Ask Justin Hitt Blog

Solving marketing problems with questions

Tue, 07 Dec 2010 21:03:26 -0500

Are you asking the right questions about your marketing? Will the answer help you solve a meaningful underlying problem? Too many try to solve problems that's just don't matter. Here's their story.

When To Handle Objections

Tue, 20 Jul 2010 07:17:43 -0500

"Should I handle the objections during the time of the sales presentation OR ask for another appointment to answer the objections?" -- Harriet Mpora

When possible, handle common objections prior to your presentation in pre-sales materials, then again address in your presentation, and right before your close. Always seek to address objections before your prospect asks them -- but almost never in another appointment.

Your logo has no selling power

Wed, 17 Feb 2010 21:20:32 -0500

Before your company changes its logo, read this very important message! On a live chat for Inside Strategic Relations subscribers, a reader asks:

If one's company is changing Logo, doesn't that affect level of sales? And, how can one overcome this handle? -- Unknown (via Chat)

Retaining Your Profitable Customers

Tue, 09 Feb 2010 09:26:05 -0500

"How can a company retain its profitable customers" -- Jasper

You are asking yourself a very important question for the growth of your sales, for the strength of your business. Retaining more of your profitable customers is more powerful than keeping just any customer. Here's how to get started:

Measuring a Prospects Satisfaction with Existing Suppliers, So You Get the Sale

Tue, 15 Dec 2009 09:50:48 -0500

Selling professionals don't want to hear these shocking facts: (1) If your business was gone tomorrow your prospects would just find someone else. (2) More than 90% of customers don't like something about their existing providers. But you'll listen because ...

Handling Sales Objections Easily

Sat, 20 Jun 2009 09:49:02 -0500

"What are some of the challenges or common objections faced by the sales person and what are the expectations from buyer?" -- Azlan

In a recent blog post I cover 6 common sales objections business-to-business sales people face almost daily. What you're really asking is "How do I overcome sales objections, meet the expectations of buyers, and get the sale?"

Which Marketing Method Works Best

Thu, 11 Jun 2009 10:31:27 -0500

With all the chatter about the latest greatest marketing methods it's hard to know what really works for you. Bombarded by "new" approaches, how do you know where to put your marketing dollars?

Bad Advice on B2B Lead Generation

Mon, 01 Jun 2009 10:40:38 -0500

My newsreader brought to my attention B2B lead generation advice from a popular publication, an expert proclaiming that cold calls followed up by email works. It seemed simple enough until he missed one critical point.

How to Get Organic Traffic Quickly

Thu, 21 May 2009 14:54:27 -0500

My company recently launched a business blog. It's getting traffic from social bookmark sites, but I want more traffic from Google and Yahoo!. Any ideas?

Most people will recommend labor intensive message board posts with signature, exchanging links with other websites, and more marketing with social networking sites. That might work for someone promoting a consumer product, however, for technology marketers very few sites our available with our buyers.

Getting Started with Postcards or Letters

Sun, 10 May 2009 10:28:41 -0500

I'd like to supplement sales peoples efforts with lead generating direct mail. Are postcards (vs letters) okay for getting response? -- Thomas Jones

Many like postcards because they seem to have a lower cost to produce and send. Others swear by letters as the only way to draw in B2B leads. Here's my take ...

Do Special Reports Still Work

Mon, 20 Apr 2009 10:08:30 -0500

Many less informed marketers say special reports are over-done and most of the time lacking value, especially in lead generation. Do special reports as part of lead generation still work?

Get Better Results Using Content from Real Experience

Fri, 10 Apr 2009 08:57:34 -0500

I had some sales letters and articles written on {Freelance Site Here}, they don't bring in the response I was expecting. How are your clients writing articles to connect with prospects and for newsletters? -- Terry G.

One thing, I pride myself on is providing visitors real unique value from real life experiences. Visitors of this site expect a unique prospective that advances their interests, and so do your customers. Here's why that statement so important.

Speaking In Front of a Trade Group

Tue, 31 Mar 2009 09:11:48 -0500

What would be a good presentation to do for a dinner meeting for a group of Purchasing professionals? -- Ted Kosiek, Kerneos Inc

You're in luck, my wife is a purchasing professional with a Fortune 500, and member of the local chapter of one a large purchasing associations. When speaking in front of any trade group, there are three things to consider:

Most Sales People are Unprepared

Wed, 25 Mar 2009 08:41:34 -0500

John finally get an appointment to sit down with purchasing and a long sought decision maker, yet is already wrong on two issues of the prospects experience, you'd think he'd be more prepared. According to a recent study, executives say 82% of sales representatives are unprepared for meetings.

Discovering Demographics and Psychographics

Fri, 20 Mar 2009 08:22:55 -0500

I am currently having trouble trying to find the demographics and the psychographics of my target market (mid level, top level, and, ceo executives). I wanted to know is there any information that you could possibly give me or point me in the correct direction? -- Chris Momon, The BOSS Group

Having a clear and understandable profile of your best customers is a valuable influencer of selling results. Knowing your customers helps you take the right actions, rather than just educated guesses. Getting started is easier than you think ...