Relationship Marketing Grand Summit Recap - Part 2

The second day of the Relationship Marketing Grand Summit took place on Friday, August 9, 2019.

The morning session was a continuation of part 2 of the book, The Power of Human Connection, How Relationship Marketing works within the traditional sales and marketing process.

The first speaker of the day was Lee Salz, author of several books including Sales Differentiation.

Some highlights from Lee's presentation:

• "I'm the best sales consultant in the world"
• How would you describe Lee based on his statement
• Jackass
• Arrogant
• Cocky 
• Full of himself
• Your customers feel the same when you talk about your company or product in that way
• You turn people off when you do that
• Instead of differentiating yourself, you sound like every other salesperson
• Instead, share differences that others have found meaning ful and let the prospect decide if they are meaningful to them
• Let your clients describe you as the best
• We don't sell solutions, we build them based upon our conversation with the prospect
• Two parts of sales differentiation
• What you sell
• Picking up poop
• Differentiator - disposing of poop
• How you sell
• Highlight that you dispose of the poop
• College had a reserved parking spot for campus visit
• How you sell, not just what you sell, differentiates you
• 74% of buyers choose the sales rep that was the FIRST to add value and insight
• To find more clients like your best ones, ask them..."If you were me, what:
• associations
• conferences
• events
• should I attend to meet more people like you?"
• Every salesperson is your competition, whether your direct competition or not because you're competing for the same person's time
• Propose an agenda, don't set one:
• "For this to be a good use of your time, what do you want to be sure we discuss?"
• Send a recap email:
• Meeting highlights
• Your differentiators
• Action items/next steps
• Send a card!

You can hear Lee's poop story on his interview with Kody.

Next up was Mark Hunter, author of several books including High Profit Prospecting.

Here are some highlights from Mark's presentation:

• It's about the people, not the sale
• When we prospect with integrity, we find customers with integrity
• When you meet with someone, your goal is to earn the right to meet with that person again
• We overcomplicate things
• Low price = low trust
• Trust is currency
• C+C=C=O=P
• Continuity+Competence=Confidence=Opportunity=Profit
• Connect 5 people to 5 other people in your network every week

You can watch Mark's interview here.

Mark was followed by Andrea Waltz and Richard Fenton. authors of Go for No.

Highlights from their presentation:

• Fear of failure/fear of rejection
• What did the customer say no to?
• How do you know the customer is done unless they say no to something
• Fail your way to success
• Model of success and failure is not
• Failure <- -="" you=""> Success
• But
• You -> Failure -> Success
• To be a bigger success, you must fail more
• Set no-goals instead of yes-goals
• In terms of presentations, quantity beats quality
• No doesn't mean never...it means not yet
• Statistics:
• 44% of people give up after 1 "no"
• 22% more give up after the 2nd "no"
• 14% more give up after the 3rd "no"
• 12% more give up after the 4th "no"
• 92% give up before getting to the 5th "no"
• However, 60% of customers say no four times before finally saying yes

That completed the morning session and part 2 of the book.

Here's the interview with Andrea.

The afternoon session focused on the third and final part of the book...Why the Relationship you build with Yourself is the most Important.

I was afraid of this! The access to the replays expired today! The best I can do now is give links to their websites and the interview with Kody!

The first speaker of the afternoon was Meridith Elliott Powell, author of several books including The Best Sales Book Ever. And here's the link to her interview.

I'm not sure of the order now, but these are the speakers that were scheduled to talk:

Jeb Blount, author of several books including Fanatical Prospecting. Jeb's interview.

Jordan Adler is the author of a couple of books including Beach Money. Jordan's interview.

Thanks Dave Smith for sending me your slides from your Sendogo presentation!

• Modern Marketing Problem
• Massive digital assault on customers
• Constant requests for new business, electronic surveys and impersonal requests for information
• Lack of "relationship development" can erode benefits of high tech/social media lead generation process
• Solution
• Implement customer relationship development process
• Increase customer retention
• Increase referrals
• Increasee sales
• Increase CSI
• Sendogo offers premier "relationship management" service that runs within your preferred CRM
• Convenience while offering personalized physical cards and gifts
• Sendogo puts the "Relationship" in CRM
• Currently works with Salesforce, other CRMs being added
• Sendogo mastered the balance between automation and personalization

Dave then offered a demo of Sendogo...really cool!

You can send Impressions (cards) directly from your CRM...or you can send Impression Packs (a card and a gift). Check out the website for samples of Impressions and Impression Packs, and pricing.

Here's Dave's interview with Kody.

Gayle Zientek. You can read articles by Gayle at that website. Gayle's interview.

Interesting days

Today - World Mosquito Day, Chocolate Pecan Pie Day and International Day of Medical Transporters

Tomorrow - Poet’s Day, Spumoni Day and Senior Citizens Day

Next Tuesday - The Duchess Who Wasn’t Day, Tug-of-War Day, International Bat Night, Pots De Creme Day and Banana Lovers Day

September 20 - Punch Day, Grenache Day, Tradesmen Day, Concussion Awareness Day and Pepperoni Pizza Day

Month long celebrations:

September 15 - October 15: Hispanic Heritage Month