Canlı oyun akışlarıyla gerçek bir deneyim sunan bettilt profesyonel bir platformdur.
Kart oyunlarından slot makinelerine kadar bettilt çeşitliliği kullanıcıları cezbediyor.
Her oyuncunun güvenliğini sağlayan bettilt anlayışı sektörde yayılıyor.
Rulet, poker ve slot makineleri gibi seçeneklerle dolu bettilt bölümü farklı deneyimler yaşatıyor.
Why Emotions, Not Logic, Drive Business Decisions
Why Your Sales and Marketing Are Clashing—and How to Fix It Most businesses think they’re dealing with logical buyers when it comes to sales. People present their objections as rational concerns—price, timing, risk, etc. But here’s the truth: humans make decisions based on emotions, not logic. Understanding this distinction is key to overcoming objections and closing more deals. In this article, we’ll break down: The difference between logical and emotional objections Why emotions drive decisions, backed by research How to respond to common logical objections with emotional answers How status and fear of judgment impact buying behavior How this applies specifically to industrial manufacturing and commercial construction The Difference Between Logical and Emotional Objections Buyers often present objections rooted in logic: Price: “It’s too expensive.” Timing: “It’s not the right time.” Functionality: “Will this solve my problem?” Risk: “What if it doesn’t work?” Alternatives: “Is there something better?” But beneath these surface objections lie emotional drivers that influence the decision-making process. Here’s how they often break down: Price: Fear of wasting money or being seen as reckless. Timing: Fear of missing out on the best opportunity or acting too soon. Functionality: Doubt about choosing the right solution and the anxiety of failure. Risk: Fear of making a mistake and losing credibility. Alternatives: Fear of choosing the wrong option and regretting it. Research: Why Emotions Drive Decisions Neuroscientist Antonio Damasio’s research found that people struggle to make basic decisions when the brain’s emotional centers are damaged. Without emotional input, they can weigh the pros and cons of a decision indefinitely without ever concluding. This shows how emotions help us assign value to options and drive us toward action. People don’t buy products or services. They buy the feeling they expect to have when they achieve their desired outcome. A study published in the Harvard Business Review showed that emotionally connected customers are more valuable than those driven purely by logic. These customers: Are less price-sensitive Stick with brands longer Are more likely to recommend products and services to others Overcoming Logical Objections with Emotional Responses To effectively handle objections, you must shift the conversation from logic to emotion. Let’s break down common objections and how to reframe them using emotion-based responses. 1. Price – “It’s too expensive.” Logical objection: The buyer perceives the cost as too high. Emotional response: Appeal to the feeling of relief they’ll get when the investment solves their problem. Frame the expense as an investment in their future success, offering long-term value and peace of mind. Example response: “Imagine how relieved you’ll feel when this solution saves you time and resources. The investment will feel small compared to the results you’ll get.” 2. Timing – “It’s not the right time.” Logical objection: They believe delaying the decision is safer. Emotional response: Highlight the regret they’ll feel if they miss the opportunity. Tap into their desire for control and momentum by showing how acting now puts them ahead. Example response: “Think about where you want to be in six months. Acting now will put you in control of your results rather than waiting and falling behind your competition.” 3. Functionality – “Will this solve my problem?” Logical objection: They doubt the product or service will be delivered as promised. Emotional response: Focus on the certainty and confidence they’ll gain by choosing a solution tailored to their needs. Example response: “You’ll feel confident knowing we’ve helped companies like yours solve this problem. You’re not just buying a product—you’re buying peace of mind.” 4. Risk – “What if it doesn’t work?” Logical objection: Fear of wasting resources or damaging credibility. Emotional response: Alleviate their fear by showcasing success stories and providing reassurance that choosing your solution is the smart move. Example response: “Choosing this solution is a calculated move. Imagine the security you’ll feel knowing you’ve made the right decision, backed by real results.” 5. Alternatives – “Is there something better?” Logical objection: They want to explore other options. Emotional response: Appeal to their desire for certainty and the fear of regret if they don’t choose the right option now. Example response: “Other options may exist, but none are as focused on your specific needs. You’ll feel reassured knowing you’ve chosen the solution built to deliver what you’re looking for.” Status and Fear of Judgment in Buying Behavior People are not only driven by emotions but also by how they think they’ll be perceived. Status is a powerful force in decision-making. Nobody wants to be seen as making a dumb choice. Buyers fear looking incompetent, whether to their peers, bosses, or themselves. This concern is especially prevalent in industrial manufacturing and commercial construction—driven by big-ticket decisions and high stakes. Here’s how it plays out: Price: They don’t want to be judged as reckless or wasteful for overspending. Timing: They don’t want to seem impulsive or indecisive. Risk: They fear losing credibility if the decision backfires. Alternatives: They want to appear as having made the smartest, most informed decision. To address these concerns, position your solution as the smart choice that makes them look capable, competent, and forward-thinking. Example response: “Industry leaders choose this option because it’s proven and delivers results. Imagine how your team will respect the decision when they see its impact.” Applying Emotional Selling to Industrial Manufacturing and Commercial Construction In industrial manufacturing and commercial construction, buyers may seem driven by data, specs, and budgets. But at the core, they still want to feel secure in their decision. They want to know that the equipment, services, or solutions they invest in will protect their reputation, drive results, and bring peace of mind. Here’s how emotional selling works in these industries: Focus on reducing their anxiety: They’re making high-stakes decisions. Paint a picture of security and certainty. Leverage social proof: Case studies and success stories can provide the emotional reassurance they need. Highlight the future outcome: Show them how their decision will lead to confidence, control, and satisfaction once the results come in. Critical Takeaways for Selling with Emotion Emotions drive decisions, even when
Why Your Sales and Marketing Are Clashing—and How to Fix It
Why Your Sales and Marketing Are Clashing—and How to Fix It Growth Marketing/Home Post/Sales If your sales and marketing teams aren’t working together, you’re losing more than just time and money. You’re missing out on valuable opportunities and frustrating potential customers. This disconnect often stems from unclear branding and inconsistent messaging, leaving both departments working at cross-purposes. Here’s why this matters and how you can fix it. The High Price of Misalignment When sales and marketing don’t work together, the costs extend far beyond wasted resources. You’re sacrificing crucial opportunities and alienating potential customers. This misalignment creates a fractured approach that drains your budget and erodes your brand’s credibility. Prospects receive inconsistent messages, leading to confusion and distrust. The damage isn’t just financial—it’s a hit to your reputation and growth potential. Addressing this issue isn’t just an option; it’s imperative for survival and success. The Branding Breakdown The core problem often lies in muddled branding and messaging. When your marketing materials fail to convey your value proposition clearly, sales teams are left scrambling with poorly qualified leads. Meanwhile, if sales isn’t in sync with marketing’s latest updates, they lack the tools to engage prospects effectively. This disconnect creates a jarring, inconsistent experience for buyers and a dysfunctional sales funnel. The fallout is more than lost sales—it’s a fractured brand identity that undermines your entire strategy. The Power of Emotion-Based Messaging To bridge the gap between sales and marketing, focus on emotion-based messaging. This approach goes beyond simply listing features or technical specs. It’s about connecting with prospects on an emotional level, addressing their core desires and pain points. Common Approach: “Our product offers state-of-the-art features like real-time analytics and seamless integration with other software. It improves efficiency and productivity for your team.” Revised for Greater Impact: “Imagine effortlessly streamlining your workflow, freeing up time for your team to focus on what truly matters. Our solution transforms your daily challenges into a smooth, efficient process, letting you achieve more with less stress and hassle.” Emotion-based messaging taps into what prospects truly care about— their fears, aspirations, and needs. By aligning your message with their emotions, you create a compelling narrative that captures their attention and builds a meaningful connection. This emotional engagement makes prospects more likely to trust and choose your business. Without this focus, your marketing efforts may fail to resonate, leading to missed opportunities and disengaged prospects. Emotion-based messaging is a crucial strategy for driving action and growth, transforming your approach from ordinary to impactful. Creating a Unified Buyer’s Journey With a solid emotional connection established, it’s essential to ensure that this momentum carries through to every stage of the buyer’s journey. A seamless transition from marketing to sales is critical for maintaining engagement and converting leads into loyal customers. A unified buyer’s journey demands that sales and marketing collaborate effectively. Both departments must align on a clear, consistent brand message and work towards common goals. Marketing should create messages that resonate emotionally and guide prospects smoothly through the decision-making process. Sales teams need to be equipped with insights and tools to engage prospects meaningfully and close deals successfully. Example of a Unified Buyer’s Journey: Marketing Awareness: A prospect sees an ad that highlights how your solution alleviates their biggest pain points and enhances their workflow, capturing their interest. Lead Nurturing: They receive follow-up emails with personalized content addressing their specific needs and showcasing real-life success stories, reinforcing the emotional connection. Sales Engagement: When they inquire further, the sales team is equipped with insights on their interests and concerns, enabling a tailored discussion that addresses their challenges effectively. Seamless Conversion: The sales team presents a solution that aligns with the prospect’s emotional drivers and vision of a better future, facilitating an easy decision to move forward. By integrating emotion-based messaging into a cohesive strategy, you ensure that prospects experience a seamless journey from initial interest to final purchase, enhancing both engagement and conversion. Tangible Tools for Alignment: To ensure this alignment, both sales and marketing need to leverage tangible pieces that support each stage of the buyer’s journey: One-Page PDFs: These concise documents can summarize key value propositions or product features, making them a handy tool for both marketing to attract interest and sales to close deals. Blog Posts: Regular blog posts can address common pain points, showcase success stories, and reinforce your brand’s message, helping to nurture leads and keep them engaged. Social Media Posts: Strategic social media content can raise awareness, drive traffic, and keep your audience informed, aligning with sales efforts to engage prospects at the right time. Videos: Engaging videos can demonstrate your product’s value, provide customer testimonials, or explain complex concepts, making them powerful tools for both attracting and converting leads. White Papers: In-depth white papers offer detailed insights and solutions to your prospects’ problems, establishing your brand as an authority and giving sales teams valuable content to share with potential clients. Combining these tangible tools into a cohesive strategy ensures that your prospects experience a seamless journey from initial interest to final purchase, enhancing both engagement and conversion. Building a Vision of the Future When your sales and marketing are aligned, they create a compelling vision of a better future for your prospects and your company. Show them how your product or service can solve their problems and improve their lives. This focus on the prospect’s future outcome makes your messaging more persuasive and actionable. Steps to Align Sales and Marketing Develop Clear Branding and Messaging: Ensure your brand message is consistent and resonates with your target audience. Implement a Unified Strategy: Create a strategy that integrates marketing and sales efforts with shared goals and metrics. Enhance Communication: Foster regular communication between sales and marketing teams to address any discrepancies. Leverage Emotion-Based Messaging: Craft messages that appeal to your prospects’ emotional drivers and focus on their desires and needs. Track and Adjust: Continuously monitor performance and adjust strategies to maintain alignment and effectiveness. The Impact The divide between sales and marketing is
How An Industrial Manufacturer Boosted Sales By Focusing On Perceived Value
How An Industrial Manufacturer Boosted Sales By Focusing On Perceived Value Growth Marketing/Home Post/Sales Separating your company from all the rest can be challenging in the industrial manufacturing sector, where competition is fierce and technical specs often dominate the conversation. This was the reality for John, one of my clients, the owner of a mid-sized manufacturing company specializing in precision components for heavy machinery. Despite producing top-tier products that met rigorous industry standards, John’s pipeline had dried up, sales were stagnant, and his market share was slipping away to newer competitors. Working with John, we quickly realized that his company’s value wasn’t being emphasized at all, and they were relying on their years in business and current clients for the bulk of their revenues. In this competitive environment, they were losing market share. By understanding this, we began to shift our approach, focusing on the emotional drivers behind his customers’ decisions and the importance of perceived value. This change in strategy transformed his business. Many of his quotes were dead, and a long string of unqualified prospects wasting his salespeople’s time. After working together they were closing more deals (for example one for $1.6M and another for $685K). This was bringing in more qualified leads which will turn into more new clients faster and in perpetuity. Here’s how we did it and how you can apply the same principles. Understanding Perceived Value: It’s Not Just About Price Perceived value is the customer’s view and how they feel about your product’s worth, often surpassing its utility or cost. While many business owners, especially in industrial manufacturing, focus on the technical aspects of their products, they often overlook the importance of how their products or service is perceived. It’s all about THEM and their challenges and not about your company. The FOCUS should always be on the customer during every touchpoint along the buyers journey. Emotional Drivers: Elevating Perceived Value In industrial manufacturing, decisions aren’t based on just specs and numbers. They’re deeply influenced by emotions. Understanding these emotions is key to increasing perceived value. Imagining a Better Future:Clients need to see how your product or service will improve their business and lives. When they envision smoother operations, reduced stress, and hitting targets, they see your product as the gateway to a better future. This vision drives their desire to act. Indirectly that makes their life better with reduced personal stress, anxiety and pressure. Desire for Security:Your customers crave stability. They want assurance that their investment is safe and that your product or service will deliver consistent results. Position your offering as a reliable, smart choice that secures their business’s future, and back it with strong guarantees and you will be light years ahead of your competition. Fear of Mistakes:The fear of making the wrong decision is powerful. In high-stakes industries, a wrong choice can lead to costly downtime and lost contracts. When your product minimizes risk, it becomes more than a solution—it offers peace of mind. This also allows the decision maker to feel their job or company will not be in jeopardy. Professional Reputation:Clients also consider how their decisions reflect on their careers. By choosing your product or service, they want to be seen as leaders who make smart, impactful choices, that not only benefit the company but all their employees. Your product or service should be positioned as the trusted choice of industry experts, enhancing their professional image. Tapping into These Emotions Use Stories and Case Studies: Highlight how your product or service has helped others succeed. Visuals: Show the positive outcomes and results your product or service creates. Empathetic Communication: Address clients’ fears and desires directly. By focusing on these emotional drivers, you elevate the perceived value of your product or service, making your company the clear choice for your clients/customers. Urgency: The Psychological Push to Take Action Urgency in this context isn’t about creating artificial scarcity but about making potential clients realize the critical importance of addressing their problems now. The psychology behind this is simple: People will do more to avoid pain than to gain pleasure. For your clients, the pain might be operational downtime, costly errors, or missed opportunities in a competitive market. Critical Need for Action: You tap into the natural human instinct to avoid pain by highlighting the serious consequences of inaction. When potential clients understand that delaying a decision could lead to significant setbacks—whether it’s in terms of lost revenue, increased costs, or falling behind competitors—they are more likely to take immediate action. We used this approach to great effect. Instead of simply promoting John’s products, we focused on educating his prospects about the potential risks and costs of not addressing their manufacturing challenges. We emphasized the urgency of solving these issues before they escalated into bigger problems that could cripple their operations. This strategy made the decision to act an obvious and necessary one. Enhancing the Customer Experience: More Than Just a Transaction Your customer’s experience with your product or service plays a significant role in how they perceive its value. A seamless, premium experience—from the initial inquiry to post-sale support—can justify a higher price point and increase customer loyalty. Professional Presentation: High-quality visuals, detailed case studies, and polished branding all contribute to a premium feel. This isn’t just about looking good; it’s about creating an impression of quality and expertise that customers are willing to pay for. Exceptional Service: Personalized support and a commitment to solving customer problems are key. When customers feel valued and understood, their perception of your product’s worth increases, making them more likely to purchase and return for future business. Strategic Pricing: Positioning Your Product Correctly Competing on price alone is a losing battle. Instead, focus on how you can position your product or service to highlight its unique benefits and the outcomes it delivers. Tiered Pricing: Offering different packages at various price points can help you cater to different customer segments while showcasing the additional value each tier provides. This approach not only attracts
How to Differentiate Your Business Through Value
How to Differentiate Your Business Through Value Content Marketing/Digital Marketing/Growth Marketing/Home Post/Sales You’re in a crowded market, and it feels like you’re just one of many. Standing out can seem impossible. But here’s the truth: Most businesses miss the mark when creating real value and articulating it in an easy-to-understand way. This article will show you how to tap into what your customers genuinely want so you can rise above the competition and make your business unforgettable. Importance Of Differentiation Through Perceived Value Imagine your customers choosing you over everyone else because they see something unique in what you offer. This goes beyond having the lowest price or the flashiest ads. It’s about creating a connection where your customers feel understood and valued. When they perceive your business as different and better, they become loyal. They tell others about you. This perception of value sets you apart and drives your growth. Without it, you’re just another option in a sea of choices. Make your business the one they can’t ignore. Preview Of The Key Strategies To Be Discussed Creating value requires understanding your prospects’ perceptions. This is how they interpret and make sense of your product’s value based on their experiences, beliefs, and external influences. It’s not what you think your business offers. It’s what your customers believe they are getting and how it will improve their lives. This article will show you how to penetrate your customers’ minds. You’ll learn to tailor your offerings to meet their needs. We’ll discuss how to develop a unique selling proposition that stands out. You’ll see why delivering consistent quality and innovation matters. We’ll explore ways to provide exceptional customer experiences that make a lasting impression. You’ll get tips on communicating your value effectively. Finally, we’ll cover how to use customer feedback to keep improving. These strategies will help you shape how customers perceive your value and set you apart in the market. Understanding Your Customers You’ve heard this before, but what have you done about it? This is about ownership in your company and getting results. You don’t need expensive market research to understand your customers. Simple Research: Start by talking to them directly. Engage in conversations, ask questions, and listen closely to their responses. Utilize customer feedback forms to collect information. This hands-on approach will give you valuable insights into their behaviors, preferences, and motivations. When you truly understand what drives your customers, you can create products and services that resonate with them on a deeper level. This direct engagement helps you build strong relationships and deliver real value. Identifying Customer Pain Points And Desires To create value, you need to understand what frustrates your customers and what they truly want. This is getting inside their head and discovering what keeps them up at night and how their lives are affected. The goal is to show you can get them out of that emotional pain and into the vision of a better future. Identifying these pain points and desires helps you tailor your offerings to meet their needs. Here are a few strategies to get you started: Explore Online Forums and Reddit: Dive into online forums and Reddit threads related to your industry. See what people are discussing, complaining about, and wishing for. These conversations can reveal common issues and desires that you can address. Analyze Competitor Reviews: Look at the reviews and feedback for your competitors. Identify common complaints and unmet needs. This can highlight gaps in the market that your business can fill. Leverage AI Tools: Use AI-driven tools like sentiment analysis to scan customer feedback and social media posts. These tools can help you identify patterns and common pain points that might not be immediately obvious. Understanding these pain points and desires allows you to address their specific needs. When you solve their problems and fulfill their wishes, you create a perception of value that goes beyond the product itself. This deep connection fosters loyalty and sets your business apart from competitors. Communicating Your Value Effectively Your ideal prospect will not know the value of your service or product until you effectively communicate it to them in your marketing and sales. Think about the last time you went to purchase a service you needed. You were doing your research and came across a company that provided no clue what they did and if it’s for you. What happened next? You were gone forever, and that is a lost opportunity (of many) for that company. Here’s how to do it effectively: Craft Clear and Targeted Messages: Ensure your marketing messages are straightforward and speak directly to the emotional needs and desires of your target audience. Avoid jargon and focus on the benefits that matter most to them. Use Storytelling: Share stories that highlight how your products or services have positively impacted customers. Real-life examples create an emotional connection and make your value more relatable and memorable. Leverage Multiple Channels: Use a variety of communication channels to reach your audience. This includes social media, email marketing, content marketing, and more. Each channel offers a unique way to reinforce your value and engage with customers. By implementing these strategies, you can effectively communicate the value of your offerings, making them more appealing and compelling to your customers. Tailor Your Offerings To Meet Your Prospects Specific Needs To stand out in a crowded market, your offerings must resonate deeply with your customers on an emotional level. Identify the core emotions that drive your customers’ decisions. Whether it’s a desire for recognition, a need for security, or the pursuit of happiness, align your offerings with these emotions. By doing so, you create a connection that goes beyond the product itself. Here are three more effective strategies: Create Personalized Experiences: Develop customized solutions that make customers feel special and understood. Personalization can be as simple as tailored recommendations based on past purchases or more complex like bespoke service packages that address individual preferences. Tap into Emotional Triggers: Identify the emotional triggers that
What Is The Cost Of Doing Nothing?
What Is The Cost Of Doing Nothing? Digital Marketing, Growth Marketing Digital Marketing,Growth marketing / admin As a business owner and an entrepreneur, it can be a lonely, scary and frustrating ride. Ups and downs in your business are common nature. The peaks and valleys can be daunting and stressful both personally and professionally. You got into business for your own specific reasons. Whether that be freedom, be your own boss, not making someone else money, or you have been a self-motivated, driven person your entire life. Because we are a digital marketing and consulting agency, we are here to talk marketing (and advertising). Many of you have tried (a little bit) marketing and advertising with minimal results. You got disenchanted with it, to the point of feeling burned. It’s a horrible feeling, but if used as a learning lesson can be both liberating and valuable moving forward. What Choice Do You Have? Today’s landscape is ultra-competitive. Everyone is battling to win the customer. If you want to succeed in business you have basically 2 choices. You can do nothing and hope for the best, or you can step up and compete. The choice is yours but choose wisely as it will determine the fate of your business very quickly. One of the most famous CEO’s in our country if not the world is Jeff Bezo’s of Amazon.com. He is quoted saying something that has really impacted me and I mention it to all our clients. “The business that’s willing to spend the most to acquire a customer wins!” No business owner wants to hear those words, and that does not mean wastefully spend the money. It means wisely invest the money. Just take a look around at the top businesses in your city. If I were a betting man they are investing the most to be found everywhere their ideal customers are. They are winning! I once had a very successful, wealthy mentor say something to me that I will take to my grave. “Wealthy people get their money to make more money.” This is how you should think about your business. It’s the same thing as re-investing back in your business to grow it. Watch what happens to your business when you take this approach. Marketing Is A Cost Of Doing Business You can have the best product or service in the world but if no one knows about it, it doesn’t matter. All the hard work to make it the best is for not. If you’ve worked that hard to create something so great, it is your duty to tell the world about it. One of the most effective ways is through local digital marketing. Everyone is on the Internet. You’ve got to be found when people are looking for your service. This is the warmest lead you will ever get for your business as they are searching for your service most likely on google. When you implement effective local seo your business comes up on people’s phone and they call you. You win the customer. What’s that worth to your business to be found when people are searching for the service you offer? As much as you may have a bad taste in your mouth regarding marketing, it is a necessity to compete in your local market. The key is to test and tweak your marketing on a consistent basis until your marketing message is connecting with your ideal customer and they are taking action. Your Next Step If you have a strong desire to grow your business, we may be a good fit. Contact us today to get on a strategy call where founder Mike Pedersen will do a live audit of your website and online presence to show you the hidden opportunities for you to grow your revenues.
Here’s Why There Is No Guarantee With Marketing
Here’s Why There Is No Guarantee With Marketing Growth Marketing, Website Design Growth Marketing,Digital Marketing / admin I have spoken to hundreds of business owners the past 15 years who have felt burned by marketing agencies and professionals. I can understand why you would feel that way but in this article, I want to explain why no marketing agency can guarantee new clients, customers, and patients. The Goal Of Marketing Effective marketing accomplishes 3 basic goals: Awareness: Good marketing will increase awareness of your product, service and brand. If people don’t’ know about you it does not matter how good your product or service is, you will have a very difficult time surviving. Visibility: This goes hand-in-hand with awareness. Every company and business needs visibility in the marketplace. All of your competitors are there, so you better be too. If not, again you will most likely not survive. Interest: This is the big one for most of us marketing agencies and professionals. Our job for our clients is visibility, awareness but more importantly interest. That is someone who raises their hand and contacts our clients. Whether that is schedule an appointment or a call. There is the definition of marketing from my over 20 years of doing it for businesses. No Guarantee With Marketing Now here is where it may controversial for you the business owner, but after I explain you may have a better, more realistic expectation from your marketing. You Are Dealing With Human Emotion In any business transaction, even with fortune 100 companies, you are working with human beings. And human beings by nature make many decisions on emotion (and gut). Because of this, they can be inconsistent with their commitments causing them to not go through a purchase or make an appointment. When a human being does not go through with a buying commitment it is not the fault of the marketing company. No way! That is out of our hands. And truthfully, if you want a successful business you should have someone in a sales position in your company who follows up diligently. Without follow up you will not grow your revenues, as most people need to be contacted 7-12 times before they take an action. Timing Is Everything Think about everything in your life. Meeting your partner, spouse or even a good friend. Timing played a part in it, didn’t it? If you wouldn’t have been at that place, at that time, and seen them you may never have met them. The same goes with an interested customer/client/patient (lead in marketing terminology). They showed interest from our marketing, even scheduled an appointment or made a verbal commitment to you, and did not go through with it. When a prospect (lead) fails to keep their commitment it could have been for so many reasons. Something came up like a family sickness or emergency. Lost their job. Got in a fight with a family member. Car accident. The list goes on-and-on. When this happens do you tell your marketing company they were bad leads? I’ve gotten this one and to be quite honest it’s irritating. That situation, with that person (lead) had nothing to do with us and the quality of the lead. The Difference Between Sales And Marketing There is a huge difference between sales and marketing and every business must have both in place to grow their revenues. Marketing gets the lead, sales closes them. Pure and simple! In a lot of companies depending on the size, there is a disconnect (almost competition) between sales and marketing and what their roles are. If you have a business of $3M – $10M and above you’ve most likely have experienced this. Both teams are pointing the finger and no one is taking responsibility for their role. For a business owner, has to be extremely frustrating. The sales department or person is responsible for the closing of the deal or transaction. Many times in small businesses that is the business owner themselves. Ultimately, people are buying you. They are trusting you and your product or service. Follow-Up Is Critical When you want to grow your revenues the key to the kingdom is a steady flow of leads, consistent follow-up, and closed business deals (purchases, etc.). Statistics show it is a minimum of 7 touches before a prospect takes action. So good marketing is consistent messaging being show to a prospect over-and-over, and when the prospect raises their hand, it’s onto the sales process. So again…sales and marketing are not the same. They are very different in their roles and responsibilities. Setting Realistic Marketing Expectations This is where some marketing agencies and professionals have dropped the ball in my opinion. They want the new client so bad they will over-promise and under-deliver, without setting realistic expectations and educating the business owner, CEO, founder what the real numbers are. Know Your Numbers It is critical you know your numbers, whether the marketing agency (or your sales team) shares them with you or not. Here are some numbers to know: Cost To Acquire A Customer/Client Conversion Percentage (how many leads to get a booked appointment, or commitment to do business) Closing Percentage (leads divided by closed business) When you know these numbers, you can now set up a budget for your marketing that will be realistic, and you will have a better understanding of what to expect from that marketing investment. I hope after reading this article you don’t have such a negative viewpoint on marketing, as it is a must for any business to not only grow but survive. Without marketing, your business may fail. What would that look like for you and your family? Next Step If you truly want to grow your revenues, I am offering a complimentary, 15-minute business overview, (live evaluation) for business owners who want to see what the possibilities are. Contact me here to set up the call.