2. Probably the most
valuable skill to learn
is how to market
yourself effectively so
that you do not have to
sell at all!
3. THERE IS A VERY SIMPLE
FORMULA:
It’s simple math:
The more marketing you do, the less selling
effort you have to deal with.
S/M = Sales Effort
(S = Sales, M = Marketing)
4. If you currently spend
equal time selling and
marketing your product
or service, and then
decide to invest twice the
amount of time marketing
yourself, your product or
your service, then you
will end up expending
half the effort!
5. The more quality effort
you spend marketing, the
less you have to
physically sell. Prospects
put up their hand and
come looking for you
instead of you having to
go out and find them.
6. Sales effort is physical,
time-consuming,
fraught with objections
and requires great
personal skills and time
management.
7. Marketing is leveraging
your message to as many
of your target prospects
as possible without your
physically having to do it
yourself.
8. Develop a set of
marketing strategies, test
them and execute them,
and the sales will come
to you rather than your
chasing the sales.
9. It doesn’t matter how
many sales calls you
make: You will never get
to as many people as a
well-placed headline in a
magazine aimed at your
target market.
10. Nor will you ever be
able to compete with a
website that is
receiving thousands of
hits a day.
11. ANOTHER FORMULA FOR
THOSE WHO HAVE TROUBLE
WITH THE MATH:
S (Sales) x M (Marketing) = $Results
(Double “M” and spend half the time
on “S”!)
12. It’s critical to learn how to
balance your week
between actively selling
in front of live prospects
or customers and
developing a referral
stream through your
marketing efforts.
13. Basically, it’s the art of
having sales
opportunities come to
you. And perhaps even
more important, it’s the
process of increasing the
odds that leads will
convert to sales.
14. This was adapted from “SalesDogs: You Do
Not Have to Be an Attack Dog to Explode your
Income!” by Blair Singer, top sales and
leadership coach.
