Improve Marketing Emails to Boost Sales

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Everyone has experienced the sensation of being overwhelmed by seemingly useless emails filled with coupons, special offers, information about new product launches and other messages you do not have time to read. Business users sent and received on average 121 emails a day in 2014, and this is expected to grow to 140 emails a day by 2018. While it can be annoying to receive messages from every company you ever purchased something from or expressed interest in, email is a necessary part of business and making sales in the digital age.

If you as a business owner or employee of a company are annoyed by the number of messages you receive from businesses you have interacted with in the past, you have to assume that your current or potential customers may feel the same way about emails you are sending them.

Instead of sending the same tired sales and marketing emails you typically blast to customers, take this week and the following tips to put a new spin on your digital customer communications.

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About the Author

John McGeeJohn McGee, President OptifiNow

As the President of OptifiNow, John leads the company’s vision, strategy and growth. John founded OptifiNow to solve a common problem of enterprise customers – the shared struggle of managing national and global sales teams with brand and legal compliant messaging. OptifiNow was built from the ground up by simplifying the complex needs of customers. The result is a software platform that delivers a complete suite of customer engagement solutions for its clients.

John has a BS in Engineering and Computer Science from Loyola Marymount University, and is a proud California native. He lives in Los Angeles with his wife, and their 3 children.

It’s a GREAT year so far… or is it?

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How’s it going? I mean this year so far? Accomplishing what you thought you would? On the path of amazing achievement? Or are you stuck in neutral, or worse, reverse?

I am AGAINST ‘having your best year ever,’ but I am in favor of ‘having a great year.’ How’s your year so far?

Having a great year is not a matter of doing one thing right – or even making one thing better – it’s a matter or making everything better, so that you can get to GREAT or BEST in whatever you do.

Here is my list of challenges for your GREAT year. Read them carefully and begin with one or two. But all must be initialized and put into action to really have a GREAT year.

1. Define yourself.
2. Develop a sales mission statement.
3. Have a deep belief in the five critical areas of selling.
4. Develop greater pride in accomplishment.
5. You are what you eat.
6. Get rid of one time-waster.
7. Read a book every two months.
8. Get your (sales) pipeline full.
9. Meet your monthly sales quota by the second week of the month.
10. Start branding yourself socially.
11. Get up earlier.
12. Begin capturing your thoughts and ideas in writing.
13. Give one speech.
14. Write one article your customers will read.
15. Make sales at breakfast.
16. Keep your present customers loyal to you and your company.
17. Double your testimonials.
18. Double your referrals.
19. Record your sales presentation.
20. Start every morning with Yes! attitude.
20.5 You’re not alone. Create a mastermind.

Here are two of the challenges that are the ‘kick off’ of this series. I will elaborate on several others over the next few weeks.

2. Develop a sales mission statement. Your company has a mission statement, and you can’t recite yours to me, or even come close. The reason? Because it’s a bunch of corporate marketing drivel that you don’t believe in, let alone memorize. Dude, IT’S THE MISSION! What you need is a sales mission – a reason to walk in the door with information the customer can use, be memorable about it, and walk out the door with a signed contract and a check. The mission that you can all embrace and live by is: ‘Get the customer to buy from me, and make the experience so memorable that they buy again, and tell other people how great my product is, and how great I am.’ That’s an easy mission for you to live by. Mission statements are not meant to be memorized. Mission statements are meant to be incorporated into your philosophy as something that you carry with you as a statement of action. It’s the MISSION.

6. Get rid of one time-waster. I’m asked one question more than any other: “Jeffrey, how can I better manage my time?” Let me give you the answer to that question: You already know what to do with your time – what the hell are you asking me for? I’m going to write a book on time management entitled, You Already Know What to Do, You’re Just Not Doing It. You don’t need a course in time management (which by the way I consider the biggest waste of time). What you need is a lesson in how not to procrastinate. It’s not a matter of managing your time, it’s a matter of doing what you know you have to do, but are just not doing it. The easiest way for me to describe this procrastination situation is to offer you a tip – a time management tip. Here it is: Get rid of one thing that is currently wasting your time. The example I most often give is watching TV news programs, or watching television dramas. If you spent as much time studying how to get your voicemail messages returned, as you did watching some stupid television show, in a year you could be a world-class expert giving seminars for high fees on how to get your voicemail returned. You don’t need to manage your time, you need to allocate your time. You need to invest your time in things that matter, in things that will build your success, and in things that will allow you to have a great year.

Well, there are two sales-shots in the butt. Two or three more next week. I am determined to give you the insight and the tools to have a great year.

I’d love to know what you are doing to have a great year. Send an email to [email protected] and some of your ideas will be posted on my Facebook page.

About the Author

Jeffrey GitomerJeffrey Gitomer is the author of The Sales Bible, Customer Satisfaction is Worthless Customer Loyalty is Priceless, The Little Red Book of Selling, The Little Red Book of Sales Answers, The Little Black Book of Connections, The Little Gold Book of YES! Attitude, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching, The Little Teal Book of Trust, The Little Book of Leadership, and Social BOOM! His website, www.gitomer.com, will lead you to more information about training and seminars, or email him personally at [email protected].

Coping with Workspace Envy, What to do when your workspace options are limited

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Have you ever wondered what it would be like to have table-sized touchscreen tablets like they do at Microsoft? Or to work in colorful open spaces like Airbnb’s new headquarters in San Francisco?

For many companies, budgets are tight and options are limited — so there’s no way you can purchase funky new furniture let alone do something like put a mini-basketball court in a meeting room. Your company isn’t about to move. So what can you do?

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About the Author

Carol KeoghCarol Keogh, President and CEO, ESI Ergonomic Solutions. As President and Chief Executive Officer of ESI Ergonomic Solutions, Ms. Keogh oversees the production of innovative, high-quality ergonomic work tools that contribute to improving employee productivity and well-being. Named a finalist for the Ernst & Young Entrepreneur of the Year Award, Ms. Keogh currently serves on the BIFMA Board of Directors.

The Holy Grail of Content Marketing – and When to Recommend It

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With much of the business world abuzz about content marketing, smart marketers are taking stock of opportunities for their clients to use the power of story to convey a message and build stronger brands. Conspicuously absent from most content strategies, however, is the granddaddy of all content marketing: writing a book.

The benefits of launching a book are many: increased visibility and credibility, tighter messaging, an angle around which to build a publicity campaign, a tool to acquire new business, and more. But writing a book is a daunting task for most, and a long process to boot. On top of that, many would-be authors doubt whether their ideas are book-worthy. So as a trusted advisor, when should you include writing a book in the recommendations you provide to your client? Here are four key elements to look for:

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About the Author

Tanya HallTanya Hall is the CEO of Greenleaf Book Group, a publisher and distributor with a specialty in developing non-fiction bestsellers and brands. Learn more at http://www.greenleafbookgroup.com/home and connect with Tanya on Twitter at @tanyahall.

Have your BEST year ever? Or have a GREAT year?

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I’m challenging you NOT to have your BEST year ever. Rather, have a GREAT year. A great family year. A great achievement year. A great money year. A great health year.

The secret of ‘great’ is NOT to start with ‘it.’ The secret of ‘great’ is to start with ‘you.’ ‘IT’ is I’m gonna buy a new house this year, and ‘YOU’ is I’m gonna study the science of asking questions. ‘IT’ is I’m gonna get something material, and ‘YOU’ is I’m gonna improve myself. To HAVE great, first you must BE great, and DO great.

Start here:
Define yourself. In order to be able to have a great year, the first person that you have to come to know, on as deep a level as humanly possible, is you. Personally, I define myself as a father, a grandfather, a friend, a writer, a speaker, an idea person, a happy person, a thinker, a traveler with endless wanderlust, and a lover of fun and fine things. Contrary to what you might think, I’m not a ‘people person.’ I’m a one-on-one person. I get loyalty by giving loyalty. And I seek new knowledge every day.

Have you ever defined yourself? Have you ever thought about who you are? Much less – have you ever written it down?

And so your first challenge is to book a DAILY hour with yourself. Find a comfortable chair, and open your laptop or tablet to Microsoft Word, and define who you think you are. Or better, who do you think you are at the moment, and make all decisions based on the person you want to become. Once you define yourself, you’ll ascertain both where you are and where you want to grow.

I’ll share one other personal insight with you. I also define myself as the ‘king of sales.’ It’s a personal feeling. And a sense of self-confidence that I carry with me wherever I go. When you define yourself, make certain that you include everything that you are great at. In order to have a great year, you have to think of yourself as great. Even if it’s the ‘greatest salesperson in the company,’ or ‘great dad.’ Whatever it is, to be great – or to have great – you have to think great.

In order to have a GREAT year, you have to do great things and take great actions.

Here’s your list:
1. Define yourself. Read and implement the paragraphs above.
2. Develop a sales mission statement. Something that drives you into the sales call, and have an order in hand when you leave.
3. Have a deep belief in the three critical areas of selling. Company, product, and self.
4. Develop greater pride in accomplishment. No bragging, just humble self-pride.
5. You are what you eat. Stop the fat BEFORE it enters.
6. Get rid of one time-waster. I recommend TV, but you make your own decisions.
7. Read a self-help or business book every two months. Six a year.
8. Get your (sales) pipeline full. Double your pipeline and you’ll double your sales.
9. Get your monthly sales quota met by the second week of the month. It’s easy to do, just turn off the TV.
10. Start branding yourself. Become known as a person of value. Build personal reputation.
11. Get up earlier. Start your day with you, not the news.
12. Begin capturing your thoughts and ideas in writing. Every day, immediately as they occur.
13. Give one speech. Join toastmasters and participate.
14. Write one article your customers will read. Something that helps them and brands you.
15. Make sales at breakfast. Have coffee with a customer or prospect at 7am every day.
16. Keep your present customers loyal to you and your company.
17. Double your testimonials. Testimonials can make sales when salespeople (you included) cannot.
18. Double your referrals. Most people ask for referrals. Big mistake. The best way to get a referral is to earn one. The best way to get a referral is to give a referral.
19. Record your sales presentation. If you want to hear the funniest thing you’ve ever heard in your life, record yourself making a sales presentation.
20. Start every morning with attitude. Wake up tomorrow morning and grab an attitude book off your bookshelf, or open your iPad, and read a few pages.
21. Get great at social. Build a great social following, social presence, social brand, and social reputation.

21.5 You’re not alone. Create a mastermind. All salespeople are in the same boat. The Good Ship Lollypop. Unlimited income potential, while sailing in rough (often uncharted) waters. The good news is, you’re not alone. Create a mastermind of non-competing salespeople and leaders to talk about problems, success, and opportunities in common. Don’t live or die by the numbers. Have a support team to give you a positive idea transfusion once a month.

Having a GREAT year is not a matter of doing one thing right – or even making one thing better – it’s a matter or making everything better, so that you can get to GREAT.

Now you have all of the 21.5 elements. Print them out and post them so that you continually remind yourself of all the elements that it takes to have a great year. Having a great year requires both full dedication and constant reminder.

I hope you have a GREAT year.

About the Author

Jeffrey GitomerJeffrey Gitomer is the author of The Sales Bible, Customer Satisfaction is Worthless Customer Loyalty is Priceless, The Little Red Book of Selling, The Little Red Book of Sales Answers, The Little Black Book of Connections, The Little Gold Book of YES! Attitude, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching, The Little Teal Book of Trust, The Little Book of Leadership, and Social BOOM! His website, www.gitomer.com, will lead you to more information about training and seminars, or email him personally at [email protected].