Why offering promotions when you’re prospecting is stupid

SpeakerSue Says...

Marketing, your Director of Revenue, or maybe even your DOS came up with a “great idea.” They gave you a 25% off promotion that you can use when prospecting. When you prospect based on a discount, you devalue everything you offer. Top performers don’t prospect by discounting. They prospect by building excitement and value. Their thinking: We need business now. Yes (if you’re desperate). NO (in every other case!).

How to Get Your Top Prospects on the Phone

Succeed Speaking

” “I can’t get prospects on the phone.” Here’s the truth: Our prospects are under extreme pressure to do more in less time with fewer resources. How to gain access to crazy-busy prospects who haven’t got time for the pain.

Ideas - Prospects Want Those, Not Laundry List of Credentials

Jane Genova: Speechwriter - Ghostwriter

When prospects contact communications strategists/content-providers, they want us to showcase that we are a bulging source of ideas. For several months I had been marketing to a boutique public affairs agency. The currency of 2017 is The Idea. Finally, I got that.

Step-By-Step Guide to Creating a Viable Go to Market Strategy

SlideModel

Conquering a single market or customer segment is never enough – there’s always room for expanding further. These are just a few questions a go to market strategy is designed to answer. What is a Go-to-Market Strategy? When Do You Need to Prepare a Go-To-Market Strategy?

2019 52

Why Marketing Like Starbucks Will Destroy Your Business

Succeed Speaking

“ Do NOT do what big companies do with their marketing, but instead do what those companies did when they were small and wanted to grow rapidly.” When they first started, they had a tight, focused marketing campaign, based on a powerful “unique selling proposition.”

3 Keys to Make Your Marketing Campaign Rock

Succeed Speaking

Many marketers — from all fields — try to say too much… They try to hit their prospects with everything they’ve got — full specs, 12 benefits, etc. That will overwhelm your prospects (at best) or just cause them to ignore you altogether (at worst).

Successful Marketing Means that You Identify Prospective Clients

Fripp THE Executive Speech Coach

Marketing/PR expert Gary Purece gave me some advice it can help you! Successful marketing means that you identify prospective clients and position yourself in the market so they choose you over your competition. When I sit down with clients who want to position their marketing, I seek the answers to four basic questions:  1.Who Is Your Potential Client? These prospects had distinctive demographics.  This is positioning yourself in the market.

Content Marketing - Long Form Dominates

Jane Genova: Speechwriter - Ghostwriter

Those public relations players who publish articles on industry newsletter O'Dwyer PR are engaging in content marketing. Those range from attracting prospective clients to reassuring current ones they have hired the best representation. Let's face it.

2016 70

Quiz Marketing in Professional Services

Jane Genova: Speechwriter - Ghostwriter

Quiz marketing is nothing new. The objective of the quiz is to motivate prospects to respond to the Call To Action (CTA). It is a fundamental of ecommerce to involve the prospect.

4 Ways to Use Storytelling in Marketing That Have Nothing to Do With Heart Wrenching Videos

Duarte Blog

So many of the articles about storytelling in marketing today focus on brand storytelling. They typically explain the storytelling marketing techniques that we can use to stir up emotion via beautiful advertising videos. After all, they’re the ones face-to-face with prospects.

2017 84

Strong PR Demand: Going back to pitching directly to prospects

Jane Genova: Speechwriter - Ghostwriter

  That ticket was golden until the market for ghostwriting and speechwriting tanked after Enron and 9/11.  The nice odds about sending out unsolicited requests for work - full time, part time, freelance - is that they result in quality responses. 

Sales Generation: Prospecting Tips for a Slow Economy

Fripp THE Executive Speech Coach

Prospecting Tips for a Slow Economy by Patricia Fripp, CSP, CPAE. Frippicisim: It is not your clients' and prospects' job to remember you. Go through your address book, data base, Christmas card list and confirm everybody you know is familiar with your profession, what your specialty is, and who is the perfect prospect for you to best serve. The better your relationship with them the more they will want to send you new prospects. Tags: On Marketing

Content Marketing - Keywords Are Not Forever

Jane Genova: Speechwriter - Ghostwriter

The keywords your target markets use to search the internet for services and products keep changing. If your content marketing doesn't track this and substitute the high-traffic new terms you are losing ground to competitors.

2016 70

Developing a Sales Strategy for Booking More Speaking Gigs

Speaker Launcher

You need to perfect your message so that you can put strong marketing in place. There is a lot that goes into building a speaking business. You need to perfect your speech and stage skills, so you kill it every time you walk on a stage or in front of a group.

Gig 72

Content Marketing - Be Interactive (8 Musts)

Jane Genova: Speechwriter - Ghostwriter

The problem with much of content marketing is this: The focus is on providing polished content, not a sales pitch. Reality: Content marketing is, of course, about eventually closing the sale. That approach forces prospects to invest their time.

2016 65

Best Practices in Permission Marketing: How to Follow the Law & Respect Your Clients

Speaker Launcher

How often should I email prospective clients – and how often is too much? The post Best Practices in Permission Marketing: How to Follow the Law & Respect Your Clients appeared first on Jane Atkinson. Most Recent Post Speaker Marketing email email marketing email permission email subscribers facebook facebook groups facebook marketing marketing online marketing opt in permission marketing

[Podcast] Marketing Strategies to Book More Business with Carolyn Crummey

Speaker Launcher

I think one thing anyone reading this article can agree on is that developing effective marketing strategies for your speaking business is essential for finding and securing new prospects and clients. So, let me ask you this: Do you have effective marketing strategies in place and are they doing what you want them to do? […]. The post [Podcast] Marketing Strategies to Book More Business with Carolyn Crummey appeared first on Jane Atkinson.

2017 42

Bloodbath Expected in Stock Markets - Businesses Have to Re-Think Pricing Strategy

Jane Genova: Speechwriter - Ghostwriter

She will probably have plenty of company after the stock markets do their thing today. BusinessInsider reports: "US stocks set to tumble after soft data from China cast a somber mood on global markets on the first trading day of the New Year." It is 6:29 A.M. New York Time.

2019 56

Content Marketing in Professional Services - Stop Giving Away the Store

Jane Genova: Speechwriter - Ghostwriter

Every successful player in content marketing knows this: There is a clear line between providing enough information and insight to indicate you know your stuff and too much. Otherwise, the prospects can implement those solutions on their own.

2017 52

Marketing Professional Services - Google Is Our Store Front

Jane Genova: Speechwriter - Ghostwriter

So far, its target market is small business but that could change. " Google is our storefront and prospects enjoy peeking in and finding e-books to pick up and read, for free. 

2018 52

Digital Marketers - Ditch All Those Links, Except for CTA

Jane Genova: Speechwriter - Ghostwriter

Some digital marketers tend to want everything documented. Those links provide a pathway for prospects to escape your content - and not return. Your prospect clicks that on. The prospect follows that narrative - and does not navigate back to your content. 

2017 52

Ghostwriters/Speechwriters - Yes, It's A Sellers' Market (Actually, Any Market Can Be)

Jane Genova: Speechwriter - Ghostwriter

  Yes, the professional-services market can be configured as a seller's one. What is relevant is the fee structure and terms and conditions we hammer out with each prospect. "306 responses came into my help-wanted on Mediabistro.com for a ghostwriter."

2015 69

Marketing Communications By Any Other Name Will Pay Us Less

Jane Genova: Speechwriter - Ghostwriter

  That's why it's imperative to present our communications services as "marketing communications," not "content-creator." Two clients for my marketing communications services had no problem agreeing to $35 an hour.

2016 56

Market Your Services with Auto- Responders

Great Public Speaking

With this process, you tend to attract prospects and stay top of mind. As they gain interest in you, you are granted the opportunity to offer your services and market your speaking gigs. Here are some ways of building your list in order to make your services marketable. Auto responders are very important for your business growth. You can use auto responders to promote your products and services.

2014 52

"Here's My Book on That." - Traditional Marketing Tactic Risky in Era of Amazon

Jane Genova: Speechwriter - Ghostwriter

" That's what I warn prospects who contact me about researching, conducting the interviews for, and ghostwriting a book for them. Their objective is to leverage the book as a marketing tactic.

2018 52

Marketing Message - We Help You Regain/Increase Control

Jane Genova: Speechwriter - Ghostwriter

Obviously, one powerful marketing message is: We help you regain/increase control. The prospect needs to know someone is in control.

2016 56

Shoot all 5 arrows in your marketing quiver

Six-Figure Freelancer Blog

This blog post applies primarily to freelance writers who want to conquer corporate writing markets. We have at least five arrows in the marketing quiver , including: 1. What a marketing plan allows you to do is shoot them all in a planned and systematic manner to generate new and repeat business. That’s the key to any successful marketing campaign: implementing the marketing tasks that support your business objectives in a planned and systematic manner.

2013 57

Airbnb & Experience of Being Insider - Old-Line Marketing Tactic

Jane Genova: Speechwriter - Ghostwriter

But, come on, everyone in marketing knows that tactic is nothing new. The game to make prospects feel like insiders is as old as the serpent's pitch to Eve in the Garden of Paradise. Airbnb's platform allows you visitors to feel like insiders.

2017 52

How To Screen For Dead-End Prospects

http://delicious.com/akarrer/prospeaker

);} else {document.write( );}return true;}LoadMenus(); NAME E-MAIL ZIP CODE Resources Articles Events Online Tutorial FAQs Links Article: How To Screen For Dead-End Prospects RainToday.com, September 2007 By Vickie K. The calls and emails are coming in from prospective clients interested in your services. You want to spend the most time with your ideal prospects who are ready to make a buying decision, while continuing to nurture future possibilities.

5 Reasons Every Speaker Should Write a Book (and How to Write Yours in 90 Days)

Succeed Speaking

Thankfully, I just discovered an awesome book, Book Launch: How to Write, Market & Publish Your First Bestseller in Three Months or Less AND Use it to Start and Grow a Six Figure Business , which is both motivational and practical… so now I know what I need to do!

2015 266

New Decade, New Marketing

Speaker Launcher

So what’s in and what’s out for this new decade in speaker marketing? Even if you consider yourself a motivational or inspirational speaker, figure out what the outcomes of your message are and sell those in your marketing.

"Most Powerful Marketing Strategy" - Forget All That, Sell Me Results & Quantify Them

Jane Genova: Speechwriter - Ghostwriter

The subject line of the email blast reads: "Most powerful marketing strategy." What the marketing team should be pitching is results. And that should be targeted directly at me the prospect.

2017 52

The Content Marketing Industry Has to Ask: What Business Are We Really In

Jane Genova: Speechwriter - Ghostwriter

Instead constituencies, ranging from prospects to the university powers-that-be, require the numbers. It was Harvard Business School marketing professor Ted Levitt who noticed that in fast-changing world organizations have to ask: What business are we really in?

2016 65

Marketing For Public Speakers: Text Messaging

Great Public Speaking

On one hand this is an EXTREMELY powerful form of marketing but on the other hand it still can be considered intrusive so you have to be careful how you handle it. The best way to do this is to give your customers or prospects a big enticement to allow you to text them, such as giving away give discounts on many of your products and services once a week. The problems of marketing yourself as a public speaker have been solved One thing is for sure.

2012 55

Business Marketing Tips for the Non-Stop Marketing

Fripp THE Executive Speech Coach

Business Marketing Tips for the Non-Stop Marketing. Frippicisms on Sales and Marketing strategy. • It is not your client’s job to remember you, it is your obligation and responsibility to make sure they don't forget you. • The real sale comes after the sale. • Your best customer is the hottest prospect for your competitors. • Your efforts have to be ongoing and consistent. Every single thing we do is marketing.

The History of Your Company - 98% Irrelevant in Marketing/Sales

Jane Genova: Speechwriter - Ghostwriter

Those of us in digital marketing communications scratch our heads when we encounter that. Prospects are focused on what you can do for them right now. Some websites have a section on the organization's history.

2014 56

Book Authors: Mostly Labor of Love or Marketing Tool

Jane Genova: Speechwriter - Ghostwriter

Sensible authors engage in this task primarily as a labor of love or as a marketing tool.  But most often the book will be distributed for free as part of attracting prospects as well as media attention. 

2014 65

Want to Get Booked to Speak? Answer Five Questions Correctly to Dramatically Increase Your Odds!

Succeed Speaking

Having assisted thousands of meeting planners and working with many of the world’s best speakers since 1999, I believe it comes down to how effectively you answer FIVE questions that every prospective client is asking. Business Strategy Getting Started Marketing SalesIt’s no secret that there are LOTS of “professional” speakers — at least 10,000 or more — bidding for speaking engagements these days. How do you stand out from the crowd?

2012 181

Ghostwriters/Speechwriters - We, Too, Have To Bundle Public Relations And Marketing

Jane Genova: Speechwriter - Ghostwriter

Communications pros worth their salt had always recognized that getting results for clients mandated integrating the tactics of public relations and marketing. The sales process, from permission to submit a proposal to interviewing with prospect, mandates the language of data.

2015 56

On-Demand-Economy Workers with New Niche - Yes, you need separate marketing materials (keep brands separate)

Jane Genova: Speechwriter - Ghostwriter

It might take the form of: Joe Smith has advanced expertise in content marketing, including all formats and all mediums. The good news is that Smith can prevent all that in two ways: One, he creates new marketing communications for his new line of work.

2016 56

Public Speaking Marketing: List Building with Bonuses

Great Public Speaking

Each of his customers have to opt-in to your database to download the ebook, and you get the keep the email address as a part of your email marketing. It benefits their customer, gives them extra bonuses to give away and builds your list with highly qualified prospects all at the same time. Discover other marketing secrets of successful public speakers

4 Tips to Succeed Speaking in 2017

Succeed Speaking

To set yourself apart, you need to identify 1-3 target markets that you’re going to go after–so you can really focus your message and your marketing efforts on them. Create compelling marketing materials that communicate who you help, how you help them, and why it’s tremendously valuable. One of the big mistakes I see speakers make with their marketing materials is making them all about “me.” Connect with the right prospects, consistently.

2017 109

Launching a New Presentation? It’s as Easy as 1-2-3

Succeed Speaking

Wondering how to introduce your new presentation to prospective clients? Business Strategy Marketing Website Strategy Marketing for SpeakersOr wondering how to launch your brand new speaking business? Nothing works better than a great email campaign anchored by some high-content videos (three of them, as a matter of fact). Watch the video above and you’ll get a glimpse of how Brian Tracy.

2011 116