Gini Dietrich

Join Tom Martin for a Special Livefyre Q&A Today

By: Gini Dietrich | October 23, 2013 | 

Join Tom Martin for a Special Livefyre Q&A TodayBy Gini Dietrich

If you love to make cold calls, please raise your hand.

Bueller, Bueller? Anyone?

As it turns out, not only do most of us hate cold calling, we hate receiving cold calls.

Sure, there is the thinking that cold calls work because no one makes them anymore, but when was the last time you made a phone call and the person actually answered their phone?

Enter Tom Martin. Tom is the author of The Invisible Sale, which shows you how to use social media, content, and email marketing to prospect through influence, create more qualified leads, shorten your sales cycle, and increase your conversion rates.

Tom is on a 10 city charity book tour (which started in Chicago on Sunday) and might be coming your way soon! He’s in New York City tonight, Washington, D.C. tomorrow, Atlanta on Friday, Dallas on Sunday, Austin on Monday, and back home in New Orleans on Tuesday.

If you live in any of those cities and want to see Tom live, check out the event listings here.

If you don’t live in any of those cities, don’t worry your little head! You can get Tom live, in the comments here, today!

Today’s Livefyre Q&A

At noon ET (that’s 11:00 CT, 10:00 MT, and 9:00 PT for those of you who can’t do time zones), Tom is going to be hanging out in the comments so you can ask him anything and everything about the book, how he’s feeling on day four of his 10 city tour, his favorite thing about New Orleans, if he thought Sean Payton deserved his suspension, or how to sell invisibly.

In order to participate, all you have to do is:

  • Make sure you have a Livefyre account or be ready to sign in with one of your social networks.
  • Set a reminder for noon ET today.
  • Order the book so you can help Tom out, but also get your learn on.
  • Create a list of questions.
  • Come back here, scroll to the bottom, and write a comment in the form of a question. As soon as you hit “post comment,” Tom will see it and reply to you. You can even join the conversation around questions others are asking, if you like.

We’ll be here for an hour so you can join us the entire time or step in and out during the hour. It’s entirely up to you; just make sure you’re here before 12:59.

Win a Copy

Those of you who participate in today’s Livefyre Q&A (even if you’re late to the party, but not if you’re an Arment Dietrich employee) will be entered in a random drawing for a free copy of the book.

We bought two copies and will give them away, but you have to actually leave a comment, ask a question, or participate in the chat to be entered in the drawing. Otherwise we won’t know you were here.

Get ready with your questions and join the conversation. And don’t fear! If you missed the live portion of this, we’ll keep the drawing open until midnight PT so you still have time to get in your questions.

Former Guests and Who’s Next

For former guests, check out Margie ClaymanSarah RobinsonMark StoryBeth HaydenSarah EvansStanford SmithChris BroganC.C. ChapmanMitch Joel, Danny Brown, Chuck Hemann, Michael Brito, and DJ Waldow.

And following is the lineup through the end of the year so mark your calendars!

Same bat time, same bat channel.

  • November 13 – Ahava Leibtag
  • December 18 – Jay Baer
  • January 15 – Yours truly, for Spin Sucks
  • February 19 – (still working on next year’s schedule)

About Gini Dietrich

Gini Dietrich is the founder and CEO of Arment Dietrich, an integrated marketing communications firm. She is the author of Spin Sucks, co-author of Marketing in the Round, and co-host of Inside PR. She also is the lead blogger at Spin Sucks and is the founder of Spin Sucks Pro. Join the Spin Sucks   community!

  • I’ll be there!

  • As will I! This sounds fantastic. Now can you send me a reminder to set a reminder? Thanks.

  • I don’t even HAVE a home phone anymore. And *never* answer my cell if I don’t know the number. This is gonna be a GREAT chat. 🙂

    • belllindsay You don’t even answer when you do know the number.

    • susancellura

      belllindsay I’m the same way!

    • belllindsay I have been debating that one but haven’t made the plunge yet. Any regrets at all?  I never answer the phone if I don’t know the number either. Sometimes I do miss an important one but that’s what vm’s are for right?

    • belllindsay I gave up my landline and, get this, still use the number anytime I have to register anywhere because I don’t ever, ever want to give my cell # to anyone I don’t know.

  • Really looking forward to this!  Working with a new client and I have a feeling this will be a relevant issue for them! See you in a bit…oh, and RebeccaTodd this is your reminder to set your reminder! 😉

  • DallasK

    I’m actually thinking I might gain some knowledge from this….

  • We’ll get started in five minutes! 🙂

    • DallasK

      belllindsay HOORAY!

      • DallasK Should we synchronize our watches..?

        • belllindsay DallasK I asked for a reminder reminder, but nooooooo…

  • Welcome to today’s Q&A folks!  Gini’s in a meeting that’s running a little late, so I’ll get this ball rolling – Tom, why does cold calling get such a bum rap?

    • belllindsay I can’t hear the discussion. Can you turn up the volume knob, please?

  • TomMartin

    Well I think it doesn’t so much get a bad rap as folks just hate doing it. It’s emotionally draining because 99% of the time the outcome isn’t what you want/need.

    • TomMartin People hate doing it…and people hate GETTING cold calls. Is this a new trend…or have people always been less than receptive to the practice?

      • TomMartin

        belllindsay TomMartin have you ever picked up an inbound call (which likely interrupted what you were working on) and been happy to find out it was a sales call?

    • DallasK

      TomMartin 1% seems like a pretty ridiculous ROI.  I’d much prefer to contact people via social media or e-mail.

      • DallasK TomMartin Dallas, isn’t emailing “the new cold call”?

        • TomMartin

          belllindsay DallasK TomMartin no think that’s the LinkedIn invite 😉

        • TomMartin belllindsay DallasK HAHA! Very true!

        • TomMartin belllindsay DallasK Hah totally! I actually got spammed after adding a local on linked in. Great.

        • TomMartin belllindsay DallasK And sometimes the twitter follow, followed by the spam direct message.

        • LSSocialEngage TomMartin belllindsay DallasK Yup – got one of those this morning. I *literally* groaned.

        • LSSocialEngage TomMartin belllindsay DallasK Ew THE WORST!

      • TomMartin

        DallasK TomMartin totally agree — but for so many in sales — especially b2B — that’s what they’re taught and that’s what they do. It’s sad but true.

        • DallasK

          TomMartin DallasK So, how do you market without being immediately dumped in the spam bucket?

        • DallasK TomMartin Me, I write personal emails. That’s it. Not blanket blasts. Ugh.

        • DallasK TomMartin You read Tom’s book, silly. 😉

        • DallasK

          belllindsay DallasK TomMartin Actually, I’m going to buy it.  SO there!

        • TomMartin

          DallasK TomMartin my approach is to define Propinquity Points — those places my prospects are frequenting in search of information to make them smarter or help them make a buying decision.
          Then I try and insert my content in those places. Where I can’t do that I try and participate in the community there via comments. 
          That way, my prospects bump into me and it starts the process of getting to know them and they getting to know me… track it all and then at the right moment, go say hello more directly.

        • TomMartin

          belllindsay DallasK TomMartin Where is the LOVE button 😉

        • DallasK

          RebeccaTodd DallasK TomMartin I promise you that as much as you think your e-mails are personal, there are still people who think of it as spam.

        • DallasK RebeccaTodd TomMartin Oh for sure! So they obviously are not a qualified lead. I would rather go where the interested people are, my fans. I actually have those, D.

  • susancellura

    Are there ways one can prepare/behave so as to have a better success rate than 1%?

    • susancellura 1% is pretty soul destroying! 😉

      • susancellura

        belllindsay I know! Remember door-to-door salesmen selling encyclopedias?

        • susancellura Are you calling me OLD?? {sadly, yes}

        • susancellura

          belllindsay No…myself.  🙂

        • belllindsay susancellura Right there with ya! 😉

    • susancellura TomMartin Especially when it’s so time consuming!

    • susancellura There are absolutely ways to pre-qualify- interested in Tom’s thoughts.

      • TomMartin

        RebeccaTodd susancellura Love using content marketing and tracking software to pre-qualify. Then once you absolutely know what they want… call them. Now you’re offering to solve a problem vs selling a solution.

        • TomMartin RebeccaTodd susancellura Yes exactly! My goal is to take one thing off of their plate, be helpful. “Don’t Jump To The Provide”

  • I loved your post about the sales radar vs. the traditional sales funnel. For someone tasked with creating nurture frameworks and behavioral workflows, the digital funnel model makes sense, but I see its limitations.
    Are we going to see a new model emerge or tossing aside the presumption that prospects never have moved linearly enough?

    • TomMartin

      jasonkonopinski I think we will eventually see a new model emerge…. but it will be slow. The old school sales folks just aren’t quite ready to let go of that funnel.

      • Agreed. It helps to conceptualize the stages, but that’s where the usefulness ends.

        • jasonkonopinski Your big words are making my head hurt! 😉

        • lizreusswig jasonkonopinski Yeah he’s looking to be featured on G2G.

  • Hi Tom! Q for you: What are some of the tangible tools you use to help shorten the sales cycle?

    • TomMartin

      KateFinley Love social networks and email… my email newsletters and “hey thought you’d find this interesting” emails are my #1 resource to shorten the cycle.

      • TomMartin OH I love the “Hey I thought you’d find this interesting” tip. I use that and agree it’s HUGE.

        • TomMartin

          KateFinley TomMartin #1 best lead gen/nurture tool in my toolbox. So simple, incredible open/click rates and no one EVER unsubs.

  • I had an old colleague I hadn’t heard from in a while contact me to tell me she was back on her own as a freelancer and was looking for good in-person networking opportunities. I have my own feelings on this but would love to hear your thoughts on lead share groups, business card exchanges, etc. Are they still valid and useful considering we can make deep and lasting relationships with people from the comfort of our own desks? Sorry, I tend to be wordy.

    • jonmikelbailey Your name’s wordy.

      • belllindsay jonmikelbailey I’ll kick your ass!

        • jonmikelbailey belllindsay How come he gets to swear on the blog and I don’t?

        • RebeccaTodd jonmikelbailey Because he’s wordy. {read: special}

        • RebeccaTodd jonmikelbailey belllindsay Yeah!  How come?!

        • lizreusswig RebeccaTodd jonmikelbailey belllindsay You get to use a$$ once, the rest of the time you have to use dollar signs.

        • belllindsay RebeccaTodd jonmikelbailey I’ll show you special! Wait, what does that mean?

        • jonmikelbailey lizreusswig RebeccaTodd belllindsay LOL

        • lizreusswig jonmikelbailey RebeccaTodd belllindsay Ummm…I rode the short bus. For reals. How does that not qualify me as “special”? Just ask my mum Ell Bee…

        • jonmikelbailey belllindsay I can’t believe this comment didn’t get filtered out!

        • ginidietrich jonmikelbailey He’s special. I already said. 😉

        • belllindsay ginidietrich jonmikelbailey Shows how much respect I get. I post a question… I get harassed (pronounced Harris’d).

        • jonmikelbailey belllindsay OK George W.

        • ginidietrich jonmikelbailey Move it back to the top JM – I think TomMartin missed it in all its wordiness. 🙂

        • TomMartin

          belllindsay ginidietrich jonmikelbailey TomMartin missed what? yes i must have

        • TomMartin belllindsay ginidietrich jonmikelbailey You fool me you can’t get fooled again.

  • TomMartin Can you talk a bit about the “invisible funnel” – what is it?

    • TomMartin

      belllindsay TomMartin its the part of the sales process that folks can’t see… where the buyer is self educating – – hiding behind the anonymity of a Google Search to do research without letting you know they are there or in the market. 
      Lots of companies think their sales cycle is shrinking – i disagree…think more of it is just becoming invisible to them

      • TomMartin Right. So how do we “un-invisible” it for them (I like made-up words).

        • TomMartin

          belllindsay TomMartin track everything… if you post content on someone else’s site using tracking links so you know when folks are coming to yours. 

          once they’re on your site… get them to download or subscribe to ANYTHING… get that email and name combo. Start tracking from there… marketing automation helps — Hubspot, Marketto, etc. so you can build a sales file on everyone.

      • TomMartin belllindsay So true…and yet I think it often confuses the process even more!

        • lizreusswig TomMartin belllindsay So embrace this freedom of information.

      • TomMartin belllindsay are there tools that companies can  use to make them more visible?

  • I still remember the days when my commission dollars were linked to talk time and dials/day.

    • jasonkonopinski Ew gross! How are you younger than me?

  • Question…in B2C (ie, Real Estate sales), what are some better alternatives to the cold/warm call?

    • lizreusswig Dazzle your initial Cs and it becomes C2C is my sassy reply.

    • TomMartin

      lizreusswig Educate the buyer — most folks buy what, 2-3 houses in their lifetime… it’s a huge, important investment. Be THE resource in your area… about everything that has anything to do with buying a home. Post it online… share it on social channels… I call it Painless Prospecting.

      • TomMartin Oh, I LOVE that – Painless Prospecting! 🙂

        • lizreusswig TomMartin Yes very nice!

        • TomMartin

          lizreusswig TomMartin been doing it for last 4 years.. .life is sooooo much better 😉

        • TomMartin Even the name creates a total different mindset…making the process sound more pleasant!

        • TomMartin

          lizreusswig TomMartin Bingo — language is powerful… use it to your advantage when trying to convey and sell your ideas and points of view

  • SavvyCopywriter

    Hi Tom! I need to pass out your book to some select people in a networking group I attended here in town that still believe cold calling is effective… (so much so that they give my number to people to call me, but never give me a heads up to expect the call or ask if it’s something I might actually be interested in.) 
    What are your thoughts on cold/warm emailing? For example, finding an influencers email address on a website and sending them a quick note about a piece they wrote. Effective? Annoying? I feel it’s less intrusive than cold calling, but still doesn’t always get a great response.

    • SavvyCopywriter I love this idea – it’s organic – build the relationship before you milk it! 😉

      • belllindsay SavvyCopywriter Why buy the cow…

    • TomMartin

      SavvyCopywriter personally I’d comment on the post first. Except for high comment sites like Gini’s — so many bloggers are suffering from comment decline. So it really stands out. 
      Follow them on Twitter — if they tweet — make friends there… 
      I’d wait to email them until you’ve demonstrated and achieved some level of relationship… think you’ll be more likely to get response to your email that way

      • TomMartin SavvyCopywriter So *that’s* why Brad Pitt never got back to me….

        • belllindsay TomMartin SavvyCopywriter Must be, he & I chat every day!

      • SavvyCopywriter

        TomMartin Great tips! As a blogger myself, I really value comments and enjoy engaging that way so I can see this working well. Thanks! 🙂

      • KateNolan

        TomMartin SavvyCopywriter Comments are like the introductory/awareness stage. You both have a chance to find some common ground plus once you’ve commented a few times and (hopefully) made some valid statements your name is more likely to stand out in a crowded inbox.

  • Great questions everyone, keep them coming! TomMartin What is the HECK is the science of propinquity?? And how does it relate to “The Invisible Sale”?

    • TomMartin

      belllindsay TomMartin Propinquity says that the closer proximity two people have physically or psychologically, the more likely they will develop a relationship. 
      You can apply the same science to content marketing — to move folks through Propinquity Continuum — Aware of Me >> Know Me >> Like Me >> Hire Me or do business with me.

      • TomMartin belllindsay “Propinquity Continuum”- Amazing!

      • TomMartin That’s exactly how Gini ended up with me on her team. We have a name for it now ginidietrich !!! 😉

        • TomMartin

          belllindsay TomMartin ginidietrich darn knew I should have copyrighted that 😉

        • TomMartin belllindsay ginidietrich The ElBeee Factor (insert TM here)!!!

        • lizreusswig TomMartin belllindsay ginidietrich YES!!! Post-worthy!

      • TomMartin I have to admit, I’m a total GEEK for science’y stuff like this. I will be researching – and writing – about propinquity. Thank you!

      • TomMartin belllindsay Makes sense and sometimes that process takes time. I find often people try to rush it or skip some of the above mentioned steps.

  • I’m out of my meeting! Trying to catch up on what’s already been asked so I don’t do a repeat. Back in a  second.

  • SavvyCopywriter

    Okay, another question @TomMartin 🙂 Do you see the new Hummingbird search algorithm making a super significant impact on the invisible funnel because of the hidden keywords? Some people are terrified about it, others (like me) are kind of indifferent but I’d love to hear your thoughts! Should I be panicking more than I am?

    • TomMartin

      SavvyCopywriter no because I’m not so SEO focused in biz dev. Only 10 companies (pages) win the google war… I don’t like those odds. So I try to optimze and encourage clients to do same but I spend way more time looking for Propinquity Points and trying to intercepta prospect BEFORE they’re even in the active research phase. 
      There are people far more talented at creating audiences than me… so I just offer to create killer content for them and then borrow those audiences from time to time.

      • TomMartin You can borrow our audience (cough, cough)

        • ginidietrich TomMartin Did Gini just give us away?

      • SavvyCopywriter

        TomMartin What would you say to businesses that are more focused in SEO? I agree with you but sometimes have a tough time getting clients out of SEO only mode and realizing that there are other ways to reach buyers

  • What if you run a business that doesn’t have self-educated buyers? Can you create the curiosity for them to want to learn more before they buy?

    • ginidietrich OOOOOO – great question!  If you build it, will they come?

      • lizreusswig Do we have to move to Iowa for that to happen?

        • ginidietrich lizreusswig No, but apparently I need to move to Chicago due to some scientific theory!!  LOL

        • lizreusswig I AGREE!!

    • TomMartin

      ginidietrich everyone’s customers self educate… IMO — heck even a restaurant decision takes 4.8 resources (according to ZMOT) before a person makes a decision. Unless you’re selling CPG products (and heck even those now days) the buyer is actively or passively researching purchase decisions.

      • TomMartin How many resources do you need to buy toothpaste? 🙂 That’s interesting, actually. I would have thought it’d be higher than 4.8.

        • TomMartin

          ginidietrich TomMartin depends… how serious are you about your teeth? 😉

        • TomMartin ginidietrich Gini has really nice teeth.

        • TomMartin Pretty serious! I’ve never had any dental work done. Don’t have a single cavity!

        • catrinasharp

          TomMartin ginidietrich Actually, I am very picky about my toothpaste. Good point.

        • ginidietrich TomMartin Dang, you even over-achieve in dental health! 🙂

        • ginidietrich TomMartin I’m jealous!

        • lizreusswig I overachieve in EVERYTHING. It’s a cross I bear.

        • catrinasharp

          belllindsay TomMartin ginidietrich I love the humor that exists in the SpinSucks livefyre chats. I need them more often in my life.

        • catrinasharp belllindsay TomMartin ginidietrich SCREENGRAB!!!

        • ginidietrich lizreusswig Wait, going to get my violin! 😉

        • ginidietrich lizreusswig It’s hard to be humble, too.

        • catrinasharp It’s like this every day. I don’t call this community the Crazies for nothing.

        • RebeccaTodd ginidietrich lizreusswig LOL!!!

        • ginidietrich TomMartin I remember toothpaste being mentioned in a class as a low-involvement good … grab and go. So that means it takes around 15 minutes for me to pick one because I have analysis paralysis 95% of the time.

  • catrinasharp

    I’m late to the party but I’d like to say that I love this topic, hate cold calls & cannot wait until companies truly understand how important learning more about and connecting with the buyer is! I hope it comes sooner than later! Okay.. now to catch up!

    • catrinasharp LOL! I had to catch up, too. It’s moving fast and furiously!

  • What are your favorite apps or software for creating high-quality content?

    • TomMartin

      ginidietrich geez — so many. Love DragonSpeak to write posts, etc. Especially their mobile app so I can walk on treadmill while writing a post. Love ScreenFlow to record preso’s and turn into webinars. I spent like 5 chapters in books reciting all my favs.

      • TomMartin I think five chapters is a bit of an exaggeration.

        • TomMartin

          ginidietrich TomMartin video, photo, text, audio, webinars — look it up dear 😉

        • TomMartin Ha!

      • SavvyCopywriter

        TomMartin ginidietrich Love this! I’m walking on my treadmill (at my treadmill desk) for this chat 🙂

        • SavvyCopywriter NICE!!

        • SavvyCopywriter TomMartin ginidietrich Cool!

        • TomMartin

          SavvyCopywriter TomMartin ginidietrich yep — my wfie keeps telling me I need to write more 😉

    • ginidietrich I’m fond of keyboards.

      • jonmikelbailey Ohhhh! Me too! Especially mine because it’s pink.

        • ginidietrich jonmikelbailey Do you seriously have a pink keyboard, Gini? Jealous.

        • DwayneAlicie Of course I do! Ask RebeccaTodd

        • ginidietrich DwayneAlicie RebeccaTodd She sure does! It’s super cute, like her. Can I say that? Too late.

        • RebeccaTodd DwayneAlicie OF COURSE you can say that!

  • Question for TomMartin … I had an old colleague I hadn’t heard from in a while contact me to tell me she was back on her own as a freelancer and was looking for good in-person networking opportunities. I have my own feelings on this but would love to hear your thoughts on lead share groups, business card exchanges, etc. Are they still valid and useful considering we can make deep and lasting relationships with people from the comfort of our own desks? Sorry, I tend to be wordy.

    • jonmikelbailey TomMartin Oh, please answer his question! 🙂

    • catrinasharp

      jonmikelbailey TomMartin I think it depends on the chemistry of the group. Some I find valuable and some I just find salesy and it is like “speed networking” in multiple infomercials. Headache! But I assume that if you make one or two valuable relationships, they are worth it.

      • catrinasharp jonmikelbailey TomMartin That’s my take on it, Catrina.

      • TomMartin

        catrinasharp jonmikelbailey TomMartin all comes down to intent. 
        If your goal is to give out 50 cards… it will suck and be unproductive. If your intent is to find 2-3 folks that you can help or that can help you… it’s wonderful.

        • SavvyCopywriter

          TomMartin catrinasharp jonmikelbailey How do you manage expectations when peoples intent differs from yours? Some people go to those groups to do nothing but hand out business cards, while others like the one jonmikelbailey is likely referring to want to make true connections and not risk getting cold called by people that she has no intent of doing business with. I’ve found that sometimes these groups can be a drain because, although my intent is to offer something of value and work with others who can provide me the same, others just want to SELL SELL SELL and that leads to me having to deal with an aftermath of annoying, unproductive cold calls (this has caused me to stop answering my phone for unknown phone numbers)

  • Why do you still use Typepad? I feel like all the cool guys still use it. Sigh…

    • TomMartin

      ginidietrich I don’t actually — my personal blog is on it — was too hard to move it — but use WP for my company blog. So much easier and more powerful.

      • TomMartin I was going to say — I’m on your blog right now! But yes, it’s your personal blog.

    • ginidietrich And what do the cool girls use?

  • We have a client whose sales force insists on using the “flesh grab” as their sales technique. We’ve been working with them for three years and one of the sales reps has made the transition to some of the things we do and, even though he’s had incredible results, the others still refuse. Any advice for getting them to at least experiment with us?

    • ginidietrich The “flesh grab”….ew.

      • belllindsay ginidietrich I don’t know what that means, and I am a bit frightened.

        • RebeccaTodd belllindsay The whole handshake, look them in the whites of their eyes, sit with them in person. I don’t think online replaces the in-person sale, but it certainly can get you closer to yes when you finally do sit down.

        • RebeccaTodd belllindsay ginidietrich You’re frightened? Really?

        • ginidietrich RebeccaTodd belllindsay Randomly kiss their cheek? At what point do I do that?

        • RebeccaTodd We both know you do it on the first meeting when I’m meeting with them, too.

        • ginidietrich RebeccaTodd So far it is a 100% success rate…what was that about not arguing with results?

        • RebeccaTodd Well, not yet!

        • ginidietrich RebeccaTodd Just you wait…

        • catrinasharp

          ginidietrich RebeccaTodd belllindsay (trying not to picture a flesh grab). I think the more you know before hand definitely matters. It shows that you care about their interests, their business and you took time to understand what their needs possibly could be. I see it just like a job interview. Know before you go!

        • RebeccaTodd ginidietrich Kissing cheeks can get so complicated. 1 kiss, 2 kisses, 3 kisses, right cheek first or left? Too stressful! What ‘s your go to kiss Rebecca?

        • catrinasharp ginidietrich RebeccaTodd belllindsay Great advice.

        • LSSocialEngage RebeccaTodd ginidietrich You’ve got to create FOMO around cheek-kissery.

      • belllindsay ginidietrich Is it legal?

    • ginidietrich Shouldn’t results be enough?

    • TomMartin

      ginidietrich gini show don’t tell. find the one or two that will be apostles and then help them succeed. ego and competitive spirit usually takes over from there and more folks get religion

      • TomMartin That’s exactly what we’ve been doing. But a couple of them still refuse. Alas.

        • ginidietrich TomMartin Pressure and support- let them thrive with you or whither on their own.

        • TomMartin

          ginidietrich TomMartin it’s a marathon not a sprint act accordingly 😉

        • RebeccaTodd ginidietrich TomMartin Yep…my guess is they’ll come on board or leave eventually

  • Who’s Sean Payton…??

    • belllindsay I love that you don’t even click on the link I put in the post before asking. Shall I help you find the footer?

      • ginidietrich BAHAHAHA!! I wanted TOM to tell me!

        • belllindsay He can probably help you find the footer, too.

        • ginidietrich Dear TomMartin – why is my boss always mean to me?

        • belllindsay Such an easy target!

        • ginidietrich Propinquity!!!!

        • ginidietrich belllindsay “…and the itsy bitsy spider climbs up the spout again!”

  • catrinasharp

    TomMartin I find it very difficult to convince the “sales guys” or those with the mentality that cold calls “works” to use social media and to connect with prospects without shoving a sales pitch in their face. I find it very .. frustrating and challenging. Any suggestions on talking/motivating that person that has been cold calling the past 25 years and “it works”?

    • TomMartin

      catrinasharp TomMartin well it does work… just not very efficient. show them how touching folks on Social is just like checking in on the phone… help them see social media as the new ballgame or golf course… chance to build a relationship but at a far larger scale

  • This may have already been asked, but what are your thoughts on using webinars or in-person real live seminars?

    • You know, sharing your expert knowledge to build value.

    • TomMartin

      jonmikelbailey i like in person because i think personally i’m better in person…but webinars scale so much more…so for early lead gen… they work better for me

  • TomMartin

    computer issues working on fix  sorry

  • So…anyone got a good joke?

    • lizreusswig How do make a taco stand?

      • ginidietrich I don’t know, how?

        • lizreusswig Take away its chair.

        • ginidietrich Bah da dum…And she’ll be here all week, folks! 🙂

        • catrinasharp

          ginidietrich lizreusswig Why can’t ghosts have babies?

        • catrinasharp ginidietrich lizreusswig Why?

        • catrinasharp lizreusswig Ohhh! Why?

        • catrinasharp

          ginidietrich lizreusswig What did the fish say when he ran into the wall? Dam.

        • catrinasharp Ba da dum!

        • catrinasharp

          ginidietrich lizreusswig because they have halloweenies!

        • catrinasharp ginidietrich lizreusswig LOL!

        • catrinasharp LOL!!

        • catrinasharp

          ginidietrich catrinasharp ha – with the upcoming holiday, I couldn’t help it.

        • catrinasharp I’m totally texting that to my SIL

  • catrinasharp

    This is a smart concept for sales people to pick up anyway! Throw your audience a curve ball by knowing what they are tweeting about or sharing their content. In the most non-stalkerish way, know about what they want to talk about and they won’t use all those “objections” you are taught to overcome. If you show that you care, there will be less of those silly objections. If I’m not the decision maker, I’m more willing to pass you along because you aren’t trying to spit out an elevator pitch before I can get a word in. ha, I’m so glad I saw ginidietrich’s tweet a few minutes ago. This is great venting! haha

  • Technology!!!! Why hast thou forsaken us!!??

    • belllindsay You obviously needed my “technical adviser” skills. Turn it off and back on!

      • RebeccaTodd belllindsay I think that’s what he’s doing!

        • ginidietrich RebeccaTodd belllindsay I got this.

        • DallasK

          RebeccaTodd ginidietrich belllindsay You don’t have this…clearly.

      • RebeccaTodd belllindsay Or flip it upside down while turning 3x and singing the National Anthem!  (don’t ask)

        • lizreusswig RebeccaTodd belllindsay Please video this. PLEASE video this!

        • ginidietrich lizreusswig RebeccaTodd belllindsay Maybe!

        • ginidietrich lizreusswig RebeccaTodd belllindsay Which one- O Canada or Bud the Spud?

    • belllindsay Rhetorical question, right?

    • KateNolan

      belllindsay A hammer always fixes my tech issues. Sometimes permanently. No wonder IT doesn’t like me.

      • KateNolan belllindsay Hi Kate!!!

        • KateNolan

          RebeccaTodd KateNolan belllindsay Hidey-ho!!

    • TomMartin

      belllindsay tell me about it! and it’s not even a PC!

  • Well, we only have seven minutes remaining and it looks like Tom got waylaid. So we’ll wrap up a bit early. Thanks for stopping by, Crazies! We’ll do a drawing for a copy of the book tomorrow.

    • DallasK

      ginidietrich I WANNA COPY OF THE BOOK!

      • DallasK Too bad.

        • DallasK

          ginidietrich DallasK I’m just going to buy it…

        • DallasK Hallelujah!

    • SavvyCopywriter

      ginidietrich Thanks for hosting this! 🙂

    • ginidietrich Sharp chat everybody, just real A-grade stuff!

      • jonmikelbailey Why are you buttering me up?

        • ginidietrich jonmikelbailey I think that was directed at me, Gini. 😉

        • belllindsay Wow. You’re just gunning for a promotion, aren’t you?

        • ginidietrich HAHA!

        • belllindsay LOL

        • ginidietrich jonmikelbailey It’s part of my editorial calendar. Wednesday, buttering up Gini.

        • jonmikelbailey I LIKE IT!

  • Thanks for being here TomMartin!!

    • belllindsay ginidietrich TomMartin Thanks for hosting!

      • TomMartin

        LSSocialEngage belllindsay ginidietrich TomMartin thanks for attending

    • TomMartin

      belllindsay TomMartin loved it — sorry again for computer issues … arggg

      • TomMartin belllindsay Thanks Tom…great info! 🙂

      • TomMartin Meh, these things happen! Just glad to have met, and definitely a hot topic!

  • TomMartin

    ok back now— where were we

    • catrinasharp

      TomMartin cold calls are not cool.

  • Thanks TomMartin for the great responses and all the Crazies for making me laugh so much my office is ready to vote C) Rebecca is insane.

    • RebeccaTodd I think that one won anyway.

      • ginidietrich RebeccaTodd I need to know the percentages. Was it 63% C? I started counting but due to my C-ness, lost track.

  • TomMartin

    Thanks everyone… great time… if anyone reads the book — be sure to let me know what you think of it!

    • TomMartin I make them all buy a copy… whether or not they read it is another story.

      • ginidietrich  TomMartin I didn’t know this was happening until now!  I missed it 8( 
        Spoiler Alert!

        Great book I can not believe how much action the central characters get involved with as they travel the world trying to solve a dangerous gun running syndicate while undercover as celebrity reality TV chefs. The amount of near death experiences Paula Dean and the Iron Chef (not their real names!) have especially when they are in the Moscow Subways. Luckily Paula Dean always has her mace sized can of Pam Non-Stick Spray to foil the crooks on the run! I was kept awake a few nights unable to put it down.
        Oh wait the Invisible Sale. Sorry wrong book. I blame DwayneAlicie

        • Howie Goldfarb ginidietrich TomMartin DwayneAlicie If Paris HIlton is not in a book, I don’t read it. So it’s impossible that I was involved.

        • DwayneAlicie LOL!!

  • Drumroll, please! The winners of Tom’s book are… SavvyCopywriter and RobBiesenbach. Both of you get me your mailing addresses and I’ll get you books!

    • Look at me! I never win anything! Will do!

      • SavvyCopywriter

        RobBiesenbach Me either, how fun! Thanks ginidietrich Can’t wait to read this! 🙂

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