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How Content Marketing Wins Over The Most Brutal Business Buyers

Content Marketing Today

Print advertising worked because your message was integrated into trusted business magazines which targeted exactly the buyers you needed to reach. You can create trusted information products that minimize all the skeptical thoughts that are lurking in the minds of your prospective buyers.

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How to sell in a “buyer’s market”

SpeakerSue Says...

There’s a lot of talk these days about this being a “buyer’s market” with sellers constantly being reminded they’ll be expected to provide additional “concessions” to win the business. Most buyers just want to feel certain they got a great deal, and the best value. Whether it’s a buyers or sellers market, when you know you have a great product or service and convey that confidence to your buyers, you can change your world.

Content Marketing Converts Even the Toughest Business Buyers

Content Marketing Today

Print advertising worked because your message was integrated into trusted business magazines which targeted exactly the buyers you needed to reach. You can create trusted information products that minimize all the skeptical thoughts that are lurking in the minds of your prospective buyers.

When the Audience Isn't the Most Important Factor

Speak and Deliver

If you don't please the buyer, what the audience thinks doesn't matter. Your buyer's agenda beats the audience's need, and you need to keep in mind 'who's boss'. But if you aren't speaking the language of your buyer, you may quickly find yourself without buyers altogether.

Writers - Trapped in Buyers' Market, Pivoting to Sellers' Influencer Market

Jane Genova: Speechwriter - Ghostwriter

The world of leadership communications has split in two. There are those with full-time jobs with benefits. They work very hard to earn their money. But that compensation tends to be more-than-enough. If not, shame of you. Find another job.

"Dallas Buyers Club" - Illness as Platform for Being All We Can Be

Jane Genova: Speechwriter - Ghostwriter

The new film "Dallas Buyers Club" is set in a very different time - 1985.  HIV, which usually led to then-fatal disease AIDS, had emerged as a global epidemic.  Unlike other nasty fatal diseases such as ALS, HIV and AIDS carried enormous stigma.

How to best convert YouTube video viewers into buyers | Media Training

TJ Walker Interactive

Uncategorized Media Training youtube

Are you insulting your buyers without knowing…

SpeakerSue Says...

When Nielson contacted me a few years ago to ask if I’d participate in rating TV programs, I was quite excited. I had heard about the Nielson ratings since I was a little girl and I was delighted to let them know what I watched and didn’t. I understood that it required keeping detailed notes on my viewing habits and that it was a significant time commitment. But then I received the materials. It wasn’t the paperwork that bothered me.

5 Presentation Skills Every Entrepreneur Needs

SketchBubble

Being an entrepreneur is not just about being your own boss; it’s about believing in your product or service to the extent that you are able to convince buyers you have the right solution for them.

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Why Content Marketing Makes Advertising Unnecessary for Media Companies

Content Marketing Today

Here is how publishers increase the likelihood that influential buyers will purchase advertising from them. Conversely, for those buyers who were not regular readers, it was much more difficult just to get your foot in the door. And Why You Need to Emulate Their Content Strategy.

Why Content Marketing Makes Advertising Unnecessary for Media Companies

Content Marketing Today

Here is how publishers increase the likelihood that influential buyers will purchase advertising from them. Conversely, for those buyers who were not regular readers, it was much more difficult just to get your foot in the door. And Why You Need to Emulate Their Content Strategy.

How a Great Infographic Can Help Your Buyers Make the Right Decision

Content Marketing Today

A Simple Visual Can Enable You to Make a Powerful Case to Your Customers. I’m guessing that I don’t even have to explain the implications of this simple graphic. It’s that good.

Your audience has simple requests: Can you fulfill them?

Speak Schmeak

You show up at one of the stores unannounced, track down the buyer and say, "So when are you going to buy my cookies?" The buyer responds, "Have you sent me samples?" His audience (the buyer, and by extension, the potential customer) said, "Make an appointment."

How Constant Contact Walks the Content Marketing Walk

Content Marketing Today

Action-oriented Website Transforms Visitors into Buyers. Now more than ever, they not only provide terrific content, but they make it easy for buyers to take action. We've long been impressed with Constant Contact.

3 ways to replace the losing “I’ll call you Thursday at 4p” approach

SpeakerSue Says...

Today’s buyer doesn’t want to be pushed into anything; she wants to collaborate on the best options to bring the greatest amount of success into her world. When the seller is the initiator of this next step , it’s smarter and kinder to collaborate with the buyer, while ensuring a next step will occur. If the buyer asks you to call, you get to be as proactive as you’d like.

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How To Integrate Your Inbound & Outbound B2B Marketing Tactics

Content Marketing Today

A snippet of this infographic comparing the two explains it best: The new age of marketing demands that marketers learn the art of integration by thinking carefully about what works best at what stage of their buyer’s journey.

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Dump the Mystery Shop to Build More Sales

SpeakerSue Says...

Yes, of course, it can save the buyer time if you disqualify them but is that really what you want to do? What buyers need, and sales professionals want, is show authentic care. – build trust and enable the best options for the buyer.

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The Sales Myth: Delighting Customers Converts Leads

SpeakerSue Says...

What affluent buyers want today isn’t an extraordinary buying process but a dependable one. Are you focused on short term transaction or long-term loyalty, turning buyers into advocates? If you sell luxury products, it’s likely that you want to delight your customers.

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Serve without being asked

Speak Schmeak

and turned to the passing wine buyer to ask, "Am I right?" The wine buyer stopped, agreeing with the first opinion. But hey, I''m not a buyer.)

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The Eloquent Woman's weekly speaker toolkit

The Eloquent Woman

Either way, you'll be expanding your understanding of women and speaking: Presentation barriers, indeed: "I was in a meeting where all the buyers were presenting the season to the head of the division and the VP who oversaw the division. All the buyers were women and the heads were men.

How to Get Your Top Prospects on the Phone

Succeed Speaking

Send me the access details for this Friday's 29-minute sales training (October 28, at 1pm Eastern) with Jill Konrath so I can learn how to cut through the crowd and connect with today's crazy-busy buyers.

Sound bytes: Turn Your Website into a Revenue-Generating Stream

Pivotal Public Speaking

There are proven ways to get more traffic and then convert that traffic into buyers. Many, many people say they make money—good money—from their website. But yours has few visitors or low conversions to paying customers. How do those folks get people to 1) come to their site, and 2) buy from them?

Sound bytes: Turn Your Website into a Revenue-Generating Stream

Pivotal Public Speaking

There are proven ways to get more traffic and then convert that traffic into buyers. Many, many people say they make money—good money—from their website. But yours has few visitors or low conversions to paying customers. How do those folks get people to 1) come to their site, and 2) buy from them?

Emotional authenticity: The Key to Greater Sales Success

SpeakerSue Says...

The better you can communicate your authentic desire to help your buyer feel (emotionally) safe and smart working with you, the better you can help them envision their authentic and emotionally satisfying outcome, the more you will sell. The insights we bring to our buyers and the emotionally satisfying – genuine through and through (caring more about their success than even making the sale!) – make more of a difference today than a bell or whistle or three.

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Can audience introductions work?

Speak Schmeak

The topic was connecting regional food buyers with sellers, and the speaker was unveiling and demoing a site that will facilitate this process. Here's an example of something that shouldn't have worked in an hour-long presentation, but it did.

5 Ways to help your prospects buy from you

SpeakerSue Says...

The easiest way to avoid being a jackal (or jack#%^) is to stop selling and start helping the buyer buy. You’ll hear 25% more when you do and you’ll also be able to elevate the conversation for the buyer. The American jackal, better known as a coyote, has survived for 1.8

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B2B Marketing Directions: Why Provocative Content Works Best for Acquiring Leads

Content Marketing Today

Business buyers now have access to a wealth of online information, and they can easily perform research and gather information about products and services whenever they want, on their own terms. Consistently acquiring enough new leads has become a major challenge for many B2B companies.

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It’s time for some good news about your speaking business — opportunities abound in 2012

Succeed Speaking

You’ll also discover: The top 10 buyers (categories) in the meetings industry.

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Is the elevator pitch dead?

Speak Schmeak

Here are a few of the comments: "I think being able to articulate what you do so precisely that you can do it in 30 seconds and potentially convert prospects into buyers or associates into referral partners with just a few sentences is an art form that should be praised, not considered dead."

2012 61

Make the product unique, not the packaging

Speak Schmeak

My hubby, a marketing manager and buyer for a specialty foods store, was visited by a vendor with a new product, a product that is similar to other products in its category, except for one thing: the size of the packaging, which is a good 1-2 inches taller than the other packaging in the category.

Is the presentation dead?

PowerPoint Tips

Blogs, wikis, discussion groups, and buyer reviews have accustomed people to create their own content and rely on the user-created content of others. An article in Training magazine , “ Dawn of the Social Cyborg ,” by Joe Campbell and William Finegan, struck a chord with me.

HEALED! How Does It Look, Walk, Talk?

Jane Genova: Speechwriter - Ghostwriter

Of course, there are few buyers. "Healing" has become the dominant meme in America. That's no surprise. On a national and personal level too many of us have been through so much.

What is your email style? Take this quick quiz…

SpeakerSue Says...

Instead, take control of the next step, eliminate the fake rapport and focus on making the next step easy and effortless for your buyer. For most of us our “ second self” is the way people interact with us, know us and buy from us.

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Do you present with printed slides? What if your slides were the size of your paper?

PowerPoint Tips

Retail store sales presentation: These are often printed and handed to the store buyer. I’ve often been surprised at how many people create PowerPoint slides to print.

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Personalize Your Proposal … or Die!

SpeakerSue Says...

It’s caring enough about their success to take the time to consider which parts of that proposal are important to that buyer, which words matter to them and how you can help them envision their success. Okay… so the heading may be a bit extreme. Or, maybe not.

Focus on Your Pitch Not Your Product

SpeakerSue Says...

It’s all about the pitch; the way you present your ideas about your product determines how safe and smart your buyer feels about taking a chance with your product. Pitch. The word seems like it’s from a different era; we don’t “pitch” people, some say.

Sell more at a better rate: Do this NOW in your next email!

SpeakerSue Says...

Make it easy for your buyer to do what you want. Focus on your buyer, your buyer’s needs, your buyer’s everything. Can you find the errors in selling and judgement made by this salesperson? Can you figure out why this is a loser’s email and what must be done to sell better? Here’s the backstory: The customer is interested in the hotel for an upcoming meeting. She emails the salesperson with a few questions.

Geetesh Bajaj of Indezine.com publishes new e-book on PowerPoint keyboard shortcuts

PowerPoint Tips

Geetesh has set this e-book up with a buyer-set price. Ever want to work faster in PowerPoint? Of course you do! Geetesh’s new 44-page e-book, PowerPoint Keyboard Shortcuts , is the most complete collection of shortcuts I’ve seen for PowerPoint 2003, 2007, and 2010.

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Communication and Ethics

The Communication Blog

This was clearly an act of deception—the intention of the brewer was to fool the buyer—but this goes unrecognized and unidentified because the way in which communication works is misunderstood. Here is an interesting case that would work well in any communication class dealing with ethics.

Are you Scaring Your Prospects at Trade Shows and in Email?

SpeakerSue Says...

” No, thank you, I’m not really a buyer , I would try to say. And they would decide that based on my speaker ribbon, I wasn’t likely a buyer. No one frightens qualified prospects and interested people away knowingly. But what you may not know is….