Posts Tagged ‘sales prospecting’

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Advanced Client Conversion Secret

Monday, May 23rd, 2011

Now that you’ve gotten a new prospect to opt-in, what’s next?

It’s important to remember that successful marketing is all about having a system. Each step in the process leads to the next one. Unfortunately, there is sometimes a tendency to forget the “end goal”, and as a result, we don’t get the amount of new business that we want and need.

Here’s a common example.

Once someone has become a subscriber by requesting your free report or other offer, many people think the next step is to just “stay in touch.”

They’re sort-of right.

Obviously, we want to stay in touch. But, staying in touch, just for the sake of staying in touch, doesn’t actually get us new business. Sure, there will be a few people on your list who will become clients just because you remained visible, but realistically you’ll never get the results you want if you take this passive approach.

So here’s what I suggest you do.

Think about what’s the ideal “next step” in your client attraction system. For many of us it would be either a face-to-face or telephone conversation-the classic “initial free consultation”. Thus, that’s what we want to be driving people to do.

But it’s not as simple as just saying, “Call me now for your free consultation.” We’ve got to sell the benefits of why they should do this. And the most effective way to do that, is by setting up a one-page micro-site that’s devoted to this next step in the system.

You can see an example here.

Here’s a quick tip…One way of making this an effective page is to list the questions that people typically ask (and that you’ll answer) during the consultation. This is similar to a FAQ (Frequently Asked Questions) page on your website, without the answers.

The page has a sign up box that enables people to request their free consultation. That information goes automatically into your autoresponder system when they fill out the form. (The one I recommend is here).

Now, this next step is important…

Once someone signs up for the consultation, the autoresponder sends them a message thanking them and asking them to answer 3 or 4 questions. That will enable you to determine who’s serious, and who’s just signing up because it “seemed like a good idea at the moment.”

If you use a good Natural Sales Closing presentation, you should be able to convert 85% of those who you talk with, into paying clients.

Hope this helps. Talk with you soon
Mark
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How To Get More Referrals

Wednesday, May 11th, 2011

If I asked you, “Where do most of your best new clients come from?” I’d imagine you’d tell me, “Referrals”.

I’d also imagine you’d tell me that you’d like more of them. So let’s help you accomplish that goal.

The biggest obstacle most people face when trying to get referrals is that they don’t do a good job of explaining what they do. If people don’t understand the benefits that others get by working with you, their ability to remember and refer you is severely compromised.

The problem when explaining what you do, is that we revert to what I call “comfortable shorthand”.

“I’m a lawyer.”
“I’m a financial advisor.”
“I’m a marketing consultant.’

Now there’s nothing inherently wrong with these answers. However, these are the types of answers that go in one proverbial ear, and out the other. Additionally, they don’t tell your listener what the ultimate benefit is from what you do. (That’s crucial and I’ll share an example shortly.)

The temptation to use these “comfortable” descriptors is considerable for a couple of reasons. First, this is how most everyone else describes what they do. Especially in social situations, we want to follow the cadence and rhythms of those we’re with. If everyone is using the “comfortable shorthand” to describe what they do, there’s a bit of psychological pressure for you to do the same.

Second, so many of the more elaborate descriptions sound, well…rather cheesy. You’ve probably cringe internally when someone who’s obviously completed some sort of second rate elevator pitch program comes up to you and says, “I’m the go-to guy in making your money grow.”

Ugh

An excellent answer to the ubiquitous question of, “What do you do?” needs to be both memorable and consistent with the image and class you want to known for. Unfortunately, developing precisely the right answer takes a fair amount of work. Even though the end result looks oh-so-simple, the reality is that there’s a good amount of mental-heavy-lifting that’s gone on behind the scenes.

I can speak to this personally, since it took me a long time to develop an answer that I felt comfortable with, and enabled people to remember me (and ultimately refer me business). For years I’d simple respond, “I’m a marketing consultant.” Certainly accurate, but it’s going to be hard for someone to refer me business based on that answer.

Here’s what I eventually developed when I’m asked, “So Mark, what type of work do you do?”

“In a nutshell, if you own a business and need more new clients, I’m the guy who shows you how to get them.”

Short. Memorable. My listener immediately understands the key problem I solve and the key benefit I provide.

I firmly believe that because of the way I describe what I do, I get a lot of calls that start with, “So-&-So suggested I speak with you…”

If you’d like to spend an hour with me working on how to describe what you do in a way so that people “get it” and can refer you business, simply send an email to barb@gentlerainmarketing.com with your phone number and the words “Consultation” in the subject line. For the modest fee of $250, I’ll work with you to develop a memorable, catchy (but highly professional) way to describe what you do.

Talk soon
Mark
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Overwhelmed By Trying To Implement A Marketing System?

Friday, May 6th, 2011

I think what prevents people from implementing a successful marketing/client attraction system, is that they simply get overwhelmed.

Which is a shame. (Especially since a lack of new clients is the #1 reason why businesses go out of business.)

However, becoming overwhelmed is easy to understand, and it can happen to anyone (for years I struggled with this very issue).

However there is an easy solution, and I discuss it in more detail in this short 5-minute video that you can watch HERE

Suffice it to say, the most common reason we get overwhelmed is that we get distracted and go off on tangents, We start by focusing on one activity, read about something else that sounds kind of interesting, and the next thing we know…zoom…we’re off on all sorts of different paths.

Unfortunately, we only get a third of the way down each of the paths, so the end result…which is to get us more new clients…is never achieved.

So what’s the solution?

I believe that the answer is to fully map-out what the steps are before we start. I know that sounds simple, but relatively few people actually do it for one simple reason…they’re not sure what the steps are.

As I share in my short video, there are only 5 or 6 steps you need to be focusing on. But…(and this is important)…you need to do the steps in order.

That’s where a lot of us get in trouble.

For example, we start focusing on lead generation too early in the process. Simply generating leads that go to a website that’s bland, looks the same as your competitor’s, or doesn’t make a great offer, just results in prospective clients ignoring you.

Naturally, that’s a big waste of time, money and effort.

However, if we map out the client attraction process in the beginning…create a blueprint for implementation…then there’s absolutely no reason why you can’t have a highly effective client attraction marketing system up and running, inside of 45 days.

So if you’ve been frustrated with implementing your own marketing system, I think you’ll find this 5-minute video to be of interest, and you can watch it here.

Talk with you soon
Mark
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This Was A Helpful Exercise

Saturday, February 26th, 2011

One of the interesting things about marketing is that if you do it right, it will actually get you what you want.

And although that sounds like a “blinding grasp of the obvious”, there’s a point I want to make.

Although I’m not a particularly “new-agey” type of person, I do believe that the more you have a clear picture of precisely who you want to attract, the easier it is to attract them. (And, from purely a pragmatic perspective, having this clarity of vision also makes it a lot easier to write messages that they’ll actually read.)

I’m a part of a mastermind group, and a while back went through a very interesting exercise that I thought I’d share with you. It helped me focus on the types of clients I most wanted to attract. I’ll admit that I did this exercise reluctantly since I was pretty sure I already knew who I wanted as clients, but it turned out to be a eye opening experience.

It’s called Developing the Prospect Profile and all you need to do is fill in the blanks. (But WARNING-this does require some serious thought-that pesky mental heavy lifting I’m always referring to.)

Here goes…

John (or Jane) is my ideal prospect. He is ___years old. His three biggest frustrations are ____, ____ and ____. He is afraid of ____. Sometimes he even wakes up in the middle of the night worrying about____.

If he could snap his fingers and make three specific outcomes happen immediately, he would want the following three things to happen:

1.

2.

3.

The event which happens to get him interested in what I can do for him probably is____.

His biggest concern about hiring a solution provider to solve this problem is ____.

When he goes to the Internet to find a solution to this problem, he’ll usually enter keywords into Google such as ___, ___, and ___.

If he is going to do business with me, he needs to believe ___, ___, and ___.

If he is going to buy from me, he needs to be in one or more of the following emotional states (i.e. anger, fear, hope, desire of gain ect.) ___, ___, ___.

The myth he believes (which I will shatter) is ___.

The biggest reasons he would not buy from me would probably be ___, ___, and ___.

Right now he gets most of information about my topic from centers of influence such as ___, ___, and ___.

In trying to solve his problem, he’s not able to___.

The perfect way to help him overcome his biggest frustration would be to ______.

To help him achieve his specific outcome #1, I will offer him______.

To help him achieve his specific outcome #2, I will offer him______.

To help him achieve his specific outcome #3, I will offer him______.

***
Now I’ll admit that these are not necessarily the easiest questions to answer, and it will likely take some thought, reflection and even some research. But I am a big believer that when it comes to marketing, we get what we aim at, and this exercise was very helpful to me.

Hopefully it will be to you also.

Talk with you soon
Mark
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Capturing Attention & Building Trust

Thursday, February 10th, 2011

Not that it comes as any great surprise-but the goal of your website (whether it be a one page micro-site or your more extensive “corporate” website) is to capture the interest and curiosity of your visitor.

Naturally the question becomes, “What’s the best way to do that?”

There’s two things to keep in mind. What you say and How you say it.

Let’s talk about the second one today.

The good news is that we have a couple of different options. By that I mean we’re not limited to just text based websites. In all candor, if you really want to accelerate the relationship building process, and get a lot more people to opt in to your list, video is the way to go.

Which leads us to the next question-“What type of video should I create?”

The answer depends in large part upon what you’re promoting. Your company? A brand? Yourself?

If you’re in the advice-giving business, the emphasis is most likely to be on yourself. In that case, a short video of either you talking directly to the visitor, and asking them to take the next step in the process (i.e. request your free information), or the “interview” model in which you discuss an key issue the visitor is likely to be working on…either of these can be very effective.

Here’s an example of what I refer to as an interview format video. (Please be patient this may take a minute to load. If you get frustrated you can also watch it HERE)

Affluent Marketing Advice from Mark Satterfield on Vimeo.

In the consulting and professional advice business, it’s all about demonstrating competence and building trust. Competence is developed by the content in the Gentle Rain Drops that you send out after your prospect has opted-in to your list.

Video-since it’s an opportunity for people to actually see you, helps considerably in building trust.

Of course not everyone feels comfortable in front of the camera. In that case a corporate video that encompasses music, graphics and other visuals can be extremely effective. (In an ideal world you would do both.) Creating these corporate videos is a pet project of mine, but they tend to be more appropriate to the higher-end services providers since they’re somewhat expensive to produce, edit, score ect. (But that said, if you’re interested drop me a note and we can chat about it.)

Food for thought
Mark
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Some Thoughts For The Last Week Of 2010

Monday, December 27th, 2010

Naturally I don’t know what you have planned for your business for 2011. However, what I have found to be extremely helpful, is to take the last week of the year as an opportunity to map out what I want to accomplish over the next 12 months.

Developing your unique marketing message…designing the plan to attract consistent streams of new business…how to convert prospects into paying clients…all of these are not complicated, but they do require some good “Heavy Mental Lifting”.

For many years I found that I was victim of the “bright shiny object” syndrome. I’d get excited about one thing, and then something else would pop into my head, and the next thing you know…I’d be attempting to charge down 7 or 8 paths all at once.

Upon reflection, it shouldn’t have been a big surprise when after 8 months I’d look back and see that I really hadn’t accomplished much. I don’t know about you, but I’ve found my capacity for the year is 4 new projects.

This is why I use this time of year to determine what the top projects are for the next year, and then find one or two coaches who can help me stay on track, and make sure I implement my goals.

If 2011 is the year that you finally decide to implement your own marketing system, and end once and for all the “feast or famine” business cycles, my Gentle Rain Coaching program may be just what you need.

It starts with requesting a half hour free consultation with me. (You can do that by going HERE)

Once you fill out the form you’ll get an email from my assistant Quinn with a few questions that I’d like for you to answer. Most everyone finds that answering these questions starts them thinking about their business in new and interesting ways.

Send your answers back and either she or I will be in touch to schedule your session.

Regardless of whether you actually sign up for coaching or not, I think you’ll find the consultation to be very valuable, and I can virtually guarantee that you’ll put down the phone with some great new ideas and lots of food for thought.

Again you can begin the process by clicking this LINK

Thanks and I look forward to speaking with you soon.
Mark

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There’s Really Only 2 Strategies For Getting New Clients

Friday, October 29th, 2010

When you boil it all down, there’s really only 2 strategies for getting more new clients.

Perhaps you’re familiar with them.

In marketing circles they’re known as “Push” and “Pull”.

“Push” (as the name would imply) involves pushing yourself onto prospects in the hopes that you can convince them, before they hang up or walk away, that you have a service they desperately need. The classic example of the push strategy is cold calling.

Does it work?

Sure. But it’s got a lot downside to it.

It’s labor intensive…not a whole lot of fun…you get lots (and lots) of rejections.

But, the upside is that it doesn’t cost much of anything to implement, doesn’t take a lot of time or thought, so for people who tend to confuse activity with productive, and have a lot of time on their hands, it’s something to do.

And, who knows, maybe it will lead to something.

However, for most anyone who offers high value services, the “Push” marketing strategy leaves a lot to be desired. Which leads to the second option; “Pull” marketing.

In a nutshell, Pull Marketing is all about attracting clients to you by offering prospects something interesting for free, which enables you to stay in touch-building trust & credibility-and eventually turning prospects into paying clients.

Pretty straightforward. Nothing complicated about it.

It’s hard to argue against a strategy that basically says, “Give prospects something interesting for free and then stay in touch with them.”

The process has been around a long time and has been used successfully in virtually every area of business.

OK, but if it’s so simply…why doesn’t everyone just do it?

Why isn’t everyone who does try it…successful?

After all, it doesn’t sound all that complicated.

And it’s not.

But here’s the dirty little secret.

When this “Pull Marketing” strategy doesn’t work, it’s got nothing to do with the strategy.

It’s got everything to do with the message you’re communicating.

The reality is that most people’s marketing messages are…

*Just like their competitors…and/or
*All about them and not about their prospects….and/or
* Incredibly boring.

I’m a passionate believer that every business…every sales professional…has a unique sales story that only they can tell.

Figuring out that story is what I call the “mental heavy lifting” of marketing.

Unfortunately, most people don’t give a lot of thought to their unique sales stories. They use whatever first pops in their head, or copy what their competitors are doing.

Which means their marketing message gets ignored.

The fact of the matter is that lots of people use the Pull Marketing strategy I described, but few are successful. And I’d guess that 99% of those who aren’t successful, say to themselves, “The process doesn’t work.”

But they’re wrong.

The process works-it’s the messaging that’s off.

Which leads to the next question…

*What are your unique sales stories?

*The ones only you can tell?

*The ones that get prospects interested in learning more about who you are and the value you bring to your clients?

If you haven’t developed those yet, I hope you’ll consider joining me on December 9th, here in Atlanta for my Unique Sales Stories workshop. I’m going to be personally working with a small group of you to develop your stories and show you how to incorporate them into a marketing system that will bring you consistent streams of brand new business.

Information is HERE

Thanks and I’ll talk with you soon,
Mark

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What Type Of Website Do You Really Need?

Tuesday, October 19th, 2010

Back when I started Gentle Rain in ’92, websites really weren’t used extensively. And boy, were they expensive. If memory serves, I think I paid $3,000 for a simple 3-page site way-back-then.

Today of course, websites are simple, inexpensive and can quickly be put up (or taken down). So let’s talk today about some options and what might be best for you.

First…I believe that you should reorient your thinking.

Instead of website (singular) think websites (plural).

The key to selling and marketing services is to get lots of prospective clients to opt-in and become subscribers to your newsletter, since your clients are going to come from your subscribers.

So how do we get lots of subscribers?

One of the tricks to successfully marketing your services is to get your prospective client to see a reflection of themselves in your marketing materials. This is what’s often referred to as the “message to market match”. The closer it is, the more people pay attention to you.

That’s why having a lot of micro-sites (in addition to your main “corporate” website) is an option you should consider.

This is what’s called the “hub & spokes” system. In this you have one main site that serves as your corporate site. If you currently have a website, it probably falls into this category.

The one disadvantage of corporate sites is that they are usually not designed to motivate visitors to opt-in to your list. Thus, you don’t want to spend a lot of money driving traffic to them, since most of it will simply bounce off.

In our types of businesses it’s all about building relationships. In order to do that I need to be communicating with you on a consistent basis.

That’s a bit difficult to do if you don’t provide me with your contact information when you visit.

To capture that crucial information we need micro-sites. These are highly specific one page websites that might target specific audiences. For example I micro-target those who market to the affluent at this site

You can also use micro-sites to target one very specific service that you offer. For example, I attract people who want to learn how to write a great sales letter at this site …I target those who want to learn branding techniques here …or those who want to market their services to hard-to-reach senior level decision makers at this site.

All told, I have 60-some micro sites that feed people into my overall subscription base.

As I said, the reason that is important is that your clients are going to come from those who have opted-in and become subscribers. These are the people with whom you have developed a relationship.

The big mistake I see most advisors, consultants and other services providers make is that they don’t do a good job of building relationships with enough prospects. Remember, this is largely about message and math. Your marketing message has to be compelling but the numbers have to work as well.

Most people I coach just aren’t building relationships with enough prospects.

They’re not leveraging the power that micro-sites could provide but instead are hoping that their corporate site will pull double duty and generate the leads they need.

Which it doesn’t.

My model from the beginning has been to get people to opt-in to receive something interesting for free. Then I try very hard to build trust and credibility by offering helpful advice through newsletters such as these.

I didn’t make up this approach. I learned it from others, and to be honest, a lot of trial and error went into it before I finally figured it out.

But at the end of the proverbial day, it’s worked real well for me, and for my clients, and I think this approach would work well for you too.

I’m a firm believer that the easiest way to get lots of subscribers is through micro-sites that target specific groups of prospects or focus on specific services you offer.

Blatant Plug: Want us to completely create a client attraction micro-site for you? Information is HERE

Thanks
Mark

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Building A Bond With Your Prospects & Clients

Tuesday, September 28th, 2010

It’s all about building relationships.

Intellectually, I know that you understand that.

But if that’s the case…why does most everyone insist on SELLING people at the very first opportunity?

Maybe it’s that old Glenn Gary/Glenn Ross bit about ABC (Always Be Closing). Great theater, but lousy sales advice.

I’m not saying that it can’t be done-I just know that if I try to use hyper-aggressive salesmanship I’ll wind up looking like a complete idiot. (And believe me I did get seduced a couple of times and tried selling using someone else’s “voice” and it was damn embarrassing.)

Here’s my belief…Getting people with whom you don’t have a relationship to buy from you is VERY HARD.

Selling to people who don’t know you requires an awful lot of work. A lot of “convincing” people to do business with you.

Personally, I don’t like having to try to convince anyone to work with me.

So I don’t.

The interesting thing is that by the time that they talk with me, they’ve already sold themselves on working with me. I don’t have to “convince” them.

Which is a good thing since I’m not a particularly good salesperson.

But I am a good marketer.

You can be too. Here’s a secret…

If you never want to have to “sell” anybody again, you need to develop a little bit of patience.

I’ll tell you what I mean.

Think 3-Steps rather than One.

Right now, odds are that you’re thinking one step. “Find a person who needs what I offer and sell it to them.”

My suggestion is that you replace that with,

1) Find a person who needs what you offer and make them curious to learn a little bit more about you.

2) Communicate with that person so you start to build a bond with them.

3) Then, and only then, can you sell them on the benefits that they’ll get from working with you.

I know, you’ve heard that before, but the reality is that hardly anyone does it.

Which is somewhat ironic.

The reason people don’t do it is because they think it will drag out the sales cycle.

The reality is that not having a multi step process actuality makes your sales cycle much longer. You tend to sell too hard/too early. (Even though you know you shouldn’t.)

So, start off with creating interest and desire in what you offer. The easiest way is to offer a really interesting free report.

In my world that was my Gentle Rain Free Report that teaches a process for getting lots of new clients with no cold calling or hard selling.

That was my first report and it’s still the workhorse. Every day 30 people on average come to my site and opt-in to get it. Over time I’ve added additional free offers, the most recent being my book Unique Sales Stories.

But, what I never do, (and this is the reason why none of us have to ever get into the “selling” business unless we want to) is to attempt to sell people who are not on my subscriber list.

And the reason is simple.

I don’t have a relationship with them.

And since I don’t, I’d have to ‘convince” them to do business with me.

Which sounds very unpleasant.

I suppose at this point, since I do have a relationship with you, I should try to sell you something. Unfortunately I don’t really have anything new at the moment.

I am thinking about conducting a live event in Atlanta in mid-November. It would be a one day live workshop on creating your unique sales stories and then how to publicize them. If I did it, I’d keep the group small so we could actually get a lot of work done and get feedback on our sales stories. I’d want to make sure everyone walks away with great sales stories they can use immediately one-on-one, or in sales letters, or on their websites. I don’t think I’d charge a lot-maybe around $250 a person.

Might be fun.

Anyway it’s something I’m playing around with. If you think you’d like to attend, shoot me an email and let me know. If there’s enough interest I may go ahead.

But, the real important point that I want to leave you with is that although we intellectually understand it’s all about building relationships, you’ve got to have a process in place that enables you to build a bond with your prospects and clients. The good news is that if you take it step by step, it’s not that hard to accomplish.

The biggest obstacle is getting started.

But isn’t that always the case?

Food for thought. Talk with you soon.
Mark
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Which Website Is Better?

Tuesday, September 21st, 2010

Let’s talk today about websites and how we can turn yours into one that actually attracts new business.

If you’ve been a reader of mine for any length of time, you know that I advocate that most businesses need two different types of websites. The first is what I refer to as your “corporate” site. It’s the place that people go to after they’ve met you to learn more about who you are and the services you offer. Chances are that if you have a site, that’s the type you’ve got.

However, what you don’t want to do with your corporate site is to spend a lot of money driving traffic to it. And the reason why you don’t want to do that is because the overwhelming majority of the traffic will simply bounce off.

Although we all wish that this was different, the reality is that most visitors will not come back to your site once they leave. Even if they would like to come back, the internet is such a fast medium that we lose track of where we’ve been. (Just the other day I visited a really great site about “cold readings” and for the life of me can’t seem to find it again.)

The answer to getting actual new clients from your web presence is to create micro-sites. These are one-page sites that target a very specific niche market and offer them something of interest for free as an inducement for them to tell us who they are.

You can see an example of what I’m referring to HERE

Nothing earth shattering here. You’ve heard this before (even though you may still not actually be doing this.)

Which brings me to the story about Bill who’s a financial advisor. In all honesty…from purely a marketing standpoint…you couldn’t pick a worse business to be in. Most every financial advisor I’ve met gets into the business because they have a real and deep interest in the markets and investments, and they truly do want to help others.

However, there are enormous handcuffs and challenges these ladies and gentlemen face. (And even if you’re not a financial advisor, bear with me because Bill’s lesson is applicable to us all).

Financial advisors can’t do a lot of the really innovative and interesting marketing that the rest of us do because of legal and compliance reasons. And if that wasn’t bad enough, virtually every single solitary financial advisors will say that they are “targeting” high net worth individuals between the ages of 45-65.

And there are a lot (I mean a cargo ship full) of investment advisors.

All those people, chasing after exactly the same prospect with limits on how they market.

And then they make it harder on themselves…

…they all say the same thing.

Here’s what I mean. Let me quote from Bill’s website,

“Our mission is simple. To help our clients achieve their financial goals and dreams. We accomplish this through a comprehensive review of our clients’ investment objectives, combined with a conservative, long-term approach to investing and superior service. It is this commitment to excellence which has made our firm one of the premier financial services providers in the state…”

This all seems so nice…so obvious…so…safe.

But the problem is that you could slap any advisor’s name on the top of the page and the text would probably fit.

Which is expedient if you’re in the “set-up-websites-for-advisors-really-fast business” but it doesn’t make visitors curious to learn more about you.

And creating curiosity and interest is the key if you want to start developing a relationship.

So let’s compare what Bill has to another site. It’s also in the financial advising business. But this page says something different. Specifically:

“We now face the gravest financial dangers — and the greatest profit opportunities — in two generations. But before I tell you about what the future could bring, let me tell you how my family and I have come to this place and time.

Over a half century ago, my father founded our Sound Dollar Committee, a nonprofit organization with a clear mission — to promote a balanced budget, avoid the erosion of America’s credit, and defend the U.S. dollar.”

Which page do you think generates the greater interest?

Which page motivates visitors to want to learn more?

Not as any great surprise…it’s the second one.

Why?

A couple of reasons.

First is the tone. It’s personal. Welcoming. Immediately you know that there’s a real live person writing the words. There’s no pseudo corporate-speak.

Secondly, there’s a story. About the family. About the Sound Dollar Committee. It’s engaging. It draws you in and makes you want to learn more.

One tells a story-One doesn’t.

As I wrote last time, there’s a huge disconnect when it comes to marketing and sales stories.

Although we believe in the power of stories as a selling tool, in reality, we don’t use them as much (or as effectively) as we could (and should).

So take a look at your website. (Go ahead, do it right now-I’ll wait right here).

Are you telling a story?

Are you engaging on a personal level with your visitors?

If not…maybe it’s time to make some changes.

Food for thought
Mark

Related links:
If you read only one business book this year, this is one you should get:

Planning on some sales training for the rest of the year? Pass this link along to the key decision maker:

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