The Mitch Seigel Blog

Opening the Door to Sales

Submitted by Mitch Seigel on Tues, 02/02/2016

The topic most discussed about the sales process, by far, is closing the sale. While closing is obviously important, because that’s when the transaction takes place, I would like to suggest that opening a conversation is even more important. Think about it; how can you close a sale if a conversation has not been developed first?

What causes you to market?

Submitted by Mitch Seigel on Tues, 01/26/2016

In the age of ROI, it is imperative that there is a reason, a cause, for marketing. Marketing to only brand your product or service is just not cutting it any longer, not to mention, only affordable by a few elite companies.

Why objections are a good thing!

Submitted by Mitch Seigel on Tues, 01/19/2016

When you are in the sales process with prospective clients it is always advised to draw all objections from your client. This may sound exactly opposite of what you may do, or have done for years. At the same time, it is quite true that this actually speeds up the sales process.

Planning strategically is the only way!

Submitted by Mitch Seigel on Tues, 01/12/2016

Over the years I have worked with hundreds of businesses, small and large. A very common theme among them all is that the founders of the company are extremely visionary. At the same time, moving from the vision to opening and operating the business is not the founders most enjoyable part of the process.

Bringing Down the Wall of Resistance

Submitted by Mitch Seigel on Tues, 1/5/2016

If you are finding trouble in opening the door to your target clients, perhaps the reason is because the wall of resistance is at 100%. In addition to having your targets in your daily plan to contact, you should also be working at all times on finding connections that can soften the introduction.

Advertising Overload

Submitted by Mitch Seigel on Tues, 12/29/2015

For many hard copy print publications, the last fifteen years have been rocky times, leading many to close their doors, or drastically cut staff to stay in business. For those staying in business, online options for advertisers has been a saving grace, until recently.

Listening With Your Brain

Submitted by Mitch Seigel on Tues, 12/23/2015

A major part of the sales process is listening to your client. The level of listening is as important as whether you are listening at all. Most people, including me, at various times, lose focus on our client, and think about the next question we are about to ask, while the client is answering the previous question. This lack of focus often times leads to a misunderstanding, and in some cases, to lost sales!

Accountable Marketing

Submitted by Mitch Seigel on Tues, 12/15/2015

With the vast choices we have today in which to market our products or services, it has become more and more important for the marketing planner to be accountable to the plan being implemented. For those just getting started in marketing, it wasn’t always that way.

Follow up; Sooner or Later?

Submitted by Mitch Seigel on Tues, 12/08/2015

A major part of time management is in your follow up. What is your timing on getting back with clients? If they are clients with whom you met you should be following up with a thank you note immediately. If there were questions that needed to be answered, this should be done inside forty eight hours. If you have new clients you are pursuing, you should be waiting at least two days between contacts, unless you have been given instructions otherwise.

Media Buying in the 21st Century

Submitted by Mitch Seigel on Tues, 12/01/2015

We are digitally connected to the world-online, mobile, tablets, and more to come. Still the most return for your dollar spent is through traditional media; television, radio, direct mail, out-of-home and yes, print!