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Remarkable Sales! Getting Clients to Know, Like, and Trust You
Mike Lieberman, CEO and Co-Founder, Square 2 Marketing (the first Hubspot Diamond agency), describes his company as a revenue growth agency. Its purpose is to create revenue generation "machines" for its clients that will provide scalable, repeatable, and predictable revenue growth results – starting with attracting website visitors, turning them into leads, and the helping clients convert these leads into new customers.
Mike feels that driving revenue growth is far more complicated and complex than it's ever been before, Key to the process is the idea of, "How are we going to create an amazingly remarkable experience for our prospects?" and "How do we continue that experience?" He uses Disney's "Experience Mapping" in describing a better (more remarkable) form of customer "sales experience."
A remarkable sales experience starts when 90% of the initial conversation is about the customer. "What's going on in your business? What brings you here today? Tell me what's going on. What's working? What's not working? Why marketing? Tell us what you're thinking." Asking a lot of questions is the only way the sales team will know enough about the client to be helpful.
Mike believes that, when you ask people about themselves, "magical" things happen – they like talking about themselves and get comfortable. You have to give them the chance to feel safe with you – a nervous or uncertain client is more likely to balk at going forward. Mike notes that people buy emotionally first . . . and then later rationalize the decision. The key things that make someone feel safe are that they have to feel that they know, like and trust you.
Marketing today in a complicated mesh of strategy, tactics, technology, and analytics. Mike feels that many companies, large and small, "miss" because they fail to have a compelling message. He references Seth Godin, a savvy marketer who says your business has to be remarkable . . . as does your message. "Me, too" or vague and generic messages fail to communicate product and company strengths.
Mike is looking forward to more HubSpot add-on technology services and has developed a piece of comprehensive artificial intelligence software that scoops up date from HubSpot and Google Analytics (and other eventually other data-generating software), and then analyzes and synthesizes the data to provide insights and make recommendations. MaxG at maxg.ai is promoted as "the First AI-Powered B2B Marketing And Sales Insight And Recommendation Engine." Agencies can sign up for pre-launch access on the maxg.ai website.
Mike is available on his company's website at: Square 2 Marketing and on LinkedIn at: https://www.linkedin.com/in/mike-lieberman-7a9579 or https://www.linkedin.com/company/square-2-marketing.
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By Kevin Hourigan
5
1818 ratings
Mike Lieberman, CEO and Co-Founder, Square 2 Marketing (the first Hubspot Diamond agency), describes his company as a revenue growth agency. Its purpose is to create revenue generation "machines" for its clients that will provide scalable, repeatable, and predictable revenue growth results – starting with attracting website visitors, turning them into leads, and the helping clients convert these leads into new customers.
Mike feels that driving revenue growth is far more complicated and complex than it's ever been before, Key to the process is the idea of, "How are we going to create an amazingly remarkable experience for our prospects?" and "How do we continue that experience?" He uses Disney's "Experience Mapping" in describing a better (more remarkable) form of customer "sales experience."
A remarkable sales experience starts when 90% of the initial conversation is about the customer. "What's going on in your business? What brings you here today? Tell me what's going on. What's working? What's not working? Why marketing? Tell us what you're thinking." Asking a lot of questions is the only way the sales team will know enough about the client to be helpful.
Mike believes that, when you ask people about themselves, "magical" things happen – they like talking about themselves and get comfortable. You have to give them the chance to feel safe with you – a nervous or uncertain client is more likely to balk at going forward. Mike notes that people buy emotionally first . . . and then later rationalize the decision. The key things that make someone feel safe are that they have to feel that they know, like and trust you.
Marketing today in a complicated mesh of strategy, tactics, technology, and analytics. Mike feels that many companies, large and small, "miss" because they fail to have a compelling message. He references Seth Godin, a savvy marketer who says your business has to be remarkable . . . as does your message. "Me, too" or vague and generic messages fail to communicate product and company strengths.
Mike is looking forward to more HubSpot add-on technology services and has developed a piece of comprehensive artificial intelligence software that scoops up date from HubSpot and Google Analytics (and other eventually other data-generating software), and then analyzes and synthesizes the data to provide insights and make recommendations. MaxG at maxg.ai is promoted as "the First AI-Powered B2B Marketing And Sales Insight And Recommendation Engine." Agencies can sign up for pre-launch access on the maxg.ai website.
Mike is available on his company's website at: Square 2 Marketing and on LinkedIn at: https://www.linkedin.com/in/mike-lieberman-7a9579 or https://www.linkedin.com/company/square-2-marketing.