Author: Joseph Schaefer, PhD

The Biggest Secret to Closing the Deal Right Now!   You might have a protocol that you typically follow when you make a sales call. You might even have a checklist in front of you and are carefully ticking off each item as you cover it; make initial phone contact, assess the clients needs, suggest solution(s),… But your client might have already said SOLD and be waiting to sign a proposal and you missed it entirely because….you weren’t listening. Listen Frequently, when talking to the potential client for the first time, they will often tell you within the first few words of your call that they are ready to buy today! The art of listening is important in all relationships and this is very true in your relationship with your clients too. When you have them on the line, listen for phrases like: “We’ve been...

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READ THIS before putting video in your site. The number one concern about using a video spokesperson is the "annoyance factor". Here's my advice to business owners losing sleep over the worry about annoying people on the internet. Immediately dismantle your website and stop all further advertising of any kind. I'm sure that your ads are annoying somebody somewhere and this way you can be sure never to annoy anybody again. Now you can get some sleep. Don't Let The Inmates Run The Asylum Business owners are so sensitive to every comment and reaction to their website. They want to let all feedback guide their online strategy, and yet in their Brick and Mortar business they wouldn't change everything on the comments of just a few. If sales were up, then in fact they would be very resistent to listen to anybody about making...

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It used to be that a funny/outrageous/weird television commercial was something worth discussing later. One problem with that method was that  you might not remember the brand name they were trying to lodge in your brain with that ad. It took me months to realize the amusing lizard ads were for Geico. Nowadays, something funny/outrageous/weird can spread like wildfire over the internet within mere moments via facebook, twitter, email, etc… so if you can make a video go viral, you have struck internet “gold”. But how?   Can you even orchestrate this feat or do you just luck into something like that? Here are a few tips to bringing about the kind of attention you’re wanting with your online videos. First Two Rules of Thumb Evoke Emotion & Keep it Short Overall, people need to feel something when they watch the video, something fundamental that...

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Communication Works Miracles, Not Video Once we realize that nobody goes to a website to be impressed, or be entertained, the notion of using video takes a different path. As business owners, we become so obsessed with our own story that we forget the cardinal rules of advertising; what's in it for me (WIIFM). If we can discipline our message or video script to answer the question "So What?", then we might stand a chance that people will watch the video all the way through. What's the secret? Keep thinking about that question, SO WHAT? You want to say "we've been in business for 20 years". I say SO WHAT? It doesn't mean that you can't make that statement it means that you need to tell them how this directly benefits them as customers. "We've been in business for 20 years, and that means...

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Top 5 Email Marketing Tips for New Bloggers. A large and well-qualified email list is a litera gold mine for your business. Building a relationship with this list is the most important activity you can spend time and energy on. When collecting the list, you hopefully gathered names, demographic information and any other information that will help to filter and categorize your list. You will need a backend line of products and services to give the list members multiple levels of involvement in your brand.  ...

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Some Surprising Social Media Stats Recent studies (IPSOS) show that most adult, non-senior Americans spend more than 3 hours per day on Social Networking activities. (self-reported) However, just a year ago Nielson ratings showed that the average American spent 5 hours a day watching Television. Since the number of hours a day is a zero sum game, it is obvious that Americans are either losing sleep time, work time or Television time to stay active in the Social Networks. In general, IPSOS showed that lower income, lower education individuals spent more time on  Social Networking, while business owners and business decisions makers also spent more than the average time networking on Social Platforms. In comparisons between countries, emerging market countries averaged higher usage, with Indonesians peaking at an average of 6 hours per day, and at the other end, French and Spanish at...

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What Every Customer Wants and YOU Should Know   We've been seeing in all the literature these days that quality is king. That our customers are responding best to real people and real human qualities after years of manipulation through commercials, schemes and gimmicks. As a matter of fact, they are less interested in price than they are in the following six qualities, particularly when it comes to business to business (B2B) interactions.    Preparation Don't insult your would-be client by being ill prepared. Take the time to research their company before you speak with them. Asking questions that are easily provided on their website will get you a fast, "not interested".  Simplicity Don't try to impress them with your detailed descriptions and jargon filled language about their company or yours. Discuss your plan in simple terms without being simplistic. Creativity Customers usually have ideas on how to solve...

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Does having a blog make you a blogger?

You have a blog in your website, but does that make you a “blogger”. Owning a set of paintbrushes and some canvas means you can paint, but it doesn’t make you a painter. In the end, you can know you’re a painter if people desire to look at and appreciate your work. If you decide to pant stuff from your head that holds no connection or interest for other Humans, then don’t be surprised when hey ignore your artwork.

 

ASK YOURSELF

1-    Does your blog help someone “do something” or just make them think?

2-    Do you think, “I need to send this blog to my friends…it’s really useful”?

3-    Will readers recognize the topic as current, or obsolete.

4-    Do you have more than a few sentences with opinion? Beware!