With an estimated 70% of the sales cycle taking place before sales people can even get in the door. How is that you ask?
Information is global. It is available. It is searchable. It is out there. They will find it.
Interestingly, of 65%+ of people self- research information about a product or service before they even reach out to you!
What is even more interesting, they will often go to every place but your… Continue reading
Internet marketing pundits, like popular podcaster Paul Colligan, have said that Web 2.0 is all about delivering the information your customers want, when and how they want it.
This applies to all of your marketing… Not just the Internet! Your demographic has a very big role to play in how the customer will find you and what they want to know.
Their own buying cycle will dictate the level of information that they want… Continue reading
When you’re in front of a prospect – or even the customer- nothing, I repeat NOTHING – is more important than the person sitting across from you and what they have to say!
This could mean during a telephone conversation as well as the face-to-face visit! I might even go so far as to include preparing an e-mail communication! Someone is receiving it and will react Your entire focus needs to be on the message;… Continue reading
The power of words. Because of my role in life as a communicator; and helping others to communicate – whether it be the written word or the spoken word, I do value ‘words’ and find myself spending a good deal of time- sometimes too much time-pinpointing the right word or phrase.
Because I am a skillful listener; which further makes me a great communicator- words do impact me!
For example, I recently implemented a hosted… Continue reading
Much research over the years has proven that there are different personalities and how you interact with them, as you communicate, can impact the outcome or result of that conversation. Yes you need to be aware of those styles, and you need to adapt yourself accordingly. The initial impact is very much how they will ‘FEEL’ about communicating with you and ultimately doing business with you.
However, all of the understanding in the world about… Continue reading