|
I got an unsolicited email this morning that gave me no choice but to read it. My interest had to do with the subject line, the headline, the design of the content, and the copy.
The subject line was: Jeffrey, How to go from market penetration to domination. Ok, I clicked to open:
Then the headline: What one thing determines your success in business, more than any other single factor? Ok, I read it. The very tastefully designed letter said:
Hello Jeffrey, This is Robert Clay. If you were asked what one thing determines your success in business more than any other single factor, what would you answer? Perhaps you'd say it was down to the quality of your product or service, or your people, or trust, or competitive prices, or availability, or profitability, or the number of customers who return to do business with you again. These are the responses I get all the time. While they're all good answers, the biggest factor that determines your success in the marketplace is one that is hardly ever written or spoken about ... and in ten years not one person, out of the thousands I've asked, has been able to tell me what it is. Perhaps you've heard me speaking on the subject in the past, or read about it in my book. The point is, once you know that one factor that makes a world of difference, you can take a few simple steps to move your business from market penetration to market domination. Just look at Google who now have 85% of the global search engine market; and Apple, now the world's most valuable technology company, who dominate the market for music players, smartphones, computers priced over £600, and now tablet computers too. When times are tough you REALLY need to work smart. You need to do what Google, Apple and others have done. You need to know that one factor that can change everything for you. That factor is explained in my book on Page 10. And you're welcome to download a copy with my compliments, with absolutely no obligation. Just click here, enter your name and email address, click the confirm link on the email you receive and you'll be taken to a page where you can download the book immediately. If you enjoy the book, let me know. If what you learn leads to the transformation of your business, as it has for some, then be sure to let me know! Click here to get your copy of my book, with my compliments. Warmest Wishes, Robert Clay Marketing Wizdom Ltd

Ok, I clicked, subscribed and downloaded the free book, and immediately went to page 10 to find the answer... Eh, not so fast. That’s not what this lesson is about. The point of this article is for you to see what Robert Clay’s writing was about, what got me to “click”, and most important: how can you use these same elements in your communications – both as email cold calls, and email follow-ups.
Read the full article...
|
|
|
|
|


LAST CHANCE! Jeffrey Gitomer LIVE! Albuquerque, NM November 18th & 19th, 2010
Jeffrey Gitomer LIVE! - Albuquerque, NM: Join the global authority on sales for a seminar on SALES ATTITUDE. Learn how to uncover buying motives, double your sales, get your price without sacrificing profit, and establish a YES! Attitude for a lifetime of success.
Albuquerque Managers: Develop your personal plan to find, coach, train, and keep a winning, loyal, self-directed sales team. This seminar will provide strategies and techniques about real-world sales leadership, plus self-evaluation to measure your present level of achievement.
Register NOW! Jeffrey Gitomer LIVE! - Albuquerque, NM Jeffrey Gitomer's Albuquerque Managers Event
Boot Camp 2010 Las Vegas – Meet the Speakers!

Meet Joe Soto, CEO of One Social Media LLC, a Social Media Marketing strategist with broad experience in all aspects of sales, online lead generation, and social media marketing.
Limited Seats Available – Click here for more details and to purchase your ticket TODAY!
| Expand Your Brand: Is your budget limited but your needs are not? We understand and have a cost-effective solution to connect you to hundreds of business men and women in your community. Corporate Sponsorships are now available at any of our public seminars. Sponsorship packages start at $1500 and can be customized to meet your needs and maximize your budget. Click here for information and learn how Jeffrey can help YOU! |
 |
|
Jeffrey, I sell exclusively to government agencies. Most of the time RFQs are sent out and it's a blind bid situation. I understand building a relationship with my customers to win their trust and their business, however a lot of the times it comes down to an individual that is just looking at the bottom line today and not over the life of the product. What is the best way to combat this situation? Jim Jim, Change your sales presentation or you will never change the mind of your customer. Insert value messages, create a value proposition, and prove that you're different by showing video testimonials from customers that don't care about price. I hope you're not looking for some magic answer. There is, however, a reality answer: Create a buying atmosphere and stop trying to compare yourself to your pathetic competition that does that same thing. Best Regards, Jeffrey
Jeffrey, Your recent article on business social media was on point. Developing content that is on message for your industry is the easy part of the equation. What would you suggest as the best way to get potential new customers to follow you on Twitter, Facebook, etc.? It is all about new people seeing the value of working with you, but if the message is "tweeted" into space and no one gets it, what's the point? Joe Joe, When you establish a Twitter account, the first thing you have to do is get 100 followers. You do this by asking them to follow you. You do not do this by following them first and hoping they will follow you back. You email them a link, you call them on the phone, you talk to your LinkedIn connections, and you post the link on your Facebook page. Assuming each of the people you invite have at least 100 followers in their Twitter account, you now have an aggregate audience of more than 10,000 people. That's the beginning of your Twitter base. It's now time to tweet. Wake up early in the morning and create your own thoughts. Begin to tweet valuable information that others might re-tweet to their network. The secret of Twitter is being re-tweetable. The secret of success on Twitter is to create attraction by tweeting information of value, or should I say immediate value. Best Regards, Jeffrey
Send your questions for Jeffrey to Elizabeth!
|
|
|
|
|
Masters Class
Learn what it takes to be successful by paying attention to the masters. One of the things you can do to ensure continued success is commit to learning for the rest of you life. This week we offer the wisdom of two of the greats. Earl Nightingale's The Strangest Secret audio CD is the enduring classic by America's original motivator. We are coupling it with Jeffrey's Little Black Book of Connections to round out the educational experience. To help you pay attention we will send you a Sales Caffeine Coffee Mug. You can never know too much! All for $25 dollars (a $60.00 value).
Order the Deal of the Week now!
|
|
|
Targeting Social Media Influencers To Increase Sales
By: Joe Soto

Your company’s brand may have many followers and fans on social networking sites. But it is essential to remember that having many fans does not mean that your company’s social media marketing strategy is working. Data from a recent study by Meteor Solutions has proven this fact. The success of your social media marketing strategy depends on the type of fans and followers your brand has gathered from social media sites rather than the number. An average 1% of your site’s audience generates almost 20% of your site’s traffic by sharing your brand’s content or site’s links. To make your social media marketing strategy successful, you need to focus on these influential people. But the challenging task is to find these influencers and truly “connect” with them. There are four simple tips you should follow:
- Locating Your 1%: You will need to use social media analytics tracking and measurement tools that exactly show you the people who actively share your brand’s links.
- Finding What They Like To Share: You can use your social media analytics platform to find the content that the influencers like to share. Find out if they are interested in promotional sales, or if they are interested in your brand’s entertainment content like social games, videos or blogs.
- Finding Where They Go To Share Content: Identifying the social networks, forums, websites that the influencers use and the platforms they use to share your brand’s content can make a difference to your social media marketing strategy.
- Finding What Motivates Them: It is important to find out what motivates your brand’s followers. This is needed to find out what type of content they will respond to in a positive manner. Some may share links to feel important amongst their social groups, while some may do so for the attention they may receive on sharing these types of information. Depending on whom you are targeting, you can offer the appropriate motivation. The idea is to make them feel special and important by giving them access to insider details on deals, information or rewards.
By identifying and reaching out to your brand’s biggest fans, you can access many consumers by just maintaining relationships with a select few. But you should remember that only if you have something exclusive to offer, you can gain loyal consumers, who will further your brand by recommending it to others.
Joe Soto, CEO of One Social Media LLC, is a Social Media Marketing strategist with broad experience in all aspects of sales, online lead generation, and social media marketing. A self-described social marketing evangelist, Joe has played a key role in the launch of social media campaigns for local, regional and national businesses and brands throughout the U.S. Clients range from a broad variety of industries including health, fitness, automotive, restaurant, hotel, retail, and others. In addition, One Social Media works closely with select advertising agencies, PR firms, and SEO companies, helping them transition their clients to social media. Joe also founded One Mobile Media, a mobile marketing company. Joe resides in Iowa with his wife Lenee and their six children.
|
|
|
|

The Value of Thingamabobs By: Andy Horner
Having an older father had its advantages. He had a lifetime of lessons to teach, one of which was how to hold the attention of an easily distracted audience. Sound like anyone you know? Your customers, perhaps? My dad was a Presbyterian minister. After church, he liked to question my brothers and me to see if we had listened to his morning message – a tall order for rambunctious tweens. He wrangled us into his bedroom and while he traded his suit jacket for his Mr. Rogers sweater and slippers, he pulled tiny relics from his sock drawer. He had many, but our favorites were a silver football charm, his ruby-topped college ring, and his colorful military medals. He placed them in our hands like papal jewels. Seated on the edge of his bed, we turned the treasures over and over in our hands, riveted to his voice. He told us the story of the objects and subtly wove in key points and questions from his sermon. We listened. We answered his questions. It was genius. The lesson: During one-on-one meetings, occupy your customer’s hands and eyes with an unusual object and their ears are yours. Here’s the winning hand of examples to captivate customers: Ace of Hearts: Hand your customer a Rubik’s Cube solved, except for the last twist. After one turn, they’ll glance up to you as if to say, “Well, that was easy.” Relate their experience to your sales message of simplicity. King of Hearts: Buy a copy of the board game “Life.” Pop out the distinctive spinner and bring it with you to customer meetings. They’ll start spinning it without prompting. Casually pose the question, “What outcome in your life would you not want left to a spin?” Their answer will help you bypass the small talk and reveal what matters to them. Consider it your “relationship spinner.” Queen of Hearts: Bring with you a small trophy from your past. It might be a varsity jacket pin, a first place medal, or a game ball. Briefly share the story of its importance to you. Then ask your customer about their most-prized award. Their answer will reveal one of their cherished accomplishments. With a bond established, ask about their current business goals and the accomplishments they’re pursuing.My father has always been old... at least to me. He was about 50 when I was born and already pulling senior citizen discounts when my brothers were in braces (my teeth were perfect, by the way). Jack of Hearts: Go to www.sumocookies.com and order 30 bucks worth of gourmet fortune cookies. (They even come chocolate-dipped with crushed Butterfingers®.) You can customize the fortune inside with a value message. With your customer’s hands and mouth full, their attention is all yours. Leave them a handful to share with others. You’ll be the talk of the office for days! Ten of Hearts: Gift a thingamabob. Buy a $6 staple-less stapler that’s useful on anyone’s desk. (It slices and tucks the papers to join them together.) Bring a few white papers about your products and let your customer staple them together. While they ooh and ahhh, transition from the ingenious device to the innovative solutions you offer. The stapler is theirs to keep while the new customer is yours. Maybe you have a thingamabob that works for you! Share it with me: andy@aceofsales.com.
Andy Horner is the Product Manager for Ace of Sales. He has worked in sales and marketing for over twelve years. He specializes in the design and technology side of Ace of Sales development combined with relationship marketing and sales. His goal with Ace of Sales is to create the best sales tool on the planet! To connect with Andy today, email andy@aceofsales.com.
|

Walt & Patrick Hessert of the Million Dollar Road Trip crew visited the Gitomer offices on November 10th to interview Jeffrey for their documentary on entrepreneurs.
Send your GITOMER SIGHTINGS to Elizabeth or post them on Jeffrey’s Facebook Fan Page.
|
|
| |
"What a wonderfully useful application to remind oneself of the basics of strong selling skills. The articles are excellent reminders of the atributes of successful selling. While on the road yesterday, I read all 12.5 articles prior to a sales call and entered that meeting with a smile on my face. This app is one of the better ones available for business reps. I've already recommended it to my colleagues." -Scott Naumoff
|
|
|
|
 |
|
Albuquerque, NM 11/18 Managers Seminar 11/19 Sales Attitude Seminar
Minneapolis, MN 12/02 Managers Seminar 12/03 Sales Attitude Seminar
Las Vegas, NV 12/09-12/12 Boot Camp 2010
Reno, NV 02/16 Managers Seminar 02/17 Sales Attitude Seminar
San Jose, CA 04/07 Managers Seminar 04/08 Sales Attitude Seminar
Expand Your Brand: Is your budget limited but your needs are not? We understand and have a cost-effective solution to connect you to hundreds of business men and women in your community. Click here for information on how you can be involved as a Corporate Sponsor and learn how Jeffrey can help YOU!
|
 |
|
|
A YES is Best, but a NO Can Be Good, Too! by: Don “The Idea Guy” Snyder
When you’re in sales, the word you most want to hear uttered by a prospect is “YES”, and (as much as you may be loath to admit it) the second best answer is a “NO” (not a MAYBE, like you might be thinking). We all want to have every customer to listen intently to our pitch and rip the pen from our hands because they can’t sign the contract fast enough. (Wake-up from that dream, sleepyhead.) It's more likely you'll get a polite pat on the head and a smile they use to send you on your way with a “let me think about it and get back to you” response. And you don't mind that answer! It allows you to return to your sales manager and report that you made a presentation to the prospect and they "really, really, really liked what you put together for them and it’s merely a matter of time before they get the budget approved and the contract sign on the dotted line." In the meantime, you mark it for follow-up week after week because they just need one more thing approved before they can move forward. The road to hell (or at least the road to a missed car payment or a late cable bill, due to a missed sales goal) is paved with “maybes” and “let me think about its”.
- YES allows you to move forward with the project and close a sale.
- NO allows you to move on and pitch the idea to another prospect.
- MAYBE makes you sit in limbo waiting for responses from prospects you didn't qualify and decision-makers you failed to get in front of. Each day that goes by without a YES makes that very answer seem less and less likely, while exponentially increasing your anxiety and anticipation.
Here's how to get a YES or NO answer (and avoid a MAYBE, baby!) 1. Don’t present to someone without the power/authority to provide you with that final answer. And don't bother to create a proposal before asking HOW the final decision will be made (not WHO will make the final decision, but HOW will the final decision be made). This answer will let you know if the person you’re speaking with is the first or last step in the decision-making process. If there is a committee or a higher-level manager making the final choice, you need to be in the room during the final presentation to answer any last-minute questions. Nobody can sell your product or service like you can. 2. Use testimonials to overcome objections. People delay a decision because they are afraid of making a mistake. Use testimonials from clients who wanted to delay making a decision and decided to purchase anyway (or testimonials from customers who delayed their decision and lived to regret it). “Man, I wish we’d made the decision to upgrade to the new system sooner — it cost us money in wasted time and productivity every day we delayed signing the contract.” Assure the prospect of your warranties, guarantees, and service contracts. Make sure they know that you’re not going to leave them hanging out to dry if there’s a problem with the purchase. 3. Avoid stalls on a final YES/NO by educating your prospect – and avoid confusion about some component of the proposal. Ask questions at regular intervals during your presentation to make certain everything is crystal clear to the client and you're both on the same page. (How does that sound to you? Does everything make sense? Do you have any questions about our service plan?) Let them know at the beginning of the presentation that you're looking for a specific answer at the end. 4. Create a sense of urgency. Ensure that the client realizes a benefit for making a decision by a certain date (or experiences a loss by delaying past the deadline). Frequently, the client will give you the deadline for having your product or system in place. Work backward from the activation date and determine the timeframe needed to ship, install, and train. Use this date to establish a firm deadline for getting the approval to proceed. 5. Let the prospect know it's okay to say NO. Some people just don’t want to hurt your feelings by saying NO and feel they’re being kinder by assuring you they are fully considering your offer (before they go ahead and say NO anyway). If you’re getting that vibe from your prospect, let them know that if the solution you’re currently proposing just doesn’t seem like a match, you’re happy to revisit the opportunity to work together again in the future, when their needs and your offer are in better alignment. Hey, no one wants to hear NO, but it’s so much better in the long run (for both you and the client) to agree on a decision one way or the other -- rather than doing the dance of indecision and the maybe mambo.
Possessing creative powers beyond those of mere mortals, Don Snyder is a Gitomer-Certified Speaker who rescues those in need of innovative ideas through his brainstorming sessions, seminars, and workshops. He speaks to audiences everywhere on sales, creativity, customer service, and personal development. To book Don for your next event, visit our website at www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.
|
 |
|
|
 |
|
Your Success Stories
I read Jeffrey Gitomer's YES Attitude! while sleeping on the floor of an overcrowded homeless shelter called the Market Street Mission. An alcoholic ex con with no job prospects, things looked pretty grim until I started changing my beliefs and attitude as I was told in the book. I shared this life-changing information with everyone I could find. Amazingly I shared this information with a stranger who was best friends with the owner of MediaTree, one of the biggest advertising suppliers in the promotional products industry. I was surprised to see that someone left me a note for a job interview at the homeless shelter. I was hired as an outside sales rep so I borrowed some money and bought every one of Jeffrey's books and read them religiously. With a country of distributors to call on I went to work practicing the things I read.
My first sale was for $47,000. A lot has changed since being on the floor of a homeless shelter reading YES Attitude! I'm now at a new sales job - but I'm still successfully winning hearts and minds and making money. Thank you, Jeffrey, for changing my life. -Jay Manzo
|
|
Each week, we feature a salesperson's success story. Please send your stories to Elizabeth or post them on Jeffrey’s Facebook Fan Page.
If your story is published, we'll send you a free e-Book! |
|
Jeffrey's Sales Rant is a clip from his online training video library.
watch the rant now (you need it)
Requires Flash player
|
"Every time a customer calls or you call a customer - you have an opportunity and a choice. What choice are you making?" -Jeffrey Gitomer's Customer Satisfaction is Worthless. Customer Loyalty is Priceless!
|
|
|
 |
THOSE WHO CREATE GOOD FELLOWSHIP AMONG OTHERS WILL NEVER BE SHORT OF FRIENDS If you have a friend who goes out of his way to help cement friendships between others, consider yourself fortunate indeed. In today's frantic, mobile, throwaway society, such individuals are exceedingly rare. With the demands placed upon us by our careers, our families, and the hectic pace of daily life, most of us have little time for ourselves, and even less for our friends. Yet we know that friendship freely given and gratefully received is one of life's greatest gifts.
Click here to subscribe to Napoleon Hill Yesterday and Today
Learn more about the Napoleon Hill Mastermind Club.
|
|