Tag Archives: “barry moltz”

Trust – Fancy Website or Human Voice

11 Oct

A great comment from Barry Moltz:

“Many years ago small businesses wanted to appear large so customers would trust them. They produced fancy stationery and secured a respectable business address. This has all changed with the Internet, where customers value the human voice. Now every business wants to appear small and provide personal service to its customers.”

And I agree.  I was quite happy to stop the renewal order of new stationery and envelopes and instead spent it on a better website.  But still recognized that a website wasn’t enough, that customers expected a contact link that included phone and address.  It was acceptable that the address wasn’t local as long as there was a viable address.  More importantly was ensuring the phone was answered by a person instead of an automated system.  At my small companies, everyone was the receptionist because the call rang to everyone if the frontline people were otherwise engaged.

The next level of trust that customers are looking for includes customer ratings.  Think what eBay, Amazon and others started to ensure customer feedback is reflected back to prospects.  Having peer ratings for Inquisix referrals was a key point to the system.

To build trust in today’s market, make it easy for the customer to research and buy your offerings.  No more paper or offices but a well-designed website, a human answering the phone and trust ratings from customers are the new trust factors.

Inquisix on the Business Insanity Radio Show

18 May

barrymoltz

Barry Moltz has a radio show where he will, “… talk about all the craziness of small business.” Last week’s theme was sales & marketing networking thru social media and he invited me to talk with him. You can listen to my portion of the show below.

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Barry had a few guests on his show along with me, including Alyssa Dver from my last post.  His show was also the inspiration for my post on why the cold calling process is like, “putting lipstick on a pig” which generated quite a few comments. If you’d like to listen to the whole 30 minute talk, go to Barry’s website here and listen to episode #40. You’ll find a wealth of information on his site so enjoy.

Happy Ears Are Bad For Forecasting

15 May

Alyssa Dver is author of, “No Time Marketing” and was recently on Barry Moltz’s Business Insanity Radio show again. She had a great quote that was both funny and deadly accurate.

She said that “Happy Ears” is her term for confusing prospect enthusiasm with purchase authority.

What a great quote! It should be one of your top concerns when submitting your forecast to management. And management should be filtering forecasts with same consideration.

What about your forecast, does it have too many opportunities in it based on Happy Ears?

Improve Your Message Before You Call

7 May

Since I have that fancy letter “C” as the first letter in my title as Chief Sales Officer, I get quite a number of cold calls.  Of course it just makes me cringe to be called by someone who hasn’t even spent a minute looking at our business and developing a message about their solution that I’d care about.  But I do enjoy critiquing in my mind their pitch.

Some would like to rename cold calling.  I recently heard it called “introductory calling” in an interview done on Barry Moltz’s talk radio show.  I don’t know, seems analogous to putting lipstick on a pig.

lipstickpig

Instead of just renaming the term, Nigel Edelshain of Sales 2.0 has written a 24-page ebook on turning cold calls into social calls.  He reviews the new Sales 2.0 techniques and tools to “…help you with the three most critical factors: talking to the right people, establishing relationships and using changes in your buyer’s environment.”

You can download Nigel’s book for free here.  Adding his blog to your RSS reader is also well worth it.