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Dennis Thorgesen
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Building a brand; ideas for new content

Published on 8/7/2014
For additional information  Click Here

Building a brand; ideas for new content


Lisech small logo

As you are building a brand, you will find you need lots of content. This content should have value to your readers. Many use blogs or other platforms to create content. Where they come up with ideas for new content and where you find the articles vary.


Today we will discuss sales calls


Sales calls are a good source for new content. Most marketers understand that cold sales calls don’t work. Even so, there is a lot you can learn and share from the calls you receive.


Our advice about making cold sales calls

cold calling

It is very simple, don’t make them. Those who tell you, “you have to hear a hundred ‘no’s to get a yes” have it all wrong. If you don’t give someone a reason to say no, what are your chances of hearing it? Now I will admit when I was a partner in a roofing company I did make cold calls. Before I made the call though I knew the potential client needed a new roof. What I considered my function in these calls to be was to offer the person on the other end of the phone line something they couldn’t refuse. There were few times I wasn’t invited out to give these call receivers a no cost bid. My goal was not to sell a new roof over the phone; it was to get my foot in the door.


The lessons here


You have to give to receive. The person on the other end of the phone line was aware they needed a new roof. No one had offered them anything until my call. We weren’t the only company who did no cost bids. In most cases, the potential customer weren’t aware there were other companies who gave bids without charge.  In many cases, we were the only company contacting them by phone.


No is negative


“You receive back what you send out to the universe.” My company helps people. In return, we receive help. If you are hearing no 100 times a day, how is it possible to stay positive? Make the calls about giving. In many cases, marketers have information call receivers will find have value.


Networking

Picture of networking

The premise of networking is meeting new people and learning about them. Finding buyers is simplified because you can actually listen to each new person’s needs. Learning about them gives you an opportunity to help them in a way that suits their personal goals. A caveat, if your business doesn’t fit a person’s needs move on, or help them in another way.


Not about you


In sales calls, for the most part you will find the seller is all about them or their business. This is not how it should be. In networking, it is all about “the person” on the other end of the phone line. If you use any other approach, you will find you are making a sales call. The majority of sales calls end with the word NO. How can someone reject a call or the information shared when the center of attention is the receiver?


Why this article


My creative juices have not been flowing for article writing. A cold incoming sales call this morning changed that. It doesn’t matter where you find inspiration. It is all around you as long as you open your mind. When content is not flowing, building a brand can make you feel you are not gaining. ©August 7, 2014 2:30 PM Dennis Thorgesen Lisechglobal consulting, Lisech eMarketing, all rights reserved.

 

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