The Unobvious Case For Hyperfocused Sales Funnels

Categories: Blog, Sales & Persuasion

The 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 are the days of just a few choices of laundry detergent to compare. Or just a couple

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Teaching Your Prospects & Clients How To Buy From You

Categories: Blog, Marketing, Sales & Persuasion

Teaching 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, prospects and clients must be educated on various aspects of your offering. In my own experiences remodeling our most recent home,

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Organizing Your Follow-up And Figuring Out Your Ideal Purchase Path

Categories: Blog, Marketing, Sales & Persuasion

Organizing 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," "Triangle Stack," and "Follow-Up Pyramid," are a few. "Ideal Purchase Path" (I.P.P.) is another one. Sure, there are many other labels for it: sales funnel, sales

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How to Choreograph Your Marketing

Categories: Marketing, Sales & Persuasion

How 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 their marketing and sales process in a "freestyle" manner. They pay for ads (without tracking), get "professional" websites designed without emphasis on sales/lead

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Using Follow-Up To Reverse Roles

Categories: Blog, Marketing, Sales & Persuasion

Using 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 effectiveness of follow up. In fact, I discuss why it's vital here. You may have even seen statistics that reveal something like

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Using Offline Channels To Convert Leads And Encourage Repeat Purchases

Categories: Marketing, Sales & Persuasion

Using 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 over the years, today was the first time I've received a phone call prompting me to order a Mother's Day

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Customer Service: Thinking Long Term

Categories: Philosophy, Sales & Persuasion

Customer 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 rush to paint, fix little things, and lay new carpet. After buying our newest home several

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The Sale Doesn't Start Until They Say "No"

Categories: Sales & Persuasion

Rejection

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 though. The sale doesn't start until the prospect or customer says "no"... especially "maybe."

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