The Sale Doesn't Start Until They Say "No"
The Sale Doesn't Start Until They Say 'No.' This was a phrase I coined at Infusioncon 2011 during the Ultimate Marketer competition and I repeated it in my keynote at this year's event. It's true...
View ArticleCustomer Service: Thinking Long Term
We recently decided to move grandma (the same one who won the piano that got me started off the "Price Is Right" in the 70's) to our second home here in Orange County. And in that decision, we had to...
View ArticleUsing Offline Channels To Convert Leads And Encourage Repeat Purchases
I've used 1800Flowers.com off and on for about 8 years now. From Birthdays and Anniversaries to Mother's Day and Thank You gifts, I'm no stranger. But out of all my purchases and interactions with them...
View ArticleUsing Follow-Up To Reverse Roles
In my experience, the worst thing you can do is "chase" a customer. Sure, it seems a little counter-intuitive considering most sales are generated in the follow-up. I'm not arguing the importance and...
View ArticleHow to Choreograph Your Marketing
In dance, a choreographer's job is to plan and arrange the dance steps, movements, and patterns so that everyone is in sync. The opposite of choreography would be freestyling. Most businesses approach...
View ArticleOrganizing Your Follow-up And Figuring Out Your Ideal Purchase Path
If you haven't figured it out, I like coining my own terms --- unorthodox ways of thinking about business and marketing that really resonate with people. "Scaling Personal Attention," "The Orbit,"...
View ArticleTeaching Your Prospects & Clients How To Buy From You
One of the biggest pitfalls in marketing is assuming your prospects and clients know what and how to buy from you. For certain commodities, this may be true. But for most products and services,...
View ArticleThe Unobvious Case For Hyperfocused Sales Funnels
We live in an abundant world of choice.Choice, that - to most - would appear to be a good thing.(And the marketing departments of some of the world's largest corporations seem to agree.)After all, gone...
View ArticleThe Six Weapons of Influence
In this episode we dive deep into human interactions and talk about six different ways to communicate with and influence your audience.
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