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The future of selling is all about evangelism. Are your customers and clients “marketing” for you by word-of-mouth and unsolicited referrals? If not—if you don’t have a steady stream of inquiries from people who have been told about you by your clients—then you aren’t sufficiently demonstrating A) the value  you’re delivering, and B) your unique and vital role in that value. This usually happens when you stop talking to the buyer and focus entirely on implementation.

This is the marketing business. You need to think about marketing your value all the time.

When people ask me, “How much time should I devote to marketing?” I respond, “How much time do you have?”

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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