Alan See CMO Temps, LLC - Rent a Chief Marketing Officer
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Customer Experience

Your prime prospect is not showing interest – now what?






My prime prospect is showing me their child pose.  That’s code speak for “I’m not paying attention now, so don’t bother me.”  The silence is deafening.  What are my options?

1. Get busy with some loud broadcasting activity? You know, blast them with all the channels including the phone, email, texting and social media.  Sure, I can wake them up and force them to engage with me!



















2. Hoover over them and watch to see if their current position shifts in the slightest.  At that point I could quickly swoop in and hijack their attention before they nod off again.

Why Your Sales “Follow Up” is Not Working



It happens all the time by email, telephone, and through social media, the fake“I just wanted to follow up”sales prospecting approach.

Large company or small, no decision-maker wants to have their time wasted.  So, they’re probably not going to visit your website to first “learn more about” your product.  In addition, executives generally don’t open their calendars for total strangers to talk to them about something they are ill-informed about, or couldn’t care less about.  In short, you are pushing a button that turns them off, so it’s no wonder they are not returning your call or replying to your digital contact.

8 Ways to Create Emotional Bonds with Your Customers

People simply are not subject to the rigorous laws of logic or measurable with the precision that data-driven marketers would like.  In fact, most purchase decisions are made emotionally, and then justified, rather than the other way around.  That means it’s critical for organizations to create customer relationships through emotional bonds.  Here are eight ways your organization can help create emotional bonds that build deep customer relationships:
 
1. Brand:  You need to start with a strong brand identity that your customers can identify with.

Can Your Company Compete with Radical Trust?

Several years ago I heard a story about a shoe repair shop from one of their long-time customers.  It’s a small business tale about trust with a twist that might surprise you.  Like many businesses, this shoe repair shop was built on a self-service model.  That model was necessary because the sole proprietor did his cobbling at night; during the day he held down a full-time job as an employee of another company.  His customers left their shoes for repair in a converted newspaper vending machine located on his front porch.

Through the Eyes of the Customer






Beloit Collegereleased theirMindset Listfor the class of 2020.  This year’s list contains 60 items that provide a look at the cultural touchstones that have shaped the lives of this fall’s entering class.  Most of this year’s freshmen were born in 1998, just for fun; take a look at the world through their eyes:
 
  • There has always been a digital swap meet called eBay.
  • Grandpa has always been able to reach for the Celebrex.
  • They never heard Harry Caray try to sing during the seventh inning at Wrigley Field.

Does Your Favorite Brand Follow You Back?
















At the beginning of the 2014 NFL season I posted a short article related toNFL teams Follow-to-Follower ratios on Twitter.  That score card showed that most NFL teams, like most major brands, don’t follow-back their fans or customers: 



















































































As you can see on the 2014 score card, the average NFL team was following back just 0.46% of their fans.  That ratio now stands at 0.27% which means the odds of your favorite team following you back are actually decreasing.




















“This Copyrighted Broadcast is the Property of the National Football League”

The executive you’re targeting isn’t going to tell you their “biggest challenge.” Learn why.

“What’s your single biggest challenge?”
 
I wish I had a dollar for every time I was asked that question because I’d be able to retire immediately.  It’s right up there with:
 
“What keeps you up at night?”
 
And let’s not forget:
 
“What’s your burning platform?”
 
Why do executives cringe every time they’re asked those questions?  Because just about every solution-based qualification call on the sales training planet includes one of those questions, and that means they can see your sales prospecting pitch coming from a mile away.

Don’t sell alone. Build your network early.

To: Sales Manager
Ref: No Network Connection
 
I am writing in response to your request for additional information.  In my sales pipeline report, I put “no network connection,” as the cause for my sales pipeline miss.  In your email to me, you said that I should explain more fully.
 
I was prospecting alone on a new account.  During my visit, I discovered I had competition, and lacked access to the decision maker.  Rather than research potential networking connections that might provide an introduction to the decision maker, I decided to dazzle my contact with the feature functionality of our solution.

Are High Pressure Closing Methods Ever Justified?



“Alan, you’ve been a real professional during this process; I’ve grown to trust you, and I honestly like you. You’re going to get this order. That is, if you don’t mess it up at the end.”

 




It was early in my sales career and I was sitting across the desk from my client, a bank president.  It was a complex solution situation that had been playing out for months.  He was finally holding my sales contract, valued at over one million.  This deal would make my numbers for the year, secure a promotion, and I was replacing a competitive system, making the win as sweet as they come.

Why your teleprospecting efforts are failing







A mulligan, reload or redo; who wouldn’t like to have a second chance?  Sorry, when it comes to getting the ear of your targeted executive prospect you’re often lucky if you get a single shot.  That’s why I’m often amazed by the number of phone calls I receive in which the caller’s goal is to “set up a time to chat.”
 
If your targeted prospect actually answers your call are you prepared to initiate a conversation that will capture their attention and generate immediate interest?  Are you sure?
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