Infocusselling’s Blog

December 15, 2009

Nearly Free Workshop

Filed under: ACTUM Group,Other Sales Issues — Educated and Aware @ 10:49 pm
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Kim Brand & Jeff Bowe speak at Business Ownership Initiative:

Sales & Marketing 2010 (and Beyond)

How I wasted over $200,000 and three years on

ineffective marketing schemes and inept sales strategies

and why you don’t have to.”   Kim Brand, Co-Presenter.

“You can learn selling the hard way which is having

hundreds of prospects telling you no without telling

you why or you can learn it the easy way which is to

have someone give you the tactics and strategies that

lead to yes now. It’s your choice.”  Jeff Bowe, Co-Presenter.

What: Business Ownership Initiative (BOI) presents Sales & Marketing 2010 (and Beyond).

This four hour seminar will be conducted over two days and will be co-presented by Kim Brand, Serial Entrepreneur and President of Computer Experts and File Engine and Jeff Bowe, Chief Sales Strategist at ACTUM Group, a leading sales training and sales management company.

When: January 27-28th, 6-8PM each day.

Where: 4755 Kingsway Dr., Suite 314. (Near 46th & Keystone)

Why: You won’t get a better ‘reality check’ than to hear us talk about real world sales and marketing problems and solutions for small businesses from the perspective of an entrepreneur and sales pro.

Special Bonus: BOI normally charges $20 for this class…that’s cheap!  But everyone that attends will receive a $20 discount coupon from Computer Experts – your net cost is zero and your upside potential is huge and a free chapter from Jeff’s book, Get INFOCUS Get Cash!

You need to call now to register:  (317) 917-3266 ext. 100.

Space is limited, call today

July 3, 2009

Social Media–Social or Media?

Everyone has an opinion on social media today. Some feel it is the future of all communication and sales, while others feel it is a fad that is already passing. My concern as a sales trainer and coach is whether your social media strategy is working for you. How do you know?

Here is one post from someone I respect as a marketer. She was upset regarding a recent Twitter experience. Here’s the one sentence summary: auto responders are fake and do not help you build relationship and can work against you. Read the details yourself, and I bet you will agree. Karen’s new non-friend.

Other marketing experts claim that social media works for B2C markets but not B2B markets. One problem with social media on B2B markets is whether your target market is watching the social media mediums you are using. Here’s a thought from a marketing expert on why and how social media is not all it hypes itself as in B2B markets.

Here is someone who talks about how not to use Twitter, which is what I see way too often–blatant repetitive advertising, that, wow, look at that, repeats every so many days because it is being done by a program and not a person. Gee, is that a relationship?

I don’t have hard stats but from regular discussions, I think I personally know one person who is making a reasonable ROI on his or her social media time. One. And I’m not 100% positive that person is really profitable. I don’t mean “yeah, I’ve made some money from social media” as in you’ve sold a project or two. I mean you took your net margin (that would be sales less direct expenses) and took the hours you have invested in social media, totaled them all up, and then divided your net margin by your hours invested and found out that your net hourly rate for your social media time was as good or better than your other marketing efforts. Just for fun, try it out and see how much you make per hour.

I’m not saying social media is dead or even dying. I’m just glad more people are starting to question if it fits and how to get a measurable return out of it for the majority of people on it. As more true success stories filter out from the masses still looking, I’ll be the first to post them here.

February 19, 2009

ACTUM Group Perspective Archive

New to INFOCUS Selling or ACTUM Group?  Or missed a few issues of our information packed monthly newsletter?

Click here to check out back issues of The ACTUM Group Perspective newsletter.

January 5, 2009

Superheroes and Perceived Expertise

Recently we talked about superheroes having arch enemies that consume the majority of their time and attention. Who is your arch enemy? What is in the way or between you and wild financial success?

When you identify one major roadblock or one major enemy between you and unbridled financial success, you can focus all of your attention on that roadblock or enemy.  It sounds simple and it really is. Success is not about being the smartest person in the world. Success is about being known as the most effective person at solving one specific need or problem better than anyone else. In fact, Jerry Garcia said it well. “It is not enough to be the best at what you do, you must be perceived as the only one who does what you do.”

Thirty-six years ago my mom met Dr. King. Dr. King was known as the best nephrologist in Indianapolis. Dr. Leroy King I am sure he knew a few things about arthritis and cancer and viruses, but his specialty—what he was known for—was nephrology. His expertise is what drew my mom to him. She didn’t care that he understood migraines or high blood pressure or hang nails. She went to him because he was the expert in nephrology. Nothing else mattered—she knew his focus and was willing to pay the price for that focused expertise because of her need.

Do you have people flocking to your business because of your narrow area of perceived expertise? Do people seek you out because you can solve their problem better than anyone else? Have you spent the time and energy in one area to become known as the expert in solving one burning issue or one need or one problem better than anyone else? Can you solve one problem better than anyone else? If not, then that might be part of your problem. Would you hire #2 if you could work with #1? But more important than reality, is perception. If you are perceived as #1, that perception becomes reality for your prospects.

At this time of year, the most important part of strategic planning is to know where you will sell next year, and to focus all of your attention on being become known as the expert in that field. The smaller the field, the better and more profitable, as the most profitable specialists are always those with the narrowest field and the highest level of perceived expertise in that narrow field of need. There is too much to know in the world today to be a world class expert in a wide range of fields. My mom never asked Dr. King about cost or about how to solve other medical issues.  She sought out and paid Dr. King bills because he was the expert in nephrology and she had a very specific need for that very specific expertise.

Put in your plan now how to become perceived as a world class expert in a narrow field—and you will make world class income from a shorter list of prospects and clients who are suffering from on the one problem you are perceived to be best person solve.

December 20, 2008

Great Point on ALL Advertising and Marketing Messages

Filed under: Other Sales Issues — Educated and Aware @ 8:09 pm
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It pays to read, and sometimes you find great nuggets like this one. You have to have a benefit message, not just a cheer.

How Not to be Recalled in Your Market

Never be afraid to give someone else credit for a good point.

November 6, 2008

Differentiate Workshop

Filed under: INFOCUSSELLING BLOG — Educated and Aware @ 9:27 am
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Differentiate or Become a Commodity Workshop
Learn to Stand Out from the Masses

Why do so many successful companies spend so much money to “brand” themselves? It is because they have to differentiate themselves from their competitors and show why people and other companies should buy their products or services. No one pays a lot for common, but they pay a lot more for uniqueness. In this seminar we will cover the aspects of differentiation, how to discover our strengths, and combine those to create our own brand.

Thursday, November 13th, 2:00pm – 4:30pm

Registration is FREE, but please RSVP so we can reserve a space for you as our seminars fill up quickly!
RSVP to: seminars@actumgroup.com

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