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What is Follow-up

Posted by [email protected] on March 15, 2018 at 12:15 AM Comments comments (409)

I was told by a salesman a few days ago that they were having difficulty with following-up with prospects. 

I asked him to describe what he did to follow-up.  His answer was short and to the point. " I call and if I cannot get in touch with them I leave a message mentioning our past discussion and ask them to call me back.  I then send an email."

My response was also short and to the point.  " You must remember that you are not always the number one priority o...

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Words to live by.

Posted by [email protected] on June 28, 2017 at 1:25 PM Comments comments (220)

*Accept that some days you're the pigeon, and some days you're the statue.


*Always keep your words soft and sweet, just in case you have to eat them.


*Always read stuff that will make you look good if you die in the middle of it.


*Drive carefully. It's not only cars that can be recalled by their maker.


*If you can't be kind, at least have the decency to be vague.


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Everyone is in marketing!

Posted by [email protected] on May 5, 2017 at 12:20 AM Comments comments (517)

When you get right down to it, everyone in your company is a marketer. From the receptionist whose voice is the first thing your buyers hear to the delivery person whose rear-end may be the last thing they see, each of your employees plays a pivotal role in the orchestration of your marketing efforts. Good companies imbue every employee with a healthy reverence for the customer so that the company, from every point of contact that it has with its market, knows how to market.

Do not quit

Posted by [email protected] on February 16, 2017 at 1:50 PM Comments comments (0)

Moses and the Israelites wandered the desert for 40 years without giving up. You owe it to yourself to try any new marketing initiative at least three times before throwing in the towel. Your prospect could have been out of the country the first time you ran it, and tending to his sick mother the second. Repetition is a marketer's best friend.


The 90 day rule

Posted by [email protected] on February 8, 2017 at 1:05 PM Comments comments (17)

Your customers, prospects and champions (those who refer business your way) should hear from you every 90 days. People are simply too busy to remember you otherwise.

If you don't follow the 90-day rule, you risk getting shouted down by any competitor of yours who does.


Prospecting Funnel

Posted by [email protected] on January 28, 2017 at 12:05 AM Comments comments (164)

Suspects become prospects, who then become customers. And these customers then generate referrals, who create more prospects… and the cycle begins anew. For thousands of years, this marketing process (also known as the prospecting funnel) has governed marketing activities for all companies, and I feel safe saying that it will continue this way for another thousand years.