Getting your prospects to trust you tip #2: Who you know

From the Desk of Joe Prospect Trust in sales is critical and it is made up of several things. Previously I mentioned “consistency” as being one of the key components you need in your marketing to get your prospects to trust you.   You have to be in front of your prospects on a regular basis so they come to trust that you are a stable long-term company.  And your marketing message has to be consistent so you don’t confuse your prospects…

Do prospects see you as one of the herd?

From the Desk of Joe Prospect The Battle for Your Prospect’s Mind Whatever your business is, if you do not create a unique position in my mind, I will think of you as an accountant, or insurance broker, or printer or whatever profession you are part of. I will see you as being the same as everyone else in your group. Whatever associations I have already formed about your group, I will attach automatically to you. If you  are an accountant…

I haven’t heard from you in awhile…another Joe Prospect post

Top 3 Excuses to Stop Marketing 1. The Economy is Down: OK so when was the last time the economy was up? Can you even remember when the economy was up? By the way, it is a big myth that advertising in a down economy doesn’t pay. McGraw-Hill did a research study during the U.S. economic recession in 1981-82, analyzing 600 companies from 16 different SIC industries. The study showed that companies that continued to market, not only continued to grow during…

What Pavlov’s dog teaches us about emotions in marketing

Joe Prospect is a composite of how a typical prospect looks at the world and how they react to our marketing efforts. Even though every prospect is unique in some ways—all of our prospects regardless of what business we are in, share many common characteristics. Dear Joe is an advice column written by your prospect to help you better understand them. Dear Joe What can we learn from the theory of classical conditioning that will help our marketing? Rather an unusual question from…

Are You Trying to Sell with Dull Emotionless Marketing? (a Joe Prospect Article)

Joe Prospect is a composite of how a typical prospect looks at the world and how they react to our marketing efforts.  Even though every prospect is unique in some ways—all of our prospects regardless of what business we are in, share many common characteristics. Dear Joe is an advice column written by your prospect to help you better understand them. Dear Joe Is it true that prospects buy on Yes prospects do buy on emotion. You have probably heard that we prospects decide…