Top Secrets of Marketing & Sales Podcast Por David Blaise arte de portada

Top Secrets of Marketing & Sales

Top Secrets of Marketing & Sales

De: David Blaise
Escúchala gratis

Acerca de esta escucha

 The Top Secrets of Marketing & Sales podcast provides tips on how to increase sales, improve profit margins and grow your business. Each week, we address issues related to important topics like targeting your ideal prospects, fine-tuning your messaging, attracting the clients you need, monetizing social media, the MVPs of Marketing and Sales and much more. From mindset to marketing and prospecting to podcasting, the Top Secrets podcast helps B2B and B2C entrepreneurs, professionals and salespeople get more of the customers and clients they need so they can do more of the work they love.Copyright © David Blaise, Blaise Drake & Company, Inc. | TopSecrets.com | 463414 Economía Gestión Gestión y Liderazgo Liderazgo Marketing Marketing y Ventas
Episodios
  • Tariffs Aren’t the Problem. Here’s Why…

    Tariffs Aren’t the Problem. Here’s Why…
    Jun 24 2025
    Here's why tariffs aren't the problem. Because there's always someone who's buying. Sometimes it's harder to find them. Sometimes it's easier to find them. So if, as a result of tariffs or anything else, it's going to be harder to find people, we understand that. But it doesn't mean that business is over and it doesn't mean that we can just sit and stew, because that just doesn't work. David: Hi. Welcome back. In today's episode, co-host Kevin Rosenquist, and I'll be discussing the fact that tariffs are not the problem. Welcome back, Kevin. Kevin: Good to to see you, David. How you been? David: Been doing great. Great to see you as well. Kevin: Yeah. We're talking about a topic that is in the news a little bit these days. You introduced the topic as tariffs aren't the problem. What do you mean by that? David: Yeah. I mean, if you're watching the media, you would think they are, but... Kevin: Yeah, I would say so. David: What I mean by that, and I'm not saying they're not a problem. What I'm saying is they're not THE problem. Okay, difference in the title. Tariffs aren't the problem. Okay? The reason this came up is I was having a conversation with someone in the promotional products industry who was talking about some of the issues that she was dealing with, and she mentioned the tariffs, and how the tariffs really had her very concerned. And I said, well, it's understandable because it creates a level of uncertainty that people are generally not happy with. I said, Kevin: Sure. David: How many orders have you actually lost as a result of the tariffs? And she said, well, none. I'm like, okay. Well that's a good start, right? If you haven't lost any orders so far as a result of it, that's a great way to start. And we just talked about the fact that everyone is dealing with this, everyone in the United States, anyone is dealing with this. And so, we're on an even playing field with any competitors, right? Because any competitors that we have are likely dealing with this as well. When we focus on things that are not the problem, like the thing that's actually keeping us from getting clients or getting reorders, or getting referrals, when we focus on those things, we're going to be a lot more productive in terms of being able to accomplish more things in less time, without focusing on the things that are not the immediate problem for us. Kevin: I mean, are business owners using tariffs or other external factors as as an excuse, if maybe they're having poor sales or things like that? David: Probably not consciously, I don't think they're consciously using it as an excuse. But it's easy to see it happen. And it's not just tariffs. Anytime anyone is concerned about the growth of their business, not being able to get enough new orders through the door, not able to get enough new customers through the door. Whenever they're not doing that, they're looking for reasons. And when you think of it logically, you'll look at the reasons that are actually happening. Well, what are the reasons this is happening? But when there are any sort of scapegoats in the market, people are likely to look at them, or point to them, or express concerns about them. Very often the concerns are about the things that could happen, that might happen, that could potentially happen, as opposed to what is actually slowing them down right now? Kevin: Mm-hmm. Yeah. And I think, it's dangerous to blame outside forces, like tariffs, instead of addressing in ternal issues. Because if you do that, you're going to potentially either ignore or downplay maybe some internal issues that you might have within your company. Is that a fair assessment? David: Yeah, and it's just not productive. When we're having interactions with clients, and let's say a client does raise the issue that they have concerns about pricing or they have concerns about how tariffs are going to impact their pricing and all that sort of thin...
    Más Menos
    14 m
  • Why Clients Shop Your Ideas — and How to Fix It

    Why Clients Shop Your Ideas — and How to Fix It
    Jun 10 2025
    It’s no fun when clients shop your ideas. If you ever came up with a brilliant idea for a promotion, only to have a prospect think it over, say they’d get back to you, but then ghost you and buy it from someone cheaper, you know the pain of being the unpaid consultant in the room. Being the brains behind a competitor’s sale is not ideal. You’re the one who did the work, thought it through, created the ideas, sourced the products, and made the recommendations only to have someone else place the order and cash the check. What’s up with that? Why are some ideas purchased immediately, while others are stolen, ghosted, shopped around, or just ignored completely? That’s what we’ll explore in today’s episode. If your best ideas keep ending up on someone else’s commission report, you may think you have a pricing problem. But it’s more likely you have a positioning problem. And it starts with the way you build out the experience of doing business with you. You're Not Just Selling Products—You're Selling a Process and an Experience You already know that prospects and clients can buy promotional products from ANY of a never-ending lineup of distributors, both online and off. That’s not what sets you apart. What sets you apart is the experience you create for them, from your First Contact through every other aspect of dealing with you and your organization. This includes: The clarity you bring to the project The confidence they feel in your guidance and The relief of not having to think through all the moving parts themselves Those are just a few of the differentiators, and none of them happen by accident. Instead, they’re the result of: The Messaging you use to position yourself as a valued resource, instead of just another product peddler. The marketing Vehicles you use to reach, impact and motivate recipients to get the desired response from them, and of course… The People you are proactively choosing to engage with. Not just anyone, but those who are less likely to shop and more likely to buy. If you don’t have those three pieces firmly dialed in: Your Messaging, your Vehicles, and your People, then the right experiences are far less likely to happen. Why the Experience You Create Beats Product Alone Every Time Let me ask you this. What does it feel like to work with you? Years ago, salespeople had a much easier time getting away with selling features and benefits. “Here are the features of what the product is, and here are the benefits of what the product does for you.” But in the information age, that doesn’t begin to cover it. A spec sheet can do it adequately. They don’t need you for that. So what are your best clients actually buying from you? More often than not, it goes way beyond features and benefits. It also goes way beyond branded merchandise. It’s: The confidence they get from the recommendations you make The trust they have in your ability to deliver what you promise The experience they have when interacting with you Ultimately, it’s the emotion they feel as you bring all that together for them, taking the stress off their plate and knowing you’ll make them look like a star to their target audience. It’s very difficult to shop that, because so few businesses deliver it consistently. But that’s what they’re buying from you. Clarity. Confidence, and Certainty. If your messaging doesn’t communicate that, then your value is invisible. Without that, you end up with people asking for ideas, shopping them around, and awarding the business to the lowest bidder. Not Every Prospect Wants or Needs Your Full Process, and That’s OK Of course, not every prospect needs a full consulting experience. Some just want a quote on a pen. Others want pricing on 50 business cards. Still others will just ask you to put together your best ideas and tell you they’ll get back to you. All of that comes with the territory.
    Más Menos
    5 m
  • Stop Undercharging: Get Paid What You’re Worth

    Stop Undercharging: Get Paid What You’re Worth
    Jun 3 2025
    Want to stop undercharging and get paid what you're worth? In our last episode, we talked about the dangerous disconnect between effort and results. How being busy isn’t the same as being profitable, and why aligning your actions with your outcomes is the only sustainable way to grow. But what happens when you do align your actions… You do deliver real value… And you’re still not making what you feel you're worth? That’s what we’re getting into today. It's a big blind spot related to pricing and undercharging. So if you already know your work is worth more than what you’re charging for it, this episode could be the game-changer you didn’t even know you needed. The Hidden Problem: Undercharging Isn’t Just About Numbers Most business owners don’t consciously undercharge for their services. No one wakes up in the morning thinking, “How can I leave money on the table today?” But undercharging is not usually about neglect. It’s also not about generosity. More often than not, undercharging is related to fear. Fear of losing to lowball competitors. Fear of being seen as too expensive or greedy. Fear of not getting the order. It's also about perception: Their own perception, and the market’s perception. Many people base their pricing on what they think their clients can afford… or what competitors are charging… or worse, what a particularly cheap prospect once told them they were worth. But consider this: Pricing isn’t just math. It’s strategy. If your price doesn’t reflect your expertise, your results, and the transformation you create for your clients, it’s not just undervaluing your work. It’s sending your market a message that says: “The work I do isn’t really worth all that much.” Your Pricing = Your Market Position In business, price signals value. So when you charge like a commodity, you get treated like a commodity. And when you price like a strategic partner, you tend to get treated like one. It’s not just about numbers, it’s about how your prospects and clients see you. Are you the kind of person they value and are grateful to work with? Or are you just someone they’re trying to squeeze for discounts? That gap often comes down to three things that many business owners tend to overlook: How they define their work. Who they present it to. What they allow themselves to charge for it. It’s not about buzzwords or branding jargon. It’s about clarity. Are you describing your work in a way that makes prospects lean in or glaze over? Are you putting it in front of people who already get the value—or those who need convincing? And are you pricing it in a way that honors the transformation you deliver… or just typical industry pricing? In a free market system, everyone gets to set their own pricing. We all get to decide. By saying this, I’m not suggesting you should overcharge for the products and services you offer. I’m just encouraging you to consider what your time, effort, and life energy are worth to you when calculating your prices. Clients Are Willing to Pay More When They Understand Why You already know that in every market, there are price-shoppers who always make their buying decisions based solely on price. They’ll get ten quotes. That means ten people will do all the work of pricing out the job, only to lose that order to the one person who is willing to work for the least amount of money. Are those the people you want to be basing your pricing on? Another important consideration is that in every market, there are always people who are willing to pay more. You just need to target them, know what to say to them, and be able to reach them effectively. That’s the essence of the monetization strategy that is missing from most businesses. So when you have it, and others don’t, you win. When providing a reason for your ideal clients to choose you, it can’t be the usual, “we do great work.”
    Más Menos
    8 m
Todavía no hay opiniones