What the F— Happened? 4 Tips to Prevent You from Falling off Your Horse.

Recently a friend of mine called me up and said, “Cole, what the hell are you doing? What you put on (said social network) isn’t becoming of you. If you’re not happy, don’t bitch and moan about it, do something about it. I’m really disappointed in you.”

Yeah that actually happened, but let’s be honest this could of been you. We all fall off the horse from time to time. We often find ourselves going in the right direction, only to fall off and find ourselves drifting away. It happens to all of us. Hell it’s happened to me on more than one occasion than I can count.

The question is though, how do we stop this from happening? In the above instance, my friend was right. I was falling off the horse and a swift kick in the pants was all I needed for me to get back in the saddle. We all fall off our horses but the key I’ve learned is to find out how not to fall off too often.

Here are 4 tips that have helped me from doing exactly that.

  1. Take a look at the people you surround yourself with. You’re an average of the 5 people you surround yourself with. If things aren’t going well, chances are you’re surrounding yourself with the wrong people.
  2. Ask yourself if you have ME time. Me time is so crucial in today’s world in where we get bombarded with messages 24/7. Take time to go get lost in the woods or get lost in a new city. You’ll thank me later.
  3. Disconnect from social media and stop comparing yourself to others. Stop looking at social media. Stop reading blog posts about people’s lives. Don’t worry about them, worry about you.  These highlight reels often give us images that aren’t perfect and are always superficial. It’s important to understand that no one is perfect, we’re all fighting our own battles.
  4. Purge it all. Do you really need everything that you own in life? Do you really? Purging items, both emotionally and physically can help you move on from events that are weighing you down.

Now following these 4 tips doesn’t mean you’re not going to fall off the horse or drift off course, but they will allow you to be saved if you do.

What Neal Isaacs Taught Me About Selling

Neil Isaacs - Online Prospecting and Sales

This past week I had the pleasure of having seasoned sales veteran Neal Isaacs talk about the art of selling to the Triangle Marketing Club. During his talk, Neal brought up a term that I had never heard of before “Touch Points”. Though the term “touch points” is new to me, it’s a term that I’ve longed thought about even though I never had a word to describe it.

– What Are Touch Points –

If you’re selling something in today’s world you need to think about the touch points. A touch point is defined as the process of  touching a customer along the selling process to help them make a decision that you would like them to make.

For example, a phone call to a prospect might be your first touch point and an email six weeks later might be another touch point. As seasoned sales vet like Neal will tell you, it’s important to have multiple touch points along the way. Especially if your sales funnel is relatively long. For most B2B businesses, you can have anywhere from 5 – 6 touch points until a prospect converts.

– Know Your Touch Points –

It’s important to know your touch points, whether you are in the business of selling or marketing. As mentioned above, some customers might need to be touched 5 – 6 times along the sales funnel before they convert, while some only need to be touched once if your sales cycle is shorter.

Though every business and customer is different, it’s important that you know how to make a variety of touch points through out the sales funnel.

The following is a 5 touch point plan that has been successful to me, will help any sales person both new or old, retain customers attention and help them convert more sales along the way.

  1. The Pitch(Cold Call or Cold Email). The initial touch point starts out in a variety of ways, depending on your business. This first touch point can be a cold call or cold email, or a follow up to gage a customer’s interest.
  2. Next Connect With Them on Social. Once you’ve made that initial connection, it’s important to reach out to them via social media. You want to be able to throw trust signals to your customers about yourself and your business, so connect to them via communication channels that will serve to promote your skills and experinece.
  3. The One on One. You’ve connected to them online and by phone, now ask them for a one on one. This one on one will be an open and frank conversation about yourself and what you can offer, and also what their needs are.
  4. The Thank You – This is the part where most people fail. Don’t forget to thank them for their time either via email or by social media, after the one on one. Display to them your thankfulness for their time and you look forward to talking to them in the future.
  5. Find Ways to Help Them – If you’re in the business of selling at this point you should know whether the client/customer has the money to spend on your services. Whether they will buy from you or not, it’s important that you keep them as a connection and follow up with them on things that will help them. Remember just because they are not a customer of yours now, doesn’t mean they won’t be in the future. By helping their business grow they might remind you in their time of need.

Remember these 5 steps don’t need to happen all at once, but implemented over time they will help your customers convert. To paraphrase Neal “some customers are harder to sell than others, and even some projects can take up to a year to sell, but with the right amount of touch points you should be able to close any project.”

To learn more about Neal connect with him on LinkedIn and to learn more about the Triangle Marketing Club, visit them at TriangleMarketingClub.com.

Introducing The Triangle Marketing Club

Give, Give, Give, Ask

It’s funny how networking and drinks can lead to something. It seems just like yesterday that Chris Douglas came to me and said we need a mentorship program, that connects recent graduates with marketers and business people here in the Triangle. What led to a long conversation with Chris and conversations with many other people, has led me to be proud to announce the Triangle Marketing Club.

The History of the Triangle Marketing Club

I like to think that the Triangle Marketing Club began with a few conversations that I had with my co-founder Chris Douglas, but it really started way before that. It’s origins go back to the early days of the Triangle marketing and networking scene. Back when people like Wayne Sutton and Jeffrey Cohen were still running around and building their early careers. Pioneers like them and the people who came after them really defined what the Triangle is and has become, a blossoming place for entrepreneurs, marketers, and business people of all kinds.

These days we now have the Triangle AMA, Raleigh Public Relations Society, Raleigh AIGA, and many other organizations that have become the hub for many Triangle creatives. That said though there’s not one spot that brings them altogether and that’s the goal of the Triangle Marketing Club, a 100% FREE organization that brings everyone in the marketing scene together.

Who Are We?

The Triangle Marketing Club is an organization dedicated to bringing like minded triangle marketers altogether in one house. One month we could be taking about the state of marketing, next month we can talk about those early things you need to do as you become a CMO, and next month we could be talking about video marketing…the topic ideas are endless, because so is marketing.

Marketing is ever changing and in a world where there are so many touch points the Triangle Marketing Club hopes to touch all of it. But wait…there’s more.

Not only do we want to serve as a hub for all of your marketing needs, we also want to empower the people of tomorrow. Either if you’re changing careers or a recent graduate, we’d love to help you. Email myself or my co-organizer Chris Douglas and we’ll connect you to one of the many awesome people that makes the Triangle great. We’ll base the people we connect you with on your skill set and what you’re looking to do. The Triangle has many great connectors and we want to use them to help you grow.

Follow us on Twitter or join our Meetup page here. Fail or succeed, our goal is to bring value  to you the individual each and every month. Please join us as we take on the journey that is the Triangle Marketing Club.

***We’re also looking for sponsors. Message me to find out how you can get your company involved.