Posts Tagged ‘e-mail marketing’

The Simplest, Easiest Change In Your Sales Process To Land BIG Accounts

Posted On June 18th, 2015

From the department of Answer Your Damned Phone: Here’s an e-mail sent in by a Producers Club member reporting a true story about a Google PPC lead received by another Producers Club member in his Accountability Group. This is a MUST-READ:

“So, my friend in Knoxville, TN, is doing Google AdWords. He currently uses a virtual receptionist company to answer his phones. Especially Google calls. Today, he received a call which the receptionist answered. She tried getting in touch with him to connect him. He wasn’t available. She began taking down the caller’s info. He divulged that he was an $80 million company. They have 11 locations. They have 17+ ‘internal companies.’ He went on further and informed her that he had called five IT companies. This was his fifth call. He only got to them because none of the other companies had answered their phones. They all went to automated systems or voice mails. He told her, ‘Tell your boss he will go a long damn way in life because he answers his phones live.’”

With his permission, I thought I would share. They have a meeting next week.

For as long as I can remember, I’ve been harping on the importance of getting a trained, competent person to answer your phones live – NOT with a voice prompt that says, “Press 1 for sales…” – LIVE. A real, living, breathing person. Fail to do so at your own peril.

One of the biggest benefits to the Google AdWords I’ve been doing in conjunction with Tim Conkle for the past two years is the ability to finally eavesdrop on the inbound phone calls of hundreds of IT firms; unfortunately, I’ve uncovered a whole lot of “bad” from mishandled calls, rude techs answering the phone, fumbled questions and, more often than not, opportunities that simply are killed because no one picks up the damned phone anymore. Think about it: if you had the CEO of an $80 million company calling your office for tech support, do you want that to go to voice mail? Would you want a minimum-wage, untrained person handling the call? Or have one of your techs screw it up and risk them dropping the call, routing the call incorrectly or simply having them get your voice mail? It’s NUTS! That phone is the FIRST impression a prospect gets of your services; and given that the #1 reason why someone fires their current IT company and looks for someone else is “They aren’t responsive,” what kind of message are you sending to this new prospect calling in for help and they get… voice mail?

So here’s a New Year’s Resolution: Start answering your phones LIVE. If you can’t hire an admin to do it, then use a phone answering service like Call Ruby ( and tell ’em ol’ double R sent ya. And while we’re on the topic, here are a few more key phone-handling rules you’ll want to implement: Read full article and comment →

Time For My Mid-Year Kick In Yer Butt

Posted On June 2nd, 2015

Where are you in relation to those New Year’s goals you set six months ago? Did you even set ’em?

As the saying goes, hard work beats talent when talent doesn’t work hard. Of course, some people aren’t talented and won’t work hard. Double whammy. Kinda like being stupid AND ugly. Lotsa luck in life, bubba. The other day a member came to me whining about not having time for marketing, to which I asked ONE question—a new question I’m going to start asking EVERYBODY who comes to me with the same complaint. This question is so powerful that I don’t even need to wait for the response to know the answer because I can instantly see a sheepish, wilting response in their demeanor once I ask it. Their face reveals all. You ready for it?

Here goes: What time do you get up and go to work in the morning? In this particular guy’s case, 8:30 a.m. Eight-thirty! Can you guess what my advice to him was about fixing his “no time for marketing” problem? A BIG-ass alarm clock set for 5:00 a.m. with a built-in taser that gives you exactly 30 seconds to get your ass out of bed or it shocks your coin purse. Like many failing to achieve any significant success, he’s got other priorities that are more important to him, namely sleeping in. Read full article and comment →

When To Give Up On A Marketing Campaign Or Strategy

Posted On March 13th, 2014

I’ve heard it a million times: “((Fill in the blank)) doesn’t work.” Be it telemarketing, direct mail, can­vassing, webinars, etc., etc., etc. Oddly enough, I ONLY hear that about marketing that costs money; I never hear anyone lament about Facebook posts, Twitter or LinkedIn, even though I’ve not had any client show me a documented, direct line from this type of free online advertising to substantial, quantifiable sales. However, there ARE times when you SHOULD give up on a par­ticular marketing campaign.

While there is risk and instability in having too few Marketing Oil Wells, there’s also a risk in having too many, especially when a lot of what’s being done is marginally successful to outright unproductive. In a call with a client recently, we identified a radio advertising campaign they had been running for almost two years with only one really big, profit­able client coming from it, and a handful of leads that never resulted in a sale. My advice was to kill it and use the money and time to focus on what actually was working. In this case, Google AdWords.

Often I see a LOT of market­ing being done simply out of a “monkey-see, monkey-do” strategy and a focus on what is easy and cheap. Getting marketing done for the sake of “doing something” is GOOD… early on. The advice I give new clients is start doing SOMETHING and don’t worry about results just yet; but it’s critical to note that I don’t say, “Don’t ever worry about results.” The reason I give this advice is to get them to learn the ropes of IMPLEMENTING a campaign and to develop the habit of marketing. Next is a daily, weekly or monthly chipping away at refining it and improving it UNTIL it not only works, but becomes a consistent, predictable and reliable source of new clients and revenue—a REAL Marketing Oil Well. Read full article and comment →