One of the primary responsibilities of every sales and marketing professional is developing warm relationships with customers. In the days before computers, we made it a habit to learn about the personal lives of our customers, including their families, pets, hobbies, leisure activities, and favorite sports teams. All of this information was either written down […]
How to Use Social Media to Grow Your Email Subscribers
April 14, 2014 by Jeff Korhan
During my networking at Social Media Marketing World this year I had the opportunity to talk with some of the top experts in the world about Facebook, LinkedIn, Pinterest, Google+, and more. Given their respective areas of focus, it should not be surprising that they all take a slightly different approach with their social media. […]
How To Be So Helpful They Can’t Ignore You
April 11, 2014 by Jeff Korhan
Being so helpful (or so good) that people cannot ignore you is the basis of enduring relationships. It’s knowing that someone can count on you – no matter what. Does your marketing communicate that? How about your sales or customer service? Helping and adding value is the new marketing, selling, and customer service. Thanks to […]
How to Write an Introduction That Engages Any Audience
April 4, 2014 by Jeff Korhan
I recently had the pleasure of helping other speakers as a track leader for Social Media Marketing World. It was an interesting experience for me because typically I am the speaker, so in this situation I was assuming the role of those that help me to look good in front of an audience. My primary […]
Relationship Selling is a Commitment Process
March 26, 2014 by Jeff Korhan
Are you familiar with the negotiating practice of asking for a commitment for a commitment. It’s an important one for building and sustaining relationships, and that makes it essential for successful sales professionals and online marketers Selling is A Series of Mini-Commitments Especially in regards to online marketing, there is often the unrealistic expectation of […]
How To Network Like a Pro at Live Events
March 24, 2014 by Jeff Korhan
One of the seemingly improbable outcomes of digital social networking is the increased interest in live events for building relationships to further to accomplish practical business objectives. To do this well, while also maximizing your return on what is likely to be a significant investment, thorough preparation is essential. This is something I’ve been working […]
How Your Business Can Help Its Ideal Customers
March 17, 2014 by Jeff Korhan
Do you understand the primary problems that challenge your ideal customers? If your business is intensely focused on relationships, then it is continually learning about the most relevant problems for which it can be the solution. To attract new customers, they must immediately know your business understands their problems, and can offer relevant solutions for […]
Converting Trust Into Profitable Outcomes
March 12, 2014 by Jeff Korhan
One of the most challenging steps in the sales and marketing process is the final conversion into a desirable outcome for the buyer and the seller. One reason for this is the terminology. The word conversion has a connotation bordering on manipulation. At the very least it suggests the transition is mechanical, like flipping a […]
Relationship Selling in The Trust Economy
March 10, 2014 by Jeff Korhan
Relationship selling and social marketing are becoming one and the same, and this presents numerous advantages for any business that understands how the two work together. If you hate cold calling and the feeling of interrupting your best clients, then stop selling as you know it and get focused on helping. That’s the heart of […]
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Should Your Business Accept Blog Comments
One of the top blogs on the web recently discontinued comments, and this came as a surprise to their community. The truth is many of us have struggled with comments over the years on our blogs. This is one reason why notable marketer Seth Godin discontinued comments on his blog way back in 2006. During […]
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