September 25, 2013 at 10:21 AM

Sales Follow-up – Frequent & Consistent

Action Wednesday/Process

By James Glover

Once a Day Marketing

James Glover, That Branding Guy, provides the inspiration and ideas for you to build more mindshare and capture marketshare with your customers in his Once a Day Marketing blog. Tune in often to his short, entertaining and practical marketing and branding tips and watch your organization become more successful and profitable.

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Once a Day Marketing™ featured video blog: Sales Follow-Up

Hello, I’m Jim Glover, That Branding Guy, for Once a Day Marketing. Today is Action Wednesday and we are discussing sales and how it is related to branding and top of mind.

As you now know, branding is the process of creating the right image of your product or service in the mind of your customers. Marketing is the communication of your compelling message that is relevant and will resonate. Sales is being in the right place at the right time when that customer finally wants to buy a product or service and they chose yours.

In my production days I once received a call from a crew member asking if I had any production job available. I didn’t have anything at that time but I told him I would call him when I did. Five minutes later I received a call from a client who hired me to produce a national television commercial. Five minutes after that another crew member called asking me for a job and you know what, I said "Perfect timing, I need someone for this new production, you’re hired." Crew member #1 was already out of mind.

Over time I have developed a few sales rules of my own. First, it’s ok to be persistent with a potential customer within reason. Next, it’s ok to be even more persistent if you feel they really do want your product or service. I believe sometimes customers just forget like I did, so you need to remind them. Lastly, secure a yes or no because a maybe will not move you any closer to closing the deal.

Once a Day Marketing™ positions brands to become #1 in the minds of target customers. Visit our website at www.onceadaymarketing.com. Contact James Glover at (505) 501-1330 or email glover@onceadaymarketing.com. Listen to Ask Those Branding Guys™ every Monday at noon (MDT) streaming live on SantaFe.com KVSF 101.5 FM.

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