For many of us, there are certain sales techniques that seem like incredibly bad choices. For example, isn’t it giving too much information away if you list your prices online instead of sharing them with potential customers during a sales conversation? And wouldn’t it be a bad idea to explicitly list people who you aren’t a good fit for online, because that will drive away potential customers before you even have a chance to talk to them? Today’s guest, Marcus Sheridan, AKA the Sales Lion, has been called a web marketing guru by the New York Times, perhaps thanks to his sometimes unconventional advice on what sales techniques really work. We discuss deeply valuable information that gives insight into how customers think and behave, and how this relates to what you should do in your sales process. In today’s conversation, Marcus will talk about how to influence the buying criteria of your prospects to preempt their objections, and how to differentiate yourself in a sea of competitors.
There are a few Internet Marketers that are in the “inner circle”. These are the people who understand the tried and true principles of marketing along with the coolest and latest techniques. I just a happen to have one of these people on my show today. Bart Baggett is a marketing expert, bestselling author, speaker, and leader of a marketing mastermind. He is also an expert in NLP and handwriting analysis. He understands marketing and the human behaviour behind the marketing concepts. Today, we discuss the new breed of marketers who are doing funnel marketing. Using chatbots like ManyChat in conjunction with Facebook ads to begin a conversation that can lead to more authenticity and possible conversion. We talk about creating lead machines where trust is built through sharing information that answers real problems, and how understanding your business model and what you are selling is the basis for creating a marketing plan. We talk about membership sites, online courses, and how much time you need to invest when selling high-end and lower-end products.
There are two main kinds of learning: informative learning and transformative learning. Informative learning, as its name suggests, is when you learn information; this is the kind of learning you might get from books on sales tactics and techniques, for example. Transformative learning, on the other hand, occurs when an experience transforms the way you experience your life from that time on. I hope that all of my Marketing Speak episodes offer valuable informative learning, but I truly believe that this one can offer transformative learning as well. My guest, Ephraim Olschewski, is someone who has had a profound impact on my life -- and I hope he will on yours as well. Ephraim is a high-performance coach for executives and business owners, with his rates starting at $100k a year for individuals and $1 million a year for organizations. Despite these high-value deals, he doesn’t use contracts at all. In this conversation, he explains the compelling reason why, and offers insight into how to show up powerfully in your business and the world. I hope that all of my Marketing Speak episodes offer valuable informative learning, but I truly believe that this one can offer transformative learning as well.
There’s one simple trick that builds rapport over the phone faster than any other: using the name of the person you’re talking to frequently through the conversation. It can feel odd to do this, but don’t worry, the other person won’t (consciously) notice. Subconsciously, though, they will absolutely notice -- and they’ll feel a level of connection and trust that will lead to being more receptive of everything you can offer. We're joined today by Nick Cownie. Nick is an award-winning entrepreneur who specializes in rapid mindset change. He says that there’s one simple trick that builds rapport over the phone faster than any other: using the name of the person you’re talking to frequently through the conversation. Nick shares mindset techniques for overcoming the fear of rejection and turning cold calls into cash. Nick and I met in the Secret Society mastermind group, and I was so impressed with him that I invited him to share his advice for marketing success.
In today’s episode, Annie Cushing proudly proclaims her love for data and analytics. She loves it so much so that she’s even embraced the nickname Annielytics. By day she gathers it, gives it a good home, and makes it runway ready. By night, she dreams about her next biz fix. In addition to data itself, one of her great loves is teaching other marketers how to “sexy up” their data. Check out this episode to learn all about incorporating data to uplevel your business.