Top Secrets Of Promotional Products Sales

There are steps involved with making prospects and clients comfortable with you. You can't go from, "I have no idea who you are," to "I'm completely comfortable with you and I trust you implicitly" without steps. It just doesn't happen. David: Hi, and welcome to the podcast. In today's episode, co host Bianca Eastfound and I will be discussing the topic of making prospects and clients comfortable with you. Welcome back, Bianca. Bianca: Thank you so much, David. Definitely one of my favorite topics. And please tell us, what does it take to make prospects comfortable with us? David: Yeah, that's sort of a magic key, isn't it? What does it take? Well, I think it takes desire, certainly starts with the desire to want to do it, because a lot of times we're just so focused on selling what it is that we want to sell that we don't really think about that too much. We just think in terms of introducing ourselves and letting them know what we do and hoping that they're going to want to buy it. But so much of th

Once you outperform your competitors in terms of the way that you do things, the way that you make your presentations, the way that you interact with your clients, the way that you follow up and service them -- when you're already outperforming your other competitors in that area, then the only thing you can really do is focus on how can I outperform my previous performance? David: Hi, and welcome to the podcast. In today's episode, co host Bianca Istvan and I will be discussing the topic of outperforming your top competitor. Welcome back, Bianca. Bianca: Thanks so much, David. So happy to be here with you. And what are we talking about? And what does that mean to outperform your top competitor? David: Yeah, great question. For a lot of people, we kind of feel like we need to do it. We want to do it, but we're not quite sure how or what or even who they are. So, what it means to me is that we are doing a better job at the things that need to be done to be able to deliver a positive result for our client

Brute force selling usually comes about when someone feels like they have to sell their product or service, regardless of the needs, wants, or desires of their prospect. The alternative is better understanding, relationship building, and effective qualification. David: Hi, and welcome to the podcast. In today's episode, cohost Jay McFarland, and I will be discussing the idea of brute force selling. Welcome, Jay. Jay: Hey, thank you so much, David. I know we've talked about a lot of different issues, you know, generating leads and those types of things. I'm very anxious to talk about this brute force. When I hear it, as a customer, I'm like "brute for selling? What exactly do you mean here?" Because I might want to run away from it. The Case Against Brute Force Selling David: Yeah, well, I'm not really here today to advocate for brute force selling, okay? So, definitely not my first choice, but it seems to me like there are so many people, so many industries that tend to engage in it, that I thought we s

Just the idea of initiating first contact versus cold calling is a lot more exciting. It's a lot less intimidating in most cases. I started using that phrase after I saw an old Star Trek movie where they referred to first contact as being your first contact with an alien species. And I just thought, wow, that has a lot of correlations with sales. Where you're approaching somebody and you really don't know what you're getting into. Strange new worlds and all that sort of thing.... David: Hi and welcome to the podcast. In today's episode, cohost Jay McFarland and I will be discussing the idea of initiating first contact with a new prospect. Welcome back, Jay. Jay: I'm so glad to be here, David, and I'm excited to talk about this issue because to me, personally, this is one of the hardest things to do. I'm fine once that first contact has been made. I feel like I'm really good at building relationships and closing. David: Mm-hmm. Jay: But I'm terrified about making that first contact and I'm not really

Most marketing messages and business communications are bland, directionless, and dull as dishwater. They lack a clear marketing voice. If you're sending out emails that don't get a response or leaving voicemail messages that are largely ignored, take a look at what you're putting out. I can virtually guarantee it's missing one or more of the Five Elements of a Compelling Marketing Voice. If you've ever wondered what's missing from your marketing -- what causes it to be ignored rather than acted upon, It may very well be one of the 5 things we're about to discuss. First is a clear target: Knowing exactly who you're reaching out to and why. Every communication you put out should be written as if it's to one person, even if it's going out to dozens, hundreds or even thousands of people. Think of one particular prospect or client you know well. Pick someone you communicate with most authentically, who could be representative of this group, and then write as if you're writing to that person. Go back over it

In today's episode in our professional profile series, David Blaise and Bianca Istvan discuss business growth strategies designed to improve results, including sequencing your communication with Carlos Mestas, CEO of Thrivebox, which specializes in helping entrepreneurs establish business credit to access funding solutions, Alan Watts, known as the Love Engineer, who offers dating and relationship coaching services, and Paul Loubao, owner of PCL Housing Commerce, who focuses on investments, sales, and education in the real estate industry. After sharing what's working well and what's creating challenges, the focus turned to the importance of sequencing communication as part of your sales and marketing strategies. Reaching and impacting potential clients has evolved over the years, making it necessary to engage with prospects differently than before, using the communication channels they prefer. Some of the topics discussed include: The effectiveness of marketing strategies in connecting with the righ

Most people I know in business want to get results. But how do you get your desired results fast? They’re always thinking about new things, focusing on new ideas, determined to get the results they’re looking for, and sometimes it takes a lot longer than they’d like. When you consider the business people you know, it’s likely that some of them might have achieved amazing results since you last spoke with them, while others seem stuck or unable to move forward. In each of these situations, their results probably have a lot less to do with their goals, mindset, plans, or ever their determination than you might think. Instead, it’s largely about their speed of implementation. How quickly are they making things happen? Speed of implementation is about how quickly we can iterate, reiterate, try things, fail and then try more things so we can get to the actions that work. How fast can you get from an idea to an action to a result that can be measured? The faster we do these things, the faster we find out w

Today I'd like to talk to you about the three most likely points of failure in a sales process. First is Almost Always Targeting. This means trying to go too big, or too wide, or too deep, too fast. If you think the world is your market, okay, but the problem is it's very unlikely that you have enough money to market to everyone. For that reason, you have to get your targeting dialed in. It's like what Benjamin Martin said in the movie The Patriot. Aim small, miss small, because when you think you're targeting everyone, it's really more likely that you're not targeting anyone. Like the old proverb said, he who chases two rabbits catches none. Another issue with targeting everyone is that not everyone is a good prospect for you. Many people have no need, no desire, no money, no budget, no willingness to spend. So if you're targeting everyone, or you're targeting poorly, you'll have to kiss a lot of frogs, as the saying goes, to find your prince or princess. But that's qualification. We'll discuss that anoth

Ready to get and qualify leads in your business? If so, be sure to check out this episode in the Professional Profile series. In today's episode, David Blaise and co-host Bianca Istvan discuss business growth and qualification strategies with real estate developer Daniel Wick, financial services provider Joseph Lombardi, and content creator Sufian Malik. Topics include effective strategies for building a personal brand, nurturing client relationships, and streamlining the qualification process in sales. The panel also make the following recommendations: Utilize short-length content on platforms like TikTok and Instagram Reels to effectively build a personal brand and connect with audiences. Implement a strong qualification process in sales to quickly identify qualified leads and avoid wasting time with unqualified prospects. Leverage CRM systems and nurturing processes to expedite sales processes and build long-term client relationships. Focus on creating value-driven communication and automatin

Over the years, I have met and talked to many broke experts. People who are exceptional at what they do, but struggling to pay bills because they can't get enough customers. This is not a function of who they are as people. It's not a reflection of their work. It's also not a mindset issue. Instead, it's entirely about the fact that being exceptionally good at what you do, and being able to get enough of the customers or clients you need are two completely different skill sets. I can't tell you how many business owners I've talked to over the years who are exceptional at what they do, but they can't get enough customers. I've met: Chefs who make amazing food, but can't get enough people into their restaurants to keep the lights on. Real estate agents who know their markets in and out, they're great with people, can handle all the details, but can't get enough clients to pay their bills. Artists who have amazing skills, but who never mastered the art of customer acquisition, so their actual art rem

In today's episode, we discuss the idea of moving from stealth mode to intimidation mode in business. In this episode of the Professional Profile series, David Blaise and co-host Bianca Istvan are joined by a panel of growth-minded business professionals, including David Boyd from Down to Earth Cuisine, author and speaker Oksana Tsimpoaka, Jeff Mount, business development officer from Tactive Wealth, certified brain health coach Stanley Dietrich, and Jaime McCormick, founder & CEO of Skate Angry. The panel discuss the importance of topics including SEO marketing and website optimization, clear targeting, the use of conversational AI and automation, and time management. Throughout the episode, David and Bianca facilitate engaging discussions with the guests, exploring their successes, challenges, and growth strategies. Be sure to check out this episode to see how many of the recommendations you can apply in your business. Ready to Move from Stealth Mode to Intimidation Mode in Your Business? If so, chec

If you're ready to grow sales and profits, it's time to take a look at your DKYA Prospects. ?? If you are struggling to reach the level of sales and profit that you need to grow and scale your business, I want to urge you to start thinking about and keeping track of an important metric that you have probably either not considered, or have not focused on addressing on a consistent basis. It’s a number that directly impacts every business in business, and this number either works in your favor, or it works against you. For brand new businesses, this number always starts out high, and much of your early success in any new business venture will come from your ability to reduce this number as quickly as possible. But some businesses, particularly those who are bad at what they do -- those who have a terrible reputation -- are actually better off making sure this number remains high until you get your internal issues squared away. So what am I talking about here? I’m talking about the very specific number of DKYA

Targeting new clients is about more than just identifying the market or markets you plan to sell to. If you want to grow sales using the three levels of targeting, it requires digging deeper to move from an overall idea of your ideal client, right down to the specific individual that you plan to initiate contact with next. In this episode of the Professional Profile series, David Blaise and co-host Bianca Istvan are joined by a panel of growth-minded business professionals, including Rosa Toribio from Power Up, Baz Porter, an entrepreneur focusing on business growth, Chris Weiher from video production company Cleaver Creative, and real estate developer Mohamed Awal Sanis. The guests share insights into their businesses and discuss their approaches to overcoming challenges and targeting the right audience. Topics include raising standards, adapting to economic changes, and personalizing approaches to connect with the right audience. Ready to Leverage Your Targeting to Sell More? If so, check out the five p

Your First Contact with a new prospect will set the tone for the relationship, which is why it's so important to make it count. In this first episode of our Professional Profile series, we'll discuss business growth strategies with our panel. Need to know how to stand out when initiating your first contact with a new prospect, customer or client in sales? Cold calling, networking, and referrals are not your only options. In this episode, co-hosts David Blaise and Bianca Istvan discuss business growth strategies with insurance broker Taylor King, digital marketing expert Frank Demming, and real estate title account executive Brad Demint. The conversation kicked off with each guest sharing insights into their backgrounds and business specialties. Taylor emphasized the importance of networking, both in-person and online, showcasing her diverse approach through platforms like LinkedIn, Facebook, Instagram, and TikTok. Frank shed light on the power of LinkedIn as his secret sauce for business growth, emphasi

Hi, and welcome to the podcast. In today's episode, co host Jay McFarland and I will continue our discussion about the AI Approach to Multiply Your Sales. This is part four in our series, and today we'll be talking about learning, segmenting, and the Three Ds. Welcome back, Jay. Jay: Hey, thank you so much, David. I really, really enjoyed this. I know I've said that in previous podcasts, but it's true. After each one, I've gone into my own business and I'm like, okay, I got to apply this and apply that because these conversations are of such value. So I appreciate your time. I love this. And hopefully it's been helpful to everybody else. David: I'm glad, I feel the same way, and I'm really looking at this almost like a mini-course. If people were to put together these four episodes and say, "How much of this stuff am I doing in my business?" You can probably implement some things very quickly that can probably help you get some great results. Jay: 100%. David: All right, so let's do the quick review.

David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and I will continue our discussion about the AI Approach to Multiply Your Sales. This is episode three in our series, and it's about upselling, sales funnels, and your CRM. David: Welcome back, Jay. Jay: Thank you, David. This has been fascinating for me as I look at what AI recommends. And even just apply some of those basics to my own business but also realizing that these are kind of general, and figuring out how to apply them to everybody's individual circumstances is no easy feat. David: Exactly. And one of the things that I've really liked about this series is having the opportunity to talk about the "how" of a lot of this stuff, because as business owners, as salespeople, we've heard these recommendations forever. But the question is always, "well, how do you go about doing it?" And so what I've been trying to do in this series is to say, okay, here's the general what you ought to do, but then there's the, how do y

David: Hi, and welcome to the podcast. In today's episode, co host Jay McFarland and I will be continuing our discussion on the AI approach to multiply your sales. This is part two in our series, and today we'll be discussing service, referrals, and content marketing. David: Welcome back, Jay. Jay: Thank you so much, David. I'm really enjoying this discussion about AI because I think we've already established there are some great tools and resources with AI, but it's not exactly to the point where it needs to be. But more specifically, can it really speak to your individual situation? How do you pick through that and know what's right for you? David: Exactly, and last week we were talking about the first three recommendations it made, which were define your target audience, develop a compelling value proposition, and optimize your marketing channels. This week, we're going to be talking about its next set of recommendations. And it starts with number four on its list is: 4. Enhance Your Customer Expe

David: Hi, and welcome to the podcast. In today's episode, co host Jay McFarland and I will be discussing the AI Approach to Multiply Your Sales. This is part one in a multiple part series, and we're going to start off with targeting, communication, and reach. Welcome back, Jay. Jay: Hey, David, it's great to be with you. I'm really excited about this series because I think a lot of people shy away from AI. Or they're getting into it and they're hearing a lot of the things that it can do, but they're not sure how to approach it or even if it's the right thing to do for their business. David: Yes. Agreed. And the way this actually came about is that we've been talking for a while over the course of the past several weeks in particular about multiplying your sales. And some people really struggle with this concept. And I thought, well, what does AI have to say on the topic, and how does what AI says about it relate to what we do, and how we help our clients, and do these things line up? So I thought what I'

Don't expect to grow your business if you can't multiply sales. Most people love the idea of multiplying their sales. But many don't know how to do it, and some just have a really difficult time getting their heads around the whole concept. So today, I'd like to show you how everyone who's starting out, DOES multiply their sales. And I'd like to share a clip from one of our training programs that explains a key concept that is critical if you ever want to grow, or yes, multiply your sales. And that concept is Your Next Desired Benchmark. Recently, I released a video talking about how one of my clients grew her sales from $250,000 a year to over a million. People love her story. They think it's great. But quite a few said that they didn't think it applied to them, because the numbers were too big. So instead of her story, let's talk about yours. Unless you buy or inherit an existing business, you start out at zero. If you stick with it, you'll go through a series of stages, or benchmarks. For example

If you’re not generating the level of sales you’re capable of in your business, the real cost of inadequate sales is a lot more than you think. And it’s not just the cost of the sales you’re missing out on. When you operate a business that consistently generates inadequate sales, revenue, and income, you’re effectively starving your business of the oxygen it needs to survive. Inadequate sales chokes a business, stifles its growth and can threaten its survival. So today, let’s take a look at some of the real costs of inadequate sales in your business. Generating significant sales in your business, or at the very least “adequate” sales is critical for many reasons. First and foremost is the financial stability necessary for survival. When you generate significant sales, it gives you the stability necessary to cover all your operational expenses, pay your vendors, pay your people, invest in growth, and make sure the business remains sustainable in the long term. Your sales growth directly impacts your