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Apr, 26 2012 | Referral Sales

How to Get People to Open and Act on Your Emails

Shift the focus of your emails to your prospect (it’s not about you) and watch your sales take off! In keeping with my theme of “Get Personal,” I’m sharing with you a blog by email marketing and copywriting guru, Ivan Levison. Ivan is king when it comes to content. Change your message from one that’s […]

Apr, 19 2012 | Referral Sales

Ditch the Personal Pronoun

Shift your sales conversation from product features to the results you deliver. “I don’t care about you. I only care about what you can do for me, my team, and my organization.” That’s what our prospects and clients think, but it’s probably not what they say (at least not to your face). Our clients don’t […]

Apr, 05 2012 | Referral Sales

Get Personal – Southwest

You’d be surprised how a small thing, like a birthday card, can make a difference in a business relationship. I love Southwest Airlines. I actually believe that this big airline cares about me. I recently had a birthday (no tears, I’m glad about it!). Life is high touch. Southwest understands this. (I appreciate a hand-written […]

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