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Author Archives: Dawn Westerberg

Calling once, calling twice, and circling back again

Calling once, calling twice, and circling back again

Calling once, calling twice, and circling back again

It’s the most dreaded of duties. And if it’s done at all, it’s usually done poorly.

I’m talking about lead follow-up. Whether by phone or by email, follow up often means rejection. And, no matter how much self-esteem you have, rejection has a sharp bite.

It’s hard to cold call. It’s hard to cold email. Even when someone has opted in to our newsletters or downloaded an eBook – it’s difficult to call and ask about their level or interest, ask to set up an appointment, ask for further engagement.

It’s better to offer than to ask. And, be prepared to make multiple offers of something of value that helps them.

You can get everything in life you want if you will just help enough other people get what they want. – Zig Ziglar

I listened to a podcast producer talk about his process and approach to booking guests. His strategy, energy, creativity and persistence is a great model for sales and marketing people.

381 – The Power of Ask with Steve Cohen

Give a listen – the producer’s name is Steve Cohen. He is the producer of the James Altucher podcast. He’s been rejected by Paul McCartney, Taylor Swift, Bernie Madoff and Barack Obama. He’s booked PJ O’Rourke, Kareem Abdul Jabbar, Dr. Oz, Jordan Peterson, Tony Robbins, Tyra Banks, and more.

There will always be people who say no. There will be people who say yes. We have to make the call, make the ask, to get to “yes.”

I’m sure Cohen is aided by his sincerity and his curiosity. He has a strategy and he often repeats the Zig Ziglar quote, “You can get everything in life you want if you will just help enough other people get what they want.”

Provide value. Be present.

Think in terms of what’s in it for them.

I love his creativity. He knows that it may require several attempts on his part to convince the subject or convince and get past the gatekeeper. He approaches the task by looking to help them get what they want. He continues to look for ways to provide additional value and keep his communication personal and fresh.

What To Do When Things Go Wrong

What To Do When Things Go Wrong

What To Do When Things Go Wrong The title of this post is flawed. It’s telling a story that might not be true. Obstacles Those moments, “when things go wrong,” whether in business, in travel, and in my personal life – for the most part – are better described as unforeseen circumstances, an inconvenience, aContinue Reading

Escaping the “Easily Inspired, Rarely Changed” Mode and Building True Success

Escaping the “Easily Inspired, Rarely Changed” Mode and Building True Success

Escaping the “Easily Inspired, Rarely Changed” Mode and Building True Success “Give your goals a time and place to live in the world.” What do you want to accomplish?  What is that goal?  And, if you’ve failed to accomplish that goal, what was the reason? I can’t count the number of great Ideas that haveContinue Reading

Coyotes in Lakeway

Coyotes in Lakeway – It began innocently.  A “The More You Know” type of thing. A neighbor posted a picture of a grey fox – not to be confused with a coyote.  While coyotes can be a big problem, our friend, the grey fox will help to keep roof rats under control. This was postedContinue Reading

Sage Intacct MVP Partner Marketing 2018

It was an unexpected delight. I was honored to receive the award of Sage Intacct MVP Partner Marketing 2018 while at the Sage Intacct Business Building Conference in Dallas. Why The Beatles? Sage Intacct MVP Partner Marketing 2018 Differentiation. In order to stand out among a long hallway of exhibitors, Cheryl Strege, Skip Reardon, andContinue Reading

But You Can’t Use That…

But You Can’t Use That… Reviews are, for the most part, pure potent content. Reviews mostly tell the unvarnished truth. Compare that to the copy that most businesses post to their websites – little more than jargon goulash. Rumor has it that reviews help to boost search rankings of your business or products. The GoogleContinue Reading

DCPA17 Keynote AI Making Things Smarter

DCPA17 Keynote AI Making Things Smarter: Leon Katsnelson, self described CTO, Entrepreneur, Big Data junkie, Data Science innovator, Cloud, Blockchain curious, Mentor, Educator, and Speaker took the stage at DCPA17 to discuss ‘AI and what it means for CPAs’. DCPA17 Keynote AI Making Things Smarter Demonstrating where AI was already making an impact in productsContinue Reading

Cloud Serves as the Gateway to Emerging Technology

Cloud Serves as the Gateway to Emerging Technology

I wrote a special report for Nonprofit Technology News. I spoke with executives from the major nonprofit accounting solution publishers to get their take on which technologies are likely to show up in an accounting department near you. Cloud Serves as the Gateway to Emerging Technology What is most likely the new next thing inContinue Reading

Referrals – The #1 Marketing Action That Will Make 2018 a Success for Your Business

Referrals – The #1 Marketing Action That Will Make 2018 a Success for Your Business

Most everyone is at least thinking about their 2018 business plan. What will be the key marketing activities you will rely on to make 2018 a more profitable year? As you list these activities is there a creeping sense of déjà vu? You’ve dutifully made marketing plans in the past, but the business gets inContinue Reading

How to Grab the Attention of Your B2B Prospects? Relieve the Pain.

It takes about seven impressions for your brand to have any sort of mindshare with your ideal prospects.  That’s what the late Jay Conrad Levinson stated in a keynote I attended a number of years ago.  He followed up that statement with “but you have to recognize that two out of three times they’re notContinue Reading