Lessons from two decades for the next 20 years

'Any message you send better have value to customers.'

I’m celebrating my 20th year of writing about sales, networking, loyalty, trust, attitude, leadership, business social media, and personal development. More

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Lessons from two decades for the next 20 years

'Any message you send better have value to customers.'

Posted 4/2/12

I’m celebrating my 20th year of writing about sales, networking, loyalty, trust, attitude, leadership, business social media, and personal development.

My core of information transformed into a body of work that includes 11 books – all bestsellers. I did it while you were watching TV. I chose to write instead of watch.

Last week, I began the celebration by talking about what’s to come in the evolution of the selling process, and how it will affect you and your sales for the next 20 years. I will continue with more this week, and next. If you missed last week, go to Gitomer.com and enter “twenty” in the GitBit box.

Here’s the continuation of what’s new and what’s next:

6. Value-based messages. Any message you’re sending better have value to the customer or it will be deleted. Any tweet. Any blog post. Any business Facebook post. Any YouTube video. Show me the value.

7. Value first. “Value-added” and “value-add” are dead. Those words assume you have to buy something in order to get any value. I am all about providing value in advance of a purchase. (It’s been working for 20 years.) There are “experts” that warn against giving “unpaid consulting.” Those people are idiots. Value first allows your customers to like and respect you as a person. Here’s what I have found to be an unwavering, ultimate truth: The more you give, the more you get. The more information you give away, the more business you receive.

8. Buying motives. My trademarked, first rule of selling is, “People don’t like to be sold, but they love to buy.” If you’re looking to be a top 5 percent salesperson, uncovering buying motives is the only way.

9. Business social media. It’s the single, biggest business imperative of this decade. Here are the minimums that make you a “player.” A thousand people who “like” your Facebook business page. (Have two pages: one personal, one business.) Five hundred twitter followers who receive at least one value tweet a day. Five hundred connections on LinkedIn. This makes your profile page look like mine. Twenty-five videos on your YouTube channel that include vital information, ideas, thoughts, and testimonials. Now is the time to get serious about this new business strategy. I have, and it’s working far beyond my expectation in both exposure and remuneration.

10. Face-to-face. Live networking is still the most viable non-Internet prospecting strategy. Ten hours a week is the minimum.

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