Author: Joseph Schaefer, PhD

Some people always rise to the top faster than others, no matter what industry you’re in. When it comes to sales, there are several theories as to what makes some salespeople more successful, but integrity always seems to be the defining factor. Integrity isn’t just honesty, it’s a culmination of all of your personality traits into a consistent whole. According to Ron Willingham, author of Integrity Selling in the 21st Century, there are five interrelated aspects to integrity. 1.Basic values about people and life. If you’re optimistic, and have an overall positive view of people, the people you are trying to sell to will be naturally drawn to your personality, and will be more likely to trust you. If you’re negative and cynical, the customer will also pick up on those values and be less likely to trust you. 2.Your feelings about the act of selling By thinking of selling...

Read More

You may have noticed that there is a lot more video content on the web lately. Advancements in technology have put video in the hands of many companies that wouldn’t be able to offer it in the past. There are lots of worthwhile uses for video in the business world, and they go beyond traditional advertising or informative overviews. Internet speeds are increasing all the time and mobile took off so quickly that it’s left many businesses scrambling to keep up and stay ahead of the pack to reach their expanding audiences. Mobile technology and social media have flat-out changed the way businesses connect with their audience – and web video has emerged as one of the leading formats for effective marketing. Beyond traditional marketing messages, web videos can be effective at communicating all sorts of information to your audience. For instance,...

Read More

If you want a sustainable online business model, then find a way to make Google Adwords work for you. You have an instantly level playing field with the biggest players out there and as long as you spend he time building a site with a high enough conversion rate, the money you spend on Adwords will turn into profits at a consistent rate.  The cost per click in Adwords is determined by the market, but your conversion rate in your site is the one feature controlled by YOU. Money spent on better website conversion always has better ROI than money spent directly on more web traffic. Let’s say you spend $500 to get 100 visitors to your website. If you convert 2 visitors to become leads, then you have a 2% lead conversion rate. Lead conversion rate is 2% Your cost per lead...

Read More

    Be Human Remember this is a social media, be a person passionate about their job who doesn’t advertise their business. Interact with your “friends” and comment/answer their posts. Write real statements of value and worth that will help your “friends” and your community of like-minded followers. Be a part, not “apart” No one likes the guy who douses another’s flame so his own can shine brightest. There will be many “friends” and “follows” in social media with similar business models to yours. Try to find a way to support them as you bring your own worth to the table. Praise them and add your own ideas or knowledge to the mix.   Add Value Ask yourself with each comment or post, “How am I adding value to this conversation?” Sharing your knowledge, pieces of your expertise, articles of current interest, are valuable contributions to your social...

Read More

There’s one simple question that many individuals overlook. In fact, if a salesperson knows the answer to this simple question, they’re much more likely to seal the deal and close the sale. The question is so simple it’s just one word – “Why?” Knowing “why” a customer would desire a service or product enables you to ascertain their motivations. If you know why a potential client or customer might want or need something, you will always have the advantage when trying to push a product. In general, people make purchases to solve a problem of some kind. Once you determine what problem your audience may have, you can pitch your product in a way that lets them see it as a solution. Once you know the “why” in the equation, not only will your sale go more smoothly, it will come about...

Read More

Pinterest, a photo-sharing social media site on the Internet, is home to close to 50 million users, with close to 25 million unique monthly visits. With its expansive reach, businesses are now looking to use Pinterest to market their expertise and create brand recognition. A presence on Pinterest is a critical component of successful social media marketing. A powerful way to use Pinterest is to establish your business as an authority in your field. You create Pinterest boards that provide timely and useful information, while at the same time promoting or featuring your own products and services. It is not necessary to create all the content yourself; a more manageable strategy is to share content from other vetted sources. The combination of your own content with high-quality second-party content ensures that your followers get the best mix of information. With its large...

Read More

For decades, sales force teams have relied upon cold calling to contact potential customers. More and more, however, this approach is declining. In its place, companies are turning to social media to generate leads, nurture relationships, and make sales. Business leaders and innovators tout this new concept of “social selling” as the preferred path for improving the bottom line. One example of the emergence of a social sales force is the use of LinkedIn to create targeted lead lists based on a variety of criteria. LinkedIn allows sales teams to develop search criteria and, more importantly, to save the searches for future automated processing. As new businesses join LinkedIn, your automated search determines if they meet your criteria. This automated processing saves time and allows the sales team to devote more energy to nurturing relationships and closing deals. As sales teams grow...

Read More

Social media marketing is a red-hot topic in the business world. For example, the rise in social media tools allows the marketing department direct contact with clients and potential consumers. Companies have invested in the technology tools to make this happen, but these same companies do not have the systems in place to allow colleagues to share important information across business divisions. Experts advise that this lack of infrastructure is a liability as companies compete to respond to more demanding and technologically perceptive customers. In years past, common wisdom suggests the company culture is the culprit for disjointed communication across different divisions. However, recent evidence suggests that an investment in technology can aid in these previously hindered conversations. Adding social collaboration layers across sales, marketing, and customer services helps all aspects of a business. Rebecca Dye, a social media manager with...

Read More

The emotional benefit of a business is an often overlooked aspect of transforming your business from a run-of-the-mill operation into something special. Much focus is paid to rational elements of businesses; these rational elements include cost-savings, product claims, and detailed specifications. However, increasing evidence suggests that what makes a product succeed is more than the sum of its part. The success of product, its transformation into a brand, is based in the emotional attachment it creates with potential users. This approach of securing business via an emotional attachment pays dividends for the small business owner. Creating a brand people can trust, that they feel they need to support and use, is the key ingredient in long-term viability. This branding does not take the place of creating a product with the necessary features and benefits; instead, this branding allows you to separate...

Read More

For the past few years, many people have made big bucks by “gaming” Google. SEO professionals would seek out particular keywords and search terms, and use them in their links as a powerful strategy to improve their search engine ranking position. Using the same search phrases led to some pretty silly looking sentences as people tried to stuff their keywords into their sentences everywhere they could. Unfortunately for a lot of people’s SEO strategies, Google caught up with this trend and implemented penalties for content that overused certain search terms and keywords. When linking, it’s much better to make sure your content looks natural. So what does this mean? In short, it means that it isn’t the best idea to use the same keywords over and over when linking to your site. Overuse of the search term in content can actually...

Read More