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When Lucky Strike Fires You

03.12.2012 by Elizabeth // 1 Comment

Don Draper-you know you want to be him

I’ve been re-watching Season 4 of Mad Men lately because I am SO excited for Season 5 to start in two weeks! The story line about Lucky Strike firing Sterling Cooper Draper Price reminds me of too many people I know who have relied on just ONE major client to pay the bills.

Why do you do this? Easy – we’re lazy. Well, not really, you’re working hard, and money is coming in the door, so why worry about what’s next?

I am also blown away by the amount of job seekers who are SURE the phone interview they had two weeks ago is going to pan out for them. And hey, maybe it will. But in all likelihood it won’t.  Don’t stop for each potential job or client to pop up and be “the one.” It’s the same for sales, not every meeting is going to turn into closed business, and that’s OK. Not everyone needs or wants what you’re offering right now. The sooner you can understand that as a blessing instead of a curse, the better off you’ll be. Desperation attracts desperation.

Always be networking (not selling, not closing) but make sure that you are out and about in the community, networking WITH your target market (not your friends necessarily) and make sure they know what you do and how you can help them. You may not NEED them right now, but it never hurts to keep those conversations going!

Categories // Networking, Sales

Don’t Push It

03.09.2012 by Elizabeth // Leave a Comment

The other Odd Couple - Hank & Vinnie

I was meeting with a couple of new employees of a company the other day. Great people, eager to sell better and really wanting the up-sell to work.

So as we discussed strategy they kept asking, “but if they only want THIS, how do I get them to THAT” (That being the slightly more expensive product, but simply a different format).

And I said: you don’t. The last thing you want to do when selling our product or service to someone is to piss them off in the process. I have met my fair share of pushy sales people – and when I first started out I know I was that pushy sales person sometimes. And then I learned to stop being pushy. If they don’t want the product or service you offer, how sad for them! It’s their loss (and yes your sale/commission loss too), but I’d rather they not avoid me at events, and know what I do, than have my product or service and never use it and feel like they were pushed into the sale.

Desperation is a nasty scent; try not to repel people with it.

Categories // Networking, Sales

LinkedIn – We’re Not Friends

03.05.2012 by Elizabeth // Leave a Comment

Hank & Carson "sharing"

What’s the deal with people on LinkedIn lately? I know everyone has a different idea of how they use LinkedIn or WHEN they will “link.” For me, if we have met at an event before and had a conversation then LinkedIn is a great way to keep an eye on each other, see who we both know, and from there maybe meet up again.

However, lately a LOT of people seem to think we’re friends by using the canned “I’d like to add you to my professional network on LinkedIn.” Nope, not happening. Sometimes I will take the time to see if we know a few of the same people and maybe we HAVE met before, but often times I will ignore.

The other day someone said we were “Friends” and I had never seen him before. What’s MORE annoying is that he added a personal message – and by message I mean quick sales pitch “I do XXX and would love to work with you- call me 425…” SERIOUSLY?

RUDE.

LinkedIn is a place to connect with people you know professionally. And don’t assume that you’re as memorable as your mom tells you. A polite and PROFESSIONAL reminder of how you met will go a long way…and a canned request will get a canned response – and by canned, I mean kicked off LinkedIn.

Categories // Networking, Social Media

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Yellow Dog Consulting is a sales and marketing firm located in Hillsboro, Oregon with clients around the world. We work with small business owners who love what they do, but the sales and marketing part of their job sucks their will to live.

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