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The Mitch Seigel Blog

I object!

Submitted by Mitch Seigel on Wed, 06/08/2011

The world would be a better place if all of our prospective clients eventually became actual clients. Unfortunately, reality has it that they don’t, so we have to do the best we can to turn as many of them as we can into clients. Along the way we hear reason after reason why they object to buy, or at least buy now. Are you ready for these objections? Is your skin thick enough to take rejection? Like anything...

Creating a Public Relations Event with Sustaining Inertia

Submitted by Mitch Seigel on Wed, 06/01/2011

Mitch Seigel
Like it was yesterday, I remember the greatest retail promotion I’ve been involved with over the last four decades, and it was about thirty years ago. As a radio station rep, I had a call from a car dealership to come down to the showroom to discuss an idea the owner had for a promotion. I didn’t think twice, got into my car and made it to the dealership in fifteen minutes. To my surprise, the owner...

Minimizing the Hiring Process for Salespeople

Submitted by Mitch Seigel on Tue, 05/24/2011

The first step in finding candidates for an open sales position at your company can come through referrals. Who do your current staff members know who will fit on the team? Ask them to consider the personality of the team. Will their referral mix well? What about their passion for sales and opportunities? Do they have sales experience? Do they have experience in your industry?

One and One Equals Three - This Old Math is still New

Submitted by Mitch Seigel on Tue, 05/17/2011

Years ago I had my sales manager at a radio station point out to me that often times when a radio schedule runs for a client, the response rate to yellow pages increases. It was so true. So I made sure that what we reflected in our radio ad copy also was reflected in the yellow page ads, because they worked together. I started noticing this about other medium as well. Newspaper and Cable TV works well ...

‘Networking for Survival’ can be done by anyone

Submitted by Mitch Seigel on Mon, 5/09/2011

I am always asked how I can continue to network at the pace that I do. My immediate answer is always the same. It’s part of me. It is not an extra thing I’m doing at breakfast, lunch or dinner. I’ve seen it pay off so many times and in so many ways that I never question whether it is worth the time and effort. In September I spoke about networking at an HR organization meeting. I’m speaking for the same...

Strategic Planning is essential to Your Company’s Success

Submitted by Mitch Seigel on Tue, 05/03/2011

Failing to plan is like planning to fail. How many times have you heard that before? Yet the vast majority of new companies are lax in completing a strategic plan, never mind adjusting it on a yearly basis. Many companies go into business without the need to go to the bank for a loan. If you did go in for a loan, your chance of obtaining the loan would increase if you can present a complete strategic plan. There are several major...

Sales Presentations - When it’s Your Time to Speak

Submitted by Mitch Seigel on Tue, 04/26/2011

If you’ve been doing a good job listening to your prospective client during the needs assessment stage of the sales process, when it is your time to speak, you will have no problem. Remember, a major part of acquiring a strong relationship with a client comes when you are able to reflect their needs in the proposal you are presenting. So first set the stage; tell the client what you are going to tell...

Media Buying - They all work

Submitted by Mitch Seigel on Tue, 4/20/2011

Today I was asked by a client “which media works best?” A favorite question that I’ve been asked countless times. And my tried and true answer- ‘They all work.’ They really do. Several factors help in making them work, but the bottom line is that they are only conduits to consumers. Let’s take a look at the nine most important variables in...

Sales Training; Lead Generation and Prospecting - The Persistent Way

Submitted by Mitch Seigel on Mon, 4/12/2011

"Nothing in the world can take the place of Persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent."

Advertising Planning - Social Media Overtaking Traditional Media

Submitted by Mitch Seigel on Mon, 4/04/2011

Is it or isn’t it, that is the question! When our President was elected we learned that a good deal of his time and money went toward attracting a generation or two through social media. Yet politicians continue to pour millions of campaign funds into broadcast television, cable television and radio. When Charlie Sheen built his followers on social media, it was combined with appearances on cable and broadcast television...