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Education Based Marketing the New Sales Paradigm for Relationship Selling

Written by: Leanne Hoagland-Smith

Article Overview: Are you engaged in the old paradigm of sales based marketing? Have you heard of education based marketing? If you believe in relationship selling and wish to increase sale, then you may need to change your sales paradigm.

Education Based Marketing the New Sales Paradigm for Relationship Selling

Are you engaged in the old paradigm of sales based marketing? Have you heard of education based marketing? If you believe in relationship selling and wish to increase sales, then you may need to change your sales paradigm.

First, let’s take a few moments to understand the word paradigm. This word's origin means "to show beside (an) example." In modern terms, it has come to mean a model as in Sales Based Marketing where the goal is to make the sale.

Now with the Internet providing a plethora of information and becoming the yellow pages of Cyberspace, the marketplace has changed. Sales professionals today must be able to demonstrate their value and using the paradigm of Education Based Marketing is a really great way to do just that – provide value through education. Sales Coaching Tip: The outcome is the ability to increase sales faster than you thought possible.

This change of paradigm may require you to give up some existing beliefs about selling such as "I hate to talk to strangers" to "I cannot give anything away" to :Why give someone else a sale?". For in education based selling, you may talk to a lot of strangers, but you will only give away to potentially qualified customers. What this means is that you will need to invest the time to determine if this person is a right fit for what you do and for the solutions provided by your products or services.

However, relationship selling is all about finding the right fit and being authentic with your potential qualified customers (a.k.a. prospects). Education based marketing allows you to better qualify your prospects and become that "un" sales person given that most people in business including small business owners, executive coaches, professional services, do not like the label of sales person, salesman or saleswoman.

TAKE ACTION SALES COACHING TIP: If you want to become the expert in relationship selling, the showcase that expertise through education based marketing. Forget about making the sale, but actively work to educate and therefore earn the sale.

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  Observations of Changing Paradigms In The Workforce From Your Strategic Thinking Business Coach
  Dramatically Increase Sales Conversion Rate Using Education Based Marketing
  To Sell or To Educate That Is the Question Behind What Makes a Great Salesperson

Article Tags: education sales, executive coaches, few moments, marketing, marketplace, plethora, professional services, prospects, relationship selling, sales coaching, sales paradigm, sales person, sales professionals, showcase, small business owners, what this means, yellow pages



Related Forum Posts
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
Local Chamber of commerce - I would suggest something that has been under the radar for about 6 months now that I've been using for about a year and there is nothing like it.. Success On Contact it is referred to as a Permission Based Relationship Marketing Software. It has all the basics like list management, contact management, campaign management and such, but also integrates with inbound and outbound VoIP like Vonage, Skype and J2 Communications ( will actually automatically attach voicemails to contact record with play button), or create a new contact record if it does not recognise the inbound number calling. It also integrates with just a few clicks with web based voicebroadcasting services. Let's see what else...oh, internal email and newsletter client, newsletter and pdf post card and sales campaign creation. It also automatically pulls leads from your websites into your contact manager without you lifting a finger and notifies you within 60 seconds to your desktop that you have a lead and it is automatically databased according to advertisement, product/ service campaign so you can track seamlessly where your leads are coming from. This is my favorite feature, because thru out the day, my recontact due icon pops up to let me know I have a new lead, I just click on the new name in the recontact due and pops up the full record all filled in (no wasted time entering data), I click on the Skype button (I use Skype..but it could be your land line..etc.) and presto, I'm talking to my prospective client in less than 2 minutes from the time they opted for more information. and many times while they are on my site. Typing notes in the contact record along the way and engaging them immediately in my sales process.
webinars on Autoreponders - Evan, putting it that way you may have a point - the effort doesn't seem to pay off. If you could score webinars with people you profile I can see word getting around and that driving traffic to your site and exposing them to the content you already have on the site. Based on the types of businesses approaching you to do these webinars you could also have them set the whole thing up and all you are doing is exposing it to the group. Example a webinar on Autoresponders and Email Marketing. I'm sure there are companies out there that will do the whole setup for you.
Ivy League vs. Affordable school - To play devils Advocate .... Prestigious school vs. Education I can afford? Does going to a prestigious school gaurantee success? I'm sure it helps - imagine the contacts made - powerful I assume. Also there is the pressure of being an alma mater of a school where everyone else is driven to succeed by thier parents. But, what if you got the "Education you can afford". It's still education. You are forced to analyze, engage in relationships, manage your school mates, and deliver on deadlines. What's the common denominator when you get out of school? Is it the ability to take action? The ability to see the big picture and then take the necessary actions to bring a project to completion? There's that action word again! what do you think?


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