Question: What surprising sales tactic has worked best for you in the past year and why?
Using Highly-Targeted, Digital Ad Campaigns
"While many question how effective digital advertising can be, we've found that highly targeting prospects has allowed us to really focus in on our them and our clients' prospective customers. You can target exactly who you want, when you want as well as the behaviors you want, including cost-per-conversion (to sales)."
"What I’ve always found is that it’s much harder to sell a story if you yourself don’t believe it. Whatever it is you’re trying to sell (a product, a service, or a brand) you need to first believe in it on your own before you can effectively market it to someone else."
Digging Into Our Customers' Needs
"Sales is about understanding your customer, and there's no better way to get to know your customer than by asking them questions. You'll get to know them better and you'll also demonstrate to them that you are personally interested in them."
Placing the Client's Needs Above All Else
"I'm in the business of selling brand strategy (with execution). And to sell strategy, you must listen and understand the client's felt-needs first. If I walk out of a first meeting with a potential client and they didn't want to share much about their business, their problems, and what they're hoping to change, I know this isn't going to work out for either of us."