Top Secrets Of Promotional Products Sales

If you want to create desire in sales, it has to be about them. Their wants, their needs. The things that they're looking to accomplish from the relationship, because that's where all their desire comes from. David: Hi, and welcome to the podcast. In today's episode, co host Jay McFarland and I will be discussing creating desire with your communication in sales. Welcome back, Jay. Jay: Hey, David. It's great to be here, as always. read this title and I've been thinking about it, but I'd love to hear your perspective up front. What do you mean creating desire with your communication? David: Well, I think if we're In the business of conveying value and providing products and ultimately selling something to someone else, the only way that happens is if there is enough desire created in the other person to make them want to move forward. Without the desire to move forward, it's never going to happen. It's kind of a funny word, particularly in sales. We tend not to use words like desire a whole lot. We ten

David: Even if we accept the idea that we're going to interact with people who are not ideal clients, I think one of the other things that causes salespeople trouble is when they're afraid to disqualify a prospect. To say, okay, I'm no longer going to follow up with this person. I've always viewed it a little like the game musical chairs that you played as a kid? You got a certain number of people going around, a certain number of chairs, and when the music stops, everybody scrambles to get a chair. And if you don't have a chair, you're out, right? And I view prospecting that way in some respects. Where you have to, at some point, start to prune the list. You have to start to get rid of the people who are not likely to become clients. And if you're afraid to do that, then you will continue to leave the same number of chairs and the same number of people. Jay: Yes. David: And if none of them are buying, it's not going to work well. David: Hi, and welcome to the podcast. In today's episode, co host Jay M

Jay: I'm not lying when I tell you that I struggle with this idea that I'm being a pest in sales. So I think it'll help my sales, I think it'll help my daily attitude towards what I do. David: Well, I'll tell you something, Jay, many of the most conscientious human beings feel this way. I mean, if you're one of those sales guys who, "Hey, everybody loves me," you're not even going to think of that. It's never even going to occur to you. So the people who are most likely to struggle with this are people who just want to help. They're there to provide a service. Jay: Yeah. David: They don't want to be a pest. And so really, most of the people who feel this way are the ones who are least likely to be a pest because they're not arrogant to begin with. David: Hi, and welcome to the podcast in today's episode, co-host Jay McFarland, and I'll be discussing the topic of how to avoid being a pest in sales. Welcome back, Jay. Jay: Oh, thank you for having me, Dave. This is a real problem for me. I always feel l

Where are your best leads coming from? It's an important question, because if you don't know, then it's impossible to know where you can go to get more. David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and I will discuss the topic of where are your best leads coming from? Welcome back, Jay. Jay: Thank you. And I'm just going to answer the question. I don't know. (laughing) I'm just... David: Short podcast. Thanks for listening. Jay: Yeah, I'm just going to say it straight up. I mean, I do have some systems. We do try and use Google Analytics and things like that, and that helps a little bit. But I've never done a deep dive yet on this is the source, this is the well or the font of where my best leads have come from. So I'm looking forward to this discussion. David: This is really a good one to look at and to dive into a bit, because I've always maintained that if you don't know where your best leads are coming from, then you don't know where to go to get more of them,

To increase the value of your business, consider this: If your business burns down, you don't want that to happen, right? But if your business burns down and you've got whatever, desks and furniture and things like that, that stuff's all insured. You should be able to come back from that okay. But if your book of business burns down, right? If you still have all this overhead, but you don't have that book of business anymore, you are really in trouble. Because if you've got desks and you've got furniture, and you've got technology and everything, and you don't have the ability to sell to the people that you need to sell to, at that point, what's that really worth? All of that becomes overhead. David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland, and I will be discussing building the value of your business. Welcome back Jay. Jay: Hey, I'm so glad to be here, David. And once again, you hit me with another term where I'm like, do I really know what the value of my business is

When you want to qualify your leads and you approach it from the standpoint of looking for relationships that are going to be mutually beneficial, then it does become a lot easier. Because it's not just about me saying, okay, I'm going to disqualify this person because of A, B, and C. If part of that equation is I don't feel like I can help them, then you're really acting with integrity. Because you're not wasting their time and you're not trying to sell them something that they can't use, don't need, don't want, can't afford. David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and I will be asking the question, how do you qualify your leads? Welcome back Jay. Jay: So great to be here, David. And another great important discussion for people in sales or any type of business. You know, we had this process in our company where we had set up a situation where, man, we were getting the phone to ring like crazy. We were getting leads. We were like so excited. And then we starte

Most people don't consider the idea of creating value in their communication. So if you're doing this, obviously, you're not telling your customer "well, I'm here to create value in our communication," right? You're just doing it. You're adding value in the conversation. You're thinking about, "what can I say when I reach out to this person the next time to make this communication more interesting, more beneficial?" By doing that, you're going to create that in their brains and they're not even going to know why it's happening. David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland, and I will be discussing creating high value communications. Welcome back, Jay. Jay: Hey, David, once again, great to be here with you as we talk again about a topic that I know in my business career, we probably haven't had this conversation a lot. Communication is just something that happens. And it may depend on whether you're old school or new school. Old school, we're just making phone calls a

When you are choosing worthy clients and making decisions about whether or not a prospect is worthy of your time and attention, whether or not they're worthy of follow up, you are bound to make some mistakes in that process. And so when you do this, you have to recognize that some of that is going to come with the territory. You may make a wrong decision that will cost you some business down the line. So you have to weigh that against quality of life issues. David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland, and I will be discussing choosing worthy clients. Welcome back, Jay. Jay: Hey, thank you, David. It's such a pleasure to be back on again. And once again, I love this topic. I feel like, personally in my experience, there is a tendency to believe that you have to take every client. And you know what? In some businesses that is true, you're going to take every customer who comes through the door. In other cases, you can be more selective and it could make your life a lo

The idea of The Four Mores is to recognize that if you want to maximize profit but you're just focusing on bringing in more clients -- you are very likely missing out on 75% of the available profits that are going to come from these other three quadrants. Maximize Profit with The Four Mores David: Hi, and welcome to the podcast. Today, co-host Jay McFarland and I will be talking about The Four Mores: More clients, more money, more margin, more often. Great to see you again, Jay. Jay: Yeah, it's good to be here. And I feel like there's one more more, if you can get all of those. More happiness and more peace of mind, right? David: Yeah. That's true. There are more than four mores. Jay: Yes. Quadrant #1: More Clients David: I think that what we're thinking of here is that these four mores are designed to increase the value of our clients and increase the value of our businesses. A lot of times when people are thinking in terms of growing their sales and profits, they think in terms of the first more. The

The best way to get more responses from your prospects and clients is to sequence your communication. If I've got a sequence in place that says, all right, when I get a lead from a networking function, what I'm going to do is I'm going to initially, either same day or next morning, send out this email message, which essentially says, "it was great meeting you at the networking function. Nice having a chance to talk." And then. you've got something that is said in that email that is designed to elicit a response. Some will initiate a dialogue, some of them won't. So from that point, if you don't hear back, you could have another one that goes out a couple of days later saying, Hey never heard back you on this, but something else occurred to me that I didn't mention and then you add something else to the conversation that could potentially be of interest to them. So you're not just hitting them with "call me, call me, call me, call me." You're actually creating value in the communication, which is also partic

Achieving goals is quite different than just setting them. So while the first step may be to set the goals you really want, then we have to prioritize our actions from high to low. What is the most important thing that I need to do in order to get there? Because generally, you can come up with a dozen or a hundred different things that you're going to need to do to reach your goals. But there's probably one to three things on there that are going to be more important than the other 97. David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and I will be discussing achieving your goals. Welcome back, Jay. Jay: Hey, so glad to be here, David, and once again, I'm looking forward to this discussion. We hear people talk about goals all the time, and I know for me it's something that I struggle with because what will happen is I'll set those goals. I really haven't defined how I'm going to get there, and then when I don't achieve them, it becomes something that deflates me. So I thi

I know people who have been in business for decades and they've held onto clients 5, 10, 15 years longer than they should have, because they never got this simple thing down. Declare independence from poor quality clients. If you've got a way to generate new clients consistently, like clockwork, you don't have to deal with that. You can become independent from poor quality clients, but you have to have that plan in place. David: Hi, and welcome to the podcast. It is Independence Day in the United States, and today co-host Jay McFarland and I will be declaring independence from underperforming business tactics. Welcome back, Jay. Jay: Hey, thank you so much David, and happy 4th of July to you and everybody else, and once again, I love this topic because I think there's a lot of things that we're all doing that we really haven't stood back and assessed. Is that productive? Do I just do it because I've always done it. A good analysis of these things could probably save you a lot of time and effort. David:

If our storytelling allows us to build trust, build credibility, build a bond, and increase sales, then we're telling the right stories. If it's just designed to be manipulative, then save your breath. David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and I will be discussing the power of storytelling in sales. Jay, tell me a story. Jay: Listen, I am a storyteller. I love to tell stories and I like to build when I tell stories, right? And so this is something that I use on a regular basis when I'm talking to people and it's not just telling a story. I think it's putting people in a story and what character are they in that story? And I think most people want to be the hero in their own story, right? David: They do. which gets to the whole idea of the hero's journey and all that kind of stuff for anybody who follows that sort of storyline or that Jay: mm-hmm. David: type of story arc, The Hero's Journey by Campbell, I can't think of his first name. But it's a book and i

When I think in terms of upselling versus cross-selling, what's the difference? Upselling to me means selling a better or a higher priced version of the thing that they're looking at. Whereas cross-selling is making a recommendation of something that's compatible. David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and I will be discussing the topic of upselling and cross-selling. Are you doing it? Welcome back, Jay Jay: Yeah, hey, thank you, David. Listen, have these bad memories when I was a kid and I was working in a fast food place and the manager was always pressing me, "ask them if they want a Coke, ask them if they want fries." And I got to a point where it's hard to upsell and I think this has grown into my adulthood. You know, I just barely got the sale and now I'm asking them for more. It's not an easy thing to do for people. David: You know, it's interesting you should mention the fast food example because it's the perfect example. It's the one that everyone can

To convert more sales and turn leads into customers you need to be dealing with qualified prospects. If somebody is not responsive, you can decide, do I want to continue to pursue this person, or do I want to leave them to my competitors? Let my competitors chase that person. If they're disqualified, you don't have to spend time with them at all. David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and I will be discussing the idea of converting more sales: turning leads into customers. Welcome back, Jay. Jay: Hey, David. Such a pleasure to be with you. This is kind of the secret sauce, right? I mean, if we could all increase our conversion rates and bring down our customer acquisition costs that's where the rubber meets the road. David: Yeah, in a lot of cases it's a really critical part of it, and I think some people make a mistake upfront when it comes to conversion, and that's that they want to convert everyone. You know, they just meet somebody for the first time and th

To improve business communication with the TBDs, consider this... If nothing that you convey in your communication, instills any sort of belief in the other person as to why they should take the action that you're requesting in the third step, then it's not at all likely they're going to take that action. David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and I will be discussing the TBDs. Welcome back, Jay. Jay: Hey, it's such a pleasure to be here with you again, David. We're talking about communication here and I'll be honest, oftentimes we'll discuss a podcast that we want to do, or you'll send me the topics and I sit here and I think, you know, I've never once thought about this type of thing, how to improve communication. I just kind of fall in the trap. You know, I talk to people, I send them emails. I'm guessing that that's good communication, but I've not really thought about it, David. David: Yeah. I sort of introduced this topic backwards, I guess, at the top of

A lot of people think the goal is to get likes and engagement, but when it comes to the best use of social media in business, conversations and conversions are the metrics that matter. That's what results in sales. The rest are vanity metrics. Those who think it's all about views and clicks might be missing the point. David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and I will be discussing the best use of social media in business. Welcome back, Jay. Jay: Hey, thank you so much, David I feel like this is one of those areas where I don't feel confident in myself, but I'm not in a position yet where I'm going to hire somebody to do it. And so, it's hard to get motivated every day, because I know it's an important part, especially in my business. Most of our leads come from the internet and social media, so it's like I don't know that this is something I should be handling myself. David: I think a lot of people feel that way, and for many of us, social media can be a huge

Are your priorities BS? Well, focusing on that area in particular, looking at what are the things in my life that really are important to me? What are the actions that I want to take and need to take that are important to me? Even if they're not urgent, how can I get those things scheduled so that they have a better likelihood of getting done? David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and I will discuss the topic Are Your Priorities BS? Welcome, Jay. Jay: Hey, David, as always, such a pleasure to be with you. And another great topic. I think that it's so easy to just do the squirrel thing or the squeaky wheel gets the grease and we don't really know what our priorities should be a lot of the time that's half the battle I think. David: Yeah, I think that's true. Knowing what our priorities are and recognizing that a lot of times they're not really what we think they are. And most of the time when I talk about stuff on these podcasts, it's not because I'm particular

So what is your first contact with a new prospect? Another good question to ask yourself is how does that first contact happen? And is it proactive on my part? David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and I will be discussing your first contact with a new prospect. Welcome back, Jay. Jay: Hey, it's good to be with you again. David. When you say first contact, I always think about Star Trek with their first contact with the aliens, and I feel like you're kind of sitting there going, okay, are these going to be nice? Are they going to try and destroy the human race. You know, there's a lot of trepidation with first contact and sometimes that first contact, how it goes, determines the whole rest of the relationship. David: That's exactly where I stole the term from Jay. That is exactly where I stole the term from. And the way that came about is that I was talking to somebody about cold calling. This was years and years and years ago. Well, actually we were talkin

The trouble with targeting in business is that a lot of people don't do it well. It reminds me of that line from one of the Godfather movies where Michael Corleone says something along the lines of, if history has taught us nothing else, it's that you can get to anybody. Right? And that is now true in terms of advertising. You can get to anybody, but what is the cost? David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and I discuss the trouble with targeting. Welcome back Jay. Jay: Hey, David, once again, I'm excited to be here and I'm really excited to get your feedback on this, because when you first said we're going to talk about the trouble with targeting, I kind of thought in my head, well, isn't that what I'm supposed to be doing? Aren't, aren't I supposed to be targeting? David: Oh yeah. Yeah. We definitely have to target. We definitely need to target. I'm not saying there's anything wrong with targeting. The trouble with targeting that I was thinking about is tha