Professional Sales Tips you'll learn today on The Sales Podcast...
We have a love/hate with social media
What is social dynamic selling?
He sells seminars
Over a decade
Lots of direct mail to fill the events
High ROI with direct mail, especially if you have a high-ticket offer
Direct to consumer is a great industry for this marketing model
People buy what they want, not what they need
Your marketing has to make them realize they want it
He has his own insurance agency
Related episodes and posts
Who do you want to attract?
How do you get someone's attention on social media?
How do you get someone's attention in direct mail?
Your prospect is reading your marketing letter as they stand over the trash can
Fishing with corndogs
Get your prospects on the hook and into the boat and then feed them healthy food
But give them tempting bait
Are they interested and conditioned to making decisions?
I'm your best source for "more information." What do you need?
The direct mail to seminar model is the original funnel
He has six metrics he tracks in response rates
Each metric is a lever he can sharpen and improve
There's nothing new under the sun
Direct mail still has the best marketing ROI if you're selling high-ticket products or services."
He's repackaging existing offers with a slight tweak and going to market
The product or service is irrelevant
You need to just figure out how to get it to the marketplace
Be content but dissatisfied
It's a blessing and a curse
Initially he sold one-to-one
He could sell bigger ticket items and get overrides, but he wanted even more leverage
He learned how to sell one-to-many
He learned how to leveraged his time
There's a different form of influence when selling to a group
Became an NLP practitioner, i.e., he attended one course
Perception is reality
We have to influence and shape perception
We have to meet our prospects where they are
This is not manipulation or force
"No" is an acceptable answer
You can't please everyone."
Start with broad strokes and topics to get buy-in and then bring it down to brass tacks
He's not a rah-rah guy driving people to the back of the room
Know, like, and trust is alive and well
The law of reciprocity is alive and well
Most items for sale now are commodities
Why should your prospects do business with you?
Speak to the language they best hear
The V.A.K. model
Motivation vs. inspiration
Motivation is external
Inspiration is internal, it's "in spirit."
Inspiration is internal. It's 'in spirit.'"
Coaching vs. consulting
Sales Growth Tools Mentioned In The Sales Podcast
Get the book, "Intentional Influence"
Visit Social Dynamic Selling
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