The Apple Addiction

by Paul Castain on April 16, 2015

apple watch

 

I have to admit that I’m more than a bit jealous of Apple and it’s not just because they made a few hundred billion more than I have.

In sales we talk of finding the need and even creating the need; Apple has moved beyond “need” and has created addiction with it’s products.

Why else would people shell out money on products only to shell it out again (and pay early upgrade fees with their cellular service)?Oh, and as a bonus, many of these people wait hours on lines in order to shell out that cash!

Why else would people who you know to be tightwads suddenly have the cash to drop a minimum of $350 for the Apple Watch? My guess is that they will suddenly find money again a year from now when the next watch comes out!

Are their products really that awesome?

I really don’t think so in fact I think my iPhone is an overpriced piece of crap. The battery life sucks, the headphones were trashed inside of 60 days and I’ve had multiple issues with it since I purchased it in December 2013.

My kids had similar issues to the point that my son Nick said “Screw this” and bought himself a Galaxy smartphone. It costs less and beats the heck out the iPhone.

When my son went off to college,I dropped $2200 on a Mac for him. It took one spill and the thing was toast. Meanwhile, my $400 HP has taken multiple spills, hits (possibly a bullet or two in a bar brawl but I was drunk and can’t remember) and it’s still ticking.

Having Said That; I Think They’re Brilliant!

Apple has managed to do several things that we can learn from.

1) They stood for something that appealed to the masses. At first it was their blatant  middle finger to IBM and the rebelliousness of their long haired founders.  Later it was their “Think Different” message. What’s your message? What do you stand for?

2) They understand that people buy emotionally and justify logically. Their all over the psychology of scarcity, prestige, fear of missing out (FOMO), etc. What emotions are you touching on?

3) They have built community around their products. A community that is proud to answer questions in forums, praise them in public and even (in many cases) become brand evangelists. While I still have quite a ways to go, I believe I’ve created that vibe with my Sales Playbook community. Having said that, Apple still kicks my ass by a few billion dollars in revenue! How about you? Are you creating community? Better yet, how can you create brand evangelists?

4) The create a buzz around their product launches. They get the word out about their product launches far in advance and make it so that wherever we turn, we bump into the fact that they have a new product coming out. I believe that when you marry good PR, incredible advertising with a community of brand evangelists, there is a certain acceleration factor that kicks in. Are you creating buzz around your product launches?

5) They’ve managed to make their products cool. I’m wondering if their products are actually cool or if they’ve gently hypnotized us into believing their products are cool? I told you that I think my iPhone is a piece of crap and yet, I still think it’s cool. Damn you Apple, get out of my head! Is there a way for you to make your product cool? I mean if a technology company can make technology cool to the non geek, what the hell is our excuse?

There’s obviously more to this that we can add but I would challenge you to step back and put on your humble student cap and learn from this addiction with Apple!

Want To Generate More Leads From Your Network?

Then you might want to seriously consider joining us on May 6th for our How To Hunt More Effectively online program.

We’re going to be dedicating a full session to how you can use social networks like LinkedIn, Twitter etc to complement (not replace) those unnecessarily COLD calls you’ve been making!

We’re also going to be talking about email, snail mail, traditional networking, referrals and even some cool creative things you can do as well!

Click HERE to learn more because that “If you always do, what you’ve always done, you’ll always get, what you’ve always gotten” thing is a real bitch!

Sales Managers, VP’s of Sales and business owners: Email me for special pricing (and extras) when you enroll 2 or more paul@yoursalesplaybook.com

 

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Social Networks Are A Huge Waste Of Time!

by Paul Castain on April 13, 2015

LinkedIn-rolodex-58858_621x320

Imagine, if you will, someone sending an invitation to connect on LinkedIn. The other party accepts the invitation, and now, wait for it, they are “connected”!

They then proceed to rinse and repeat this process several hundred times but all the while . . .

They never do a damn thing with all those names on their computer screen!

They don’t send along helpful (non salesy) resources

They don’t comment on any of the updates from those in their network

They never use the “icebreakers” LinkedIn provides like “Wish Lisa Happy Birthday” or “Todd has a new job” or heaven forbid they acknowledge the 5 year work anniversary Helen is celebrating this month. Oh and when it’s their birthday, or work anniversary and they receive well wishes from those in their network, they promptly ignore them.

They make zero attempt to move that name off their computer screen and into real time via a phone call or a cup of coffee (pronounced Kaw Fee where I come from).

And worst of all, they are non responsive when those in their network attempt to be SOCIAL! That’s a tad ironic considering this is a SOCIAL network.

It makes you wonder why they would bother sending the invite in the first place!

It also makes you wonder (I hope) how much more valuable a network, of any kind is, when there is actual interaction.

Here’s a 4 minute video I created with 2 really simple things you can do, right now to change that!

And before you write this off as just another rant from a wanna be LinkedIn “expert”.

I’m not an expert, I’m simply someone who made almost every one of those mistakes back in 2008 when I started on LinkedIn.

How about you?

Are you actually CONNECTING with people on LinkedIn or are you COLLECTING a bunch of useless names?

Want To Generate More Leads From Your Network?

Then you might want to seriously consider joining us on May 6th for our How To Hunt More Effectively online program.

We’re going to be dedicating a full session to how you can use social networks like LinkedIn, Twitter etc to complement (not replace) those unnecessarily COLD calls you’ve been making!

We’re also going to be talking about email, snail mail, traditional networking, referrals and even some cool creative things you can do as well!

Click HERE to learn more because that “If you always do, what you’ve always done, you’ll always get, what you’ve always gotten” thing is a real bitch!

Sales Managers, VP’s of Sales and business owners: Email me for special pricing (and extras) when you enroll 2 or more paul@yoursalesplaybook.com

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A Quick Tip To Start The Week STRONG!

by Paul Castain on April 12, 2015

a quick tip from Paul Castain

This week’s quick tip deals with something most of you are neglecting big time.

I can also tell you, from experience, that once you master this, your earning potential will dramatically increase.

This might prove to be the best 4 minutes you’ve ever invested in yourself!


Download this episode (right click and save)

Your Potential Clients Are Forgetting About You!

Think I’m kidding?

Click HERE and give this a quick read!

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A Dumb Reason Why You’re Missing Opportunities!

by Paul Castain on April 8, 2015

game over

I really think it’s time we have a really frank discussion on why you’re probably missing a considerable amount of opportunities.

And just to pour a little salt in your wounds I’m also going to tell you why I think it’s completely unnecessary!

Once you recover from the “intervention” I’m about to host on your behalf, I’m going to show you, specifically how you can turn it all around.

Sales Managers, VP’s of Sales, Business Owners: You need to assign this week’s podcast as mandatory listening for your team.

Note: As many of you know, I have a strict policy when it comes to NOT editing my podcast. At the end of the podcast, I mention two people who have spent millions of dollars on advertising. One point that I forgot to mention is that you truly DON’T have to spend millions of dollars.


Download this episode (right click and save)

Perhaps A Change Is In Order?

On May 6th, I’m going to be sharing over 100 tactics to help you bring in more new clients!

Click HERE for details or the handy dandy banner below!

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Do You Make Any Of These Prospecting Mistakes?

by Paul Castain on April 7, 2015

should we thank our prospects?

I want you to think about how you hunt for new business. Think about the message you typically communicate and the various forms of outreach you embrace.

Do you make any of these mistakes?

1) Always Communicating A Message That Says “I want to sell you something” or “I’d like to set an appointment with you so I can sell you something”. Your messaging needs to have other flavors like useful information and resources. Invites to events, webinars, seminars. Questions that make them think and even guide them on a journey of self discovery. There’s much more to this one but I’d rather teach you how to fish instead of doing the fishing for you so,what else could you add to this list? How can YOU change up your messaging?

2) Using The Same Form Of Outreach. For most sales reps, it’s the phone, email and if they consider themselves super creative, a combination of both. This really limits you as a sales professional because every prospect/client has THEIR preferred form of outreach. Also, when you deliver the same message, on the same platform, you become predictable and boring and you condition the recipient to disregard and delete you. Quite selfishly, you’re even boring yourself! Sales reps are not wired to do 1 thing for an extended amount of time. We like to mix things up. Are you?

3) Prospecting Inconsistently. Since most sales reps hunt for new business when time allows, their appearances are sporadic. Imagine someone in your personal life attempting to create a relationship with you where they’re here for a few days then they are gone for 7 weeks. They’re back for a week, then they’re gone for 3 months. Would this help you get to know them well enough to truly “know, like and trust” them? It’s no different with prospects.

Note: There are people right now, in your industry, who are taking your opportunities. They aren’t taking your opportunities because they’re better than you or have a better widget or better company. They are taking your opportunities simply because they show up consistently and you don’t. When you get done saying “Ouch!” feel free to begin scheduling your hunting activities. Otherwise, keep saying “AMEN” because anything else is a prayer at best!

4) Doing Predictable Things. Like calling at the same day and time. Calling (without blocking your number) and never leaving a voice mail message. Leaving a message and then immediately emailing. Calling/Emailing with the same messaging.

I’m cutting this list short intentionally because I’d like for you to leave a comment and add to this list.

What else can we add to it or . . .

Simply weigh in with your thoughts on the 4 mistakes I shared!

Perhaps A Change Is In Order?

On May 6th, I’m going to be sharing over 100 tactics to help you change up your messaging while complementing those phone calls you’re making with other forms of outreach!

Click HERE for details or the handy dandy banner below!

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