’t have to spend time with them at all. David: Hi, and welcome to the podcast. In today’s episode, co-host Ja...

A lot of people think the goal is to get likes and engagement, but when it comes to using social media in business, conversations and conversions are the metrics that matter. That’s what results in sales. The rest are vanity metrics. Those who think it’s all about views and clicks might be missing the point. David: Hi, and welcome to the podcast. In today’s episode, co-host Jay M...

Are your priorities BS? Well, focusing on that area in particular, looking at what are the things in my life that really are important to me? What are the actions that I want to take and need to take that are important to me? Even if they’re not urgent, how can I get those things scheduled so that they have a better likelihood of getting done? David: Hi, and welcome to the podcast. In today&...

Unqualified prospects can be a huge waste of time. Lately, I’ve been on a bit of a kick in terms of commitment versus interest. If you’re interested in the possibility of working with us, that’s very different than if you’re committed to getting the results you want in your business and working with us to do it. David: Hi, and welcome to the podcast. In today’s episod...

To stand out from competitors, start with what makes you different. Identify your ideal target market. It’s largely going to consist of people who want to do business the way that we do business. Then matching up our style of business with the way that they want to do it. David: Hi, and welcome to the podcast. In today’s episode, co-host Jay McFarland and I will ask the question, what...

Strengthen client relationships if you want to increase repeat business. Some people feel like they can get more attention from a salesperson calling than they get at home because maybe they feel like this person’s listening, paying attention and then asking about it. David: Hi, and welcome to the podcast. In today’s episode, co-host Jay McFarland and I will discuss how to strengthen c...

Don’t feel like you’re earning what you’re worth? Consider this: When you outproduce what you earn, it creates friction. It creates a bit of tension. And in most well-run businesses, the organization says, “this person needs to be compensated more.” If that’s not happening in the organization you’re with, if you are outproducing what you’re earning,...

Very often, inferior competitors play the price card: Jay: I get that question. “Well, I talk to your competitor and they’re less expensive than you are.” Now I have to find a way to let them know, yeah, we are more expensive, but there’s a reason. It’s because we’re very good at what we do. We have certain guarantees that they don’t, or whatever it is. Da...

If you’re still feeling overwhelmed, it’s often just a good idea to take a moment and consider: What exactly is it that I’m struggling with at the moment? What are the specific things that make me feel overwhelmed? Then, what’s the one thing I really need to be doing right now and what’s the next step I can take toward making that happen? David: Hi, and welcome to the...

To stop feeling overwhelmed at work and get more done, consider which version of you is showing up. Some days the you that shows up is the focused, motivated, energized, action-taking you. And some days the you that shows up is the unfocused, unmotivated, lethargic, non-action-taking you. When we recognize this in advance, we can do a couple of things. One is to say, “okay, I don’t rea...

When you need to get prospects to respond, it’s time to fix your follow-up strategy. Think in terms of what gets your attention, what gets you to respond? What makes you want to respond when someone else is reaching out to you? That can also be a great indicator of what you may want to be saying to the other person to try to get a response from them. Now, they might not respond to exactly th...

I’ve seen situations like that where people are making excuses instead of sales. Somebody planned to sell something and was talking about it for a long time. But all the dominoes had to be lined up just right before they’d flick it. Flick one of them and get it going. And ultimately, nothing happened. Sometimes we have a great idea, but then it’s like, “oh, it seems like to...

When dealing with indecisive prospects, we each have to recognize our own tolerance for pain. How long am I willing to chase? How long am I willing to wait? What am I willing to sacrifice in terms of my own time and my own self-esteem? Right? And it’s different at different stages of life. I spent so much time in the past just trying to accommodate people who, ultimately, it wouldn’t h...

When I say your competition isn’t that good, that most of your competition is average, what I mean is that a lot of them are not taking the time to learn the things that will allow them to do things better. David: Hi, and welcome back. In today’s episode, co host Jay McFarland and I say, your competition isn’t that good. Right, Jay? Jay: Yeah, absolutely. Do you even know who you...

We get results from social media when we’re able to identify the result that we’re looking to get, and identify the messaging that we need to create to be able to get in front of these ideal prospects to have them raise their hands and express interest. When we do those things correctly, then you can get to the point where nearly everybody you talk to is actually qualified to do busine...

To improve business communication fast, consider this… If nothing that you convey in your communication, instills any sort of belief in the other person as to why they should take the action that you’re requesting, then it’s not at all likely they’re going to take that action. David: Hi, and welcome to the podcast. In today’s episode, co-host Jay McFarland and I will...

Your process for goal achievement is key. Because you’re doing a lot behind the scenes before anyone even knows that you’re alive. So we’re essentially moving from being invisible and working hard behind the scenes — to ideally, at some point, bursting on the scene and being recognized as a force in your marketplace. But none of that happens by accident and it doesn’t...

What does it mean to install a Market Domination Engine in your business? Is that a real thing? If so, what is it? What does it do? What does it consist of? And what does it allow you to do, that your competitors are likely to struggle with? Hi and welcome back, in today’s quick episode, we’ll talk about what it means to install a market domination engine in your business. But before w...

If our storytelling allows us to build trust, build credibility, and build a bond in sales, then we’re telling the right stories. If it’s just designed to be manipulative, then save your breath. David: Hi, and welcome to the podcast. In today’s episode, co-host Jay McFarland and I will be discussing the power of storytelling in sales. Jay, tell me a story. Jay: Listen, I am a sto...

Choosing worthy clients for your business means making decisions about whether or not a prospect deserves your time and attention, whether they’re worthy of follow up, and you are bound to make some mistakes in that process. When you do this, you have to recognize that some of that is going to come with the territory. You may make a wrong decision that will cost you some business down the li...

To leverage the law of attraction, you have to get beyond the book and the movie. If you’re feeling stuck in your business, ask yourself this. “Am I really clear on exactly what it is that I’m building here? And to the extent that it’s not coming together, how’s your vision? Are you very clear on what that means? David: Hi, and welcome to the podcast. In today’s...