Sales and Marketing: Know and Apply The Separate But Equal Ideology

There are only three ways to get more business or more revenue: you can get more clients, you can sell to your clients more often with more products or services and you can increase your fees or prices.

Now it may be the introvert in me yet I think there is one key reason so many people in sales are not at the top of their game, whether employees or independent professionals. It’s is because of confusing sales with marketing and vice versa, there’s not a foundation on which to sell successfully.

Marketing leads selling with finding out about what your customer needs, promotional messages and overall being strategic about informing customers what you offer.

Have you ever been to a networking event where shortly after you ask of someone, "And what do you do?" the start going into a sales pitch? Then they keep on going even if your eyes are glazed over?

This usually is ego on steroids.

It makes me cringe. Networking is not the place to be selling. Networking’s best approach is to find out what you can about who you are talking with. That’s called, marketing research.

Selling is being other focused after you know what they want. In other words it’s about the potential customer, not what you do or have. Being naturally comfortable to talk a good deal about myself, my real strength is first listening to what others say. Of course, sometimes I do get whisked away into yap, yap, yap about me, me, me. It’s easy after so many years of selling under extrovert rules. But, I generally cut myself within seconds of hearing it go on.

Why is this important?

If you want your selling to be more successful, your marketing has to let your prospects know that you know them.

There are at least five ways to let your marketing open the door to selling for you.

For now know the distinction between sales and marketing. Think of them as separate but equal: without effective marketing, the sales don't happen. Until you focus on the buyer, how can you know what you need to talk with them about?



Sales and Marketing: Know and Apply The Separate But Equal Ideology - To learn more about this author, visit Patricia Weber's Website.

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