157: Tom Poland – The Science of Being in Demand

Tom Poland is a multiple best-selling marketing author and has clients in 151 cities around the world. He works just two days a week in seclusion from his private resort on the sub-tropical Sunshine Coast of Australia.

Key Points:

Sales Led to Marketing Insight
After 20 years in sales, the speaker realized selling is much easier when prospects are already interested or qualified.

The Sales Spectrum
Prospects fall between two ends:

· Convincing: uninterested prospects you must persuade

· Confirming: highly qualified prospects ready to buy
Good marketing moves prospects closer to the confirming side.

Demonstrations Increase Engagement
Offering a demo or webinar works better than simply describing a product because people enjoy watching and learning.

Use Other People's Networks (OPM)
Partner with people who already have audiences, email lists, or communities that match your ideal customers.

Choose Partners with Aligned Interests
Both demographics and interests (psychographics) need to match for partnerships to work.

Craft stronger marketing messages
Effective messages include:

· Benefits

· Differentiation

· Specific details

Build Relationships First
Before proposing partnerships, establish rapport and reciprocity (e.g., promote their content or interview them).

Bottom Line:
Sales become easier when you focus on qualified prospects, strong messaging, and leveraging other people's audiences.

Guest Links:

tom@leadsology.guru

+61404885553

www.GetTomsFreeBook.com

www.FiveHourChallenge.com

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