The New Sales Alchemy
About two years ago I became more disciplined about asking how new clients found me. Over 90% were from a referral from a colleague or reading one of my books (often because of a referral from a colleague).
Marketing is not rocket science. And to keep it simple, I’ll remind you of this:
- Most important purchase decisions are made on the basis of peer-to-peer reference.
- You need to be highly visible in the “public square.” Books are more popular than ever. I have four coming out this year.
- Traditional “selling” is dying. The future is enabling the buyer to buy, and that’s often best done through customer evangelism.
The “alchemy” of the future is in bringing your customers and prospects together in common experiences, physically and/or remotely. Then get out of the way.