Gini Dietrich

Join Tom Martin for a Special Livefyre Q&A Today

By: Gini Dietrich | October 23, 2013 | 
275

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.

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.

Spin Sucks in Your Inbox

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275 Comments on "Join Tom Martin for a Special Livefyre Q&A Today"

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jasonkonopinski
2 years 11 months ago

I’ll be there!

ginidietrich
2 years 11 months ago

jasonkonopinski Oh goodie.

jasonkonopinski
2 years 11 months ago

ginidietrich It’s so nice to be wanted.

RebeccaTodd
2 years 11 months ago

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

ginidietrich
2 years 11 months ago

RebeccaTodd No.

belllindsay
2 years 11 months ago

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. 🙂

ginidietrich
2 years 11 months ago

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

susancellura
susancellura
2 years 11 months ago

belllindsay I’m the same way!

LSSocialEngage
2 years 11 months ago

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?

RobBiesenbach
2 years 11 months ago

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.

lizreusswig
2 years 11 months ago

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! 😉

ginidietrich
2 years 11 months ago

lizreusswig RebeccaTodd HAHAHAHAHAH! LOL!

DallasK
DallasK
2 years 11 months ago

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

ginidietrich
2 years 11 months ago

DallasK This is you being a grown-up?

belllindsay
2 years 11 months ago

We’ll get started in five minutes! 🙂

DallasK
DallasK
2 years 11 months ago

belllindsay HOORAY!

belllindsay
2 years 11 months ago

DallasK Should we synchronize our watches..?

RebeccaTodd
2 years 11 months ago

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

belllindsay
2 years 11 months ago

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?

RobBiesenbach
2 years 11 months ago

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

belllindsay
2 years 11 months ago

RobBiesenbach To 11..??

TomMartin
TomMartin
2 years 11 months ago

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.

belllindsay
2 years 11 months ago

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
TomMartin
2 years 11 months ago

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?

lizreusswig
2 years 11 months ago

TomMartin belllindsay Uh, no

belllindsay
2 years 11 months ago

TomMartin Never. EVER.

DallasK
DallasK
2 years 11 months ago

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

belllindsay
2 years 11 months ago

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

TomMartin
TomMartin
2 years 11 months ago

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

belllindsay
2 years 11 months ago

TomMartin belllindsay DallasK HAHA! Very true!

RebeccaTodd
2 years 11 months ago

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

LSSocialEngage
2 years 11 months ago

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

belllindsay
2 years 11 months ago

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

RebeccaTodd
2 years 11 months ago

LSSocialEngage TomMartin belllindsay DallasK Ew THE WORST!

TomMartin
TomMartin
2 years 11 months ago

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
DallasK
2 years 11 months ago

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

RebeccaTodd
2 years 11 months ago

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

belllindsay
2 years 11 months ago

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

DallasK
DallasK
2 years 11 months ago

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

TomMartin
TomMartin
2 years 11 months ago

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
TomMartin
2 years 11 months ago

belllindsay DallasK TomMartin Where is the LOVE button 😉

DallasK
DallasK
2 years 11 months ago

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.

RebeccaTodd
2 years 11 months ago

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
susancellura
2 years 11 months ago

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

belllindsay
2 years 11 months ago

susancellura 1% is pretty soul destroying! 😉

susancellura
susancellura
2 years 11 months ago

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

belllindsay
2 years 11 months ago

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

susancellura
susancellura
2 years 11 months ago

belllindsay No…myself.  🙂

lizreusswig
2 years 11 months ago

belllindsay susancellura Right there with ya! 😉

lizreusswig
2 years 11 months ago

susancellura TomMartin Especially when it’s so time consuming!

RebeccaTodd
2 years 11 months ago

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

TomMartin
TomMartin
2 years 11 months ago

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.

RebeccaTodd
2 years 11 months ago

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

jasonkonopinski
2 years 11 months ago

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
TomMartin
2 years 11 months ago

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.

jasonkonopinski
2 years 11 months ago

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

lizreusswig
2 years 11 months ago

jasonkonopinski Your big words are making my head hurt! 😉

RebeccaTodd
2 years 11 months ago

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

KateFinley
2 years 11 months ago

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

TomMartin
TomMartin
2 years 11 months ago

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.

KateFinley
2 years 11 months ago

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

TomMartin
TomMartin
2 years 11 months ago

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

jonmikelbailey
2 years 11 months ago

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.

belllindsay
2 years 11 months ago

jonmikelbailey Your name’s wordy.

jonmikelbailey
2 years 11 months ago

belllindsay jonmikelbailey I’ll kick your ass!

RebeccaTodd
2 years 11 months ago

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

belllindsay
2 years 11 months ago

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

lizreusswig
2 years 11 months ago

RebeccaTodd jonmikelbailey belllindsay Yeah!  How come?!

jonmikelbailey
2 years 11 months ago

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

jonmikelbailey
2 years 11 months ago

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

lizreusswig
2 years 11 months ago

jonmikelbailey lizreusswig RebeccaTodd belllindsay LOL

RebeccaTodd
2 years 11 months ago

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…

ginidietrich
2 years 11 months ago

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

belllindsay
2 years 11 months ago

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

jonmikelbailey
2 years 11 months ago

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

ginidietrich
2 years 11 months ago

jonmikelbailey belllindsay OK George W.

belllindsay
2 years 11 months ago

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

TomMartin
TomMartin
2 years 11 months ago

belllindsay ginidietrich jonmikelbailey TomMartin missed what? yes i must have

jonmikelbailey
2 years 11 months ago

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

belllindsay
2 years 11 months ago

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

TomMartin
TomMartin
2 years 11 months ago

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

belllindsay
2 years 11 months ago

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

TomMartin
TomMartin
2 years 11 months ago

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.

lizreusswig
2 years 11 months ago

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

RebeccaTodd
2 years 11 months ago

lizreusswig TomMartin belllindsay So embrace this freedom of information.

LSSocialEngage
2 years 11 months ago

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

jasonkonopinski
2 years 11 months ago

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

RebeccaTodd
2 years 11 months ago

jasonkonopinski Ew gross! How are you younger than me?

lizreusswig
2 years 11 months ago

RebeccaTodd jasonkonopinski Really!

jasonkonopinski
2 years 11 months ago

Sheesh, do I look that old?*
*Don’t answer that

lizreusswig
2 years 11 months ago

jasonkonopinski Whistling quietly in the corner….

lizreusswig
2 years 11 months ago

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

RebeccaTodd
2 years 11 months ago

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

TomMartin
TomMartin
2 years 11 months ago

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.

lizreusswig
2 years 11 months ago

TomMartin Oh, I LOVE that – Painless Prospecting! 🙂

RebeccaTodd
2 years 11 months ago

lizreusswig TomMartin Yes very nice!

TomMartin
TomMartin
2 years 11 months ago

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

lizreusswig
2 years 11 months ago

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

TomMartin
TomMartin
2 years 11 months ago

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

SavvyCopywriter
SavvyCopywriter
2 years 11 months ago
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… Read more »
belllindsay
2 years 11 months ago

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

RebeccaTodd
2 years 11 months ago

belllindsay SavvyCopywriter Why buy the cow…

TomMartin
TomMartin
2 years 11 months ago

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

belllindsay
2 years 11 months ago

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

lizreusswig
2 years 11 months ago

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

SavvyCopywriter
SavvyCopywriter
2 years 11 months ago

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
KateNolan
2 years 11 months ago

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.

belllindsay
2 years 11 months ago

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
TomMartin
2 years 11 months ago

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.

RebeccaTodd
2 years 11 months ago

TomMartin belllindsay “Propinquity Continuum”- Amazing!

belllindsay
2 years 11 months ago

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

TomMartin
TomMartin
2 years 11 months ago

belllindsay TomMartin ginidietrich darn knew I should have copyrighted that 😉

lizreusswig
2 years 11 months ago

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

RebeccaTodd
2 years 11 months ago

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

belllindsay
2 years 11 months ago

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!

LSSocialEngage
2 years 11 months ago

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.

ginidietrich
2 years 11 months ago

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
SavvyCopywriter
2 years 11 months ago

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
TomMartin
2 years 11 months ago

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.

ginidietrich
2 years 11 months ago

TomMartin You can borrow our audience (cough, cough)

lizreusswig
2 years 11 months ago

ginidietrich TomMartin Did Gini just give us away?

SavvyCopywriter
SavvyCopywriter
2 years 11 months ago

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

ginidietrich
2 years 11 months ago

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?

lizreusswig
2 years 11 months ago

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

ginidietrich
2 years 11 months ago

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

lizreusswig
2 years 11 months ago

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

ginidietrich
2 years 11 months ago

lizreusswig I AGREE!!

TomMartin
TomMartin
2 years 11 months ago

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.

ginidietrich
2 years 11 months ago

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
TomMartin
2 years 11 months ago

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

belllindsay
2 years 11 months ago

TomMartin ginidietrich Gini has really nice teeth.

ginidietrich
2 years 11 months ago

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

catrinasharp
catrinasharp
2 years 11 months ago

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

lizreusswig
2 years 11 months ago

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

LSSocialEngage
2 years 11 months ago

ginidietrich TomMartin I’m jealous!

ginidietrich
2 years 11 months ago

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

catrinasharp
catrinasharp
2 years 11 months ago

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

belllindsay
2 years 11 months ago

catrinasharp belllindsay TomMartin ginidietrich SCREENGRAB!!!

lizreusswig
2 years 11 months ago

ginidietrich lizreusswig Wait, going to get my violin! 😉

RebeccaTodd
2 years 11 months ago

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

ginidietrich
2 years 11 months ago

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

lizreusswig
2 years 11 months ago

RebeccaTodd ginidietrich lizreusswig LOL!!!

DwayneAlicie
2 years 11 months ago

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
catrinasharp
2 years 11 months ago

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!

ginidietrich
2 years 11 months ago

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

ginidietrich
2 years 11 months ago

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

TomMartin
TomMartin
2 years 11 months ago

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.

ginidietrich
2 years 11 months ago

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

TomMartin
TomMartin
2 years 11 months ago

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

ginidietrich
2 years 11 months ago

TomMartin Ha!

SavvyCopywriter
SavvyCopywriter
2 years 11 months ago

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

ginidietrich
2 years 11 months ago

SavvyCopywriter NICE!!

lizreusswig
2 years 11 months ago

SavvyCopywriter TomMartin ginidietrich Cool!

TomMartin
TomMartin
2 years 11 months ago

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

jonmikelbailey
2 years 11 months ago

ginidietrich I’m fond of keyboards.

ginidietrich
2 years 11 months ago

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

DwayneAlicie
2 years 11 months ago

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

ginidietrich
2 years 11 months ago

DwayneAlicie Of course I do! Ask RebeccaTodd

RebeccaTodd
2 years 11 months ago

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

ginidietrich
2 years 11 months ago

RebeccaTodd DwayneAlicie OF COURSE you can say that!

jonmikelbailey
2 years 11 months ago

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.

lizreusswig
2 years 11 months ago

jonmikelbailey TomMartin Oh, please answer his question! 🙂

catrinasharp
catrinasharp
2 years 11 months ago

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.

RebeccaTodd
2 years 11 months ago

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

TomMartin
TomMartin
2 years 11 months ago

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
SavvyCopywriter
2 years 11 months ago
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… Read more »
ginidietrich
2 years 11 months ago

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

TomMartin
TomMartin
2 years 11 months ago

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.

ginidietrich
2 years 11 months ago

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

lizreusswig
2 years 11 months ago

ginidietrich And what do the cool girls use?

ginidietrich
2 years 11 months ago

lizreusswig Clearly WordPress. Duh.

ginidietrich
2 years 11 months ago

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?

belllindsay
2 years 11 months ago

ginidietrich The “flesh grab”….ew.

RebeccaTodd
2 years 11 months ago

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

ginidietrich
2 years 11 months ago

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.

lizreusswig
2 years 11 months ago

RebeccaTodd belllindsay ginidietrich You’re frightened? Really?

RebeccaTodd
2 years 11 months ago

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

ginidietrich
2 years 11 months ago

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

RebeccaTodd
2 years 11 months ago

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

ginidietrich
2 years 11 months ago

RebeccaTodd Well, not yet!

RebeccaTodd
2 years 11 months ago

ginidietrich RebeccaTodd Just you wait…

catrinasharp
catrinasharp
2 years 11 months ago

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!

LSSocialEngage
2 years 11 months ago

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?

RebeccaTodd
2 years 11 months ago

catrinasharp ginidietrich RebeccaTodd belllindsay Great advice.

RebeccaTodd
2 years 11 months ago

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

LSSocialEngage
2 years 11 months ago

belllindsay ginidietrich Is it legal?

lizreusswig
2 years 11 months ago

ginidietrich Shouldn’t results be enough?

ginidietrich
2 years 11 months ago

lizreusswig One would think…

TomMartin
TomMartin
2 years 11 months ago

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

ginidietrich
2 years 11 months ago

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

RebeccaTodd
2 years 11 months ago

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

TomMartin
TomMartin
2 years 11 months ago

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

lizreusswig
2 years 11 months ago

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

belllindsay
2 years 11 months ago

Who’s Sean Payton…??

ginidietrich
2 years 11 months ago

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?

belllindsay
2 years 11 months ago

ginidietrich BAHAHAHA!! I wanted TOM to tell me!

ginidietrich
2 years 11 months ago

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

belllindsay
2 years 11 months ago

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

ginidietrich
2 years 11 months ago

belllindsay Such an easy target!

belllindsay
2 years 11 months ago

ginidietrich Propinquity!!!!

lizreusswig
2 years 11 months ago

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

catrinasharp
catrinasharp
2 years 11 months ago

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
TomMartin
2 years 11 months ago

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

jonmikelbailey
2 years 11 months ago

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

jonmikelbailey
2 years 11 months ago

You know, sharing your expert knowledge to build value.

TomMartin
TomMartin
2 years 11 months ago

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
TomMartin
2 years 11 months ago

computer issues working on fix  sorry

lizreusswig
2 years 11 months ago

So…anyone got a good joke?

ginidietrich
2 years 11 months ago

lizreusswig How do make a taco stand?

lizreusswig
2 years 11 months ago

ginidietrich I don’t know, how?

ginidietrich
2 years 11 months ago

lizreusswig Take away its chair.

lizreusswig
2 years 11 months ago

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

catrinasharp
catrinasharp
2 years 11 months ago

ginidietrich lizreusswig Why can’t ghosts have babies?

lizreusswig
2 years 11 months ago

catrinasharp ginidietrich lizreusswig Why?

ginidietrich
2 years 11 months ago

catrinasharp lizreusswig Ohhh! Why?

catrinasharp
catrinasharp
2 years 11 months ago

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

ginidietrich
2 years 11 months ago

catrinasharp Ba da dum!

catrinasharp
catrinasharp
2 years 11 months ago

ginidietrich lizreusswig because they have halloweenies!

lizreusswig
2 years 11 months ago

catrinasharp ginidietrich lizreusswig LOL!

ginidietrich
2 years 11 months ago

catrinasharp LOL!!

catrinasharp
catrinasharp
2 years 11 months ago

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

ginidietrich
2 years 11 months ago

catrinasharp I’m totally texting that to my SIL

catrinasharp
catrinasharp
2 years 11 months ago
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… Read more »
ginidietrich
2 years 11 months ago

catrinasharp Vent away! Vent away!

belllindsay
2 years 11 months ago

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

RebeccaTodd
2 years 11 months ago

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

ginidietrich
2 years 11 months ago

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

RebeccaTodd
2 years 11 months ago

ginidietrich RebeccaTodd belllindsay I got this.

DallasK
DallasK
2 years 11 months ago

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

lizreusswig
2 years 11 months ago

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

ginidietrich
2 years 11 months ago

lizreusswig RebeccaTodd belllindsay Please video this. PLEASE video this!

lizreusswig
2 years 11 months ago

ginidietrich lizreusswig RebeccaTodd belllindsay Maybe!

RebeccaTodd
2 years 11 months ago

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

lizreusswig
2 years 11 months ago

belllindsay Rhetorical question, right?

KateNolan
KateNolan
2 years 11 months ago

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

RebeccaTodd
2 years 11 months ago

KateNolan belllindsay Hi Kate!!!

KateNolan
KateNolan
2 years 11 months ago

RebeccaTodd KateNolan belllindsay Hidey-ho!!

TomMartin
TomMartin
2 years 11 months ago

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

ginidietrich
2 years 11 months ago

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
DallasK
2 years 11 months ago

ginidietrich I WANNA COPY OF THE BOOK!

ginidietrich
2 years 11 months ago

DallasK Too bad.

DallasK
DallasK
2 years 11 months ago

ginidietrich DallasK I’m just going to buy it…

ginidietrich
2 years 11 months ago

DallasK Hallelujah!

SavvyCopywriter
SavvyCopywriter
2 years 11 months ago

ginidietrich Thanks for hosting this! 🙂

ginidietrich
2 years 11 months ago

SavvyCopywriter Thanks for stopping by!

jonmikelbailey
2 years 11 months ago

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

ginidietrich
2 years 11 months ago

jonmikelbailey Why are you buttering me up?

belllindsay
2 years 11 months ago

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

ginidietrich
2 years 11 months ago

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

belllindsay
2 years 11 months ago

ginidietrich HAHA!

ginidietrich
2 years 11 months ago

belllindsay LOL

jonmikelbailey
2 years 11 months ago

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

ginidietrich
2 years 11 months ago

jonmikelbailey I LIKE IT!

belllindsay
2 years 11 months ago

Thanks for being here TomMartin!!

LSSocialEngage
2 years 11 months ago

belllindsay ginidietrich TomMartin Thanks for hosting!

TomMartin
TomMartin
2 years 11 months ago

LSSocialEngage belllindsay ginidietrich TomMartin thanks for attending

TomMartin
TomMartin
2 years 11 months ago

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

lizreusswig
2 years 11 months ago

TomMartin belllindsay Thanks Tom…great info! 🙂

belllindsay
2 years 11 months ago

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

TomMartin
TomMartin
2 years 11 months ago

ok back now— where were we

catrinasharp
catrinasharp
2 years 11 months ago

TomMartin cold calls are not cool.

RebeccaTodd
2 years 11 months ago

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.

ginidietrich
2 years 11 months ago

RebeccaTodd I think that one won anyway.

RebeccaTodd
2 years 11 months ago

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

TomMartin
TomMartin
2 years 11 months ago

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

ginidietrich
2 years 11 months ago

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

Howie Goldfarb
2 years 11 months ago
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… Read more »
DwayneAlicie
2 years 11 months ago

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.

ginidietrich
2 years 11 months ago

DwayneAlicie LOL!!

ginidietrich
2 years 11 months ago

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!

RobBiesenbach
2 years 11 months ago

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

SavvyCopywriter
SavvyCopywriter
2 years 11 months ago

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

trackback

[…] Brogan, C.C. Chapman, Mitch Joel, Danny Brown, Chuck Hemann, Michael Brito, DJ Waldow, Tom Martin, Ahava Leibtag, Jay Baer, Shel Israel, Mark Schaefer, Gini Dietrich, Rob Biesenbach, and Steve […]

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[…] Brogan, C.C. Chapman, Mitch Joel, Danny Brown, Chuck Hemann, Michael Brito, DJ Waldow, Tom Martin, Ahava Leibtag, Jay Baer, Shel Israel, Mark Schaefer, Gini Dietrich, Rob Biesenbach, Steve […]

trackback

[…] Brogan, C.C. Chapman, Mitch Joel, Danny Brown, Chuck Hemann, Michael Brito, DJ Waldow, Tom Martin, Ahava Leibtag, Jay Baer, Shel Israel, Mark Schaefer, Gini Dietrich, Rob Biesenbach, Steve […]

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