Protests have been staged at border crossings along the Donegal-Derry border tonight (Weds) amid ongoing efforts to reach a Brexit deal.The Border Communities Against Brexit (BCAB) Group held the silent action as hundreds of local people from both sides of the border came together along 38 of the 200 different border crossings.Protesters held candles and posters to indicate their opposition to the uncertainty created by Brexit. Anti-Brexit protests held along Irish border on Wednesday night (Pic: Cllr Gerry McGonagle)Cllr Jack Murray told Donegal Daily: “The people of the border community will not tolerate a hard border because of the consequences would be absolutely devastating.“This has nothing to do with party politics, it is about the free movement of people across the border.“It has huge economic and social factors and if there was a hard border it would be catastrophic for the people of Inishowen and Derry.”“Protesters carried signs with slogans such as “No Boris Border” and “No to Borders in Ireland”.A spokesperson for BCAB said border communities would be the collateral damage if there is a no-deal Brexit. Advertisement “What is happening at Westminster today is giving us cause for concern and too much uncertainty around the border issue remains,” he said.“Border communities are going to be the collateral damage if there is a no-deal Brexit so we want people living on the northern or southern side to come out and make a stand against any hard border returning.”It is understood that members from the group are set to meet EU Brexit negotiator Guy Verhofstadt in Brussels on Thursday to discuss the Brexit impasse and the impact it is having on people living in border communities.Anti-Brexit protests held along Donegal-Derry border was last modified: October 21st, 2019 by Shaun KeenanShare this:Click to share on Facebook (Opens in new window)Click to share on Twitter (Opens in new window)Click to share on LinkedIn (Opens in new window)Click to share on Reddit (Opens in new window)Click to share on Pocket (Opens in new window)Click to share on Telegram (Opens in new window)Click to share on WhatsApp (Opens in new window)Click to share on Skype (Opens in new window)Click to print (Opens in new window) Tags:border communities against brexitBrexitDonegal-Derry Border
New Zealand skipper Daniel Vettori on Monday said senior players, including himself, will have to take the blame for the ODI debacle in India.”It’s about players standing up and performing, Vettori told ‘ONE News’ on the team’s return to the country after a 0-5 drubbing in India.”If we look at the reasons for the losses being because of selection or management structure we are absolving the players and myself included – so the players need to stand up,” said the talismanic leg-spinner, who has been leading the side since 2007.Set to take a break to nurse a sore back, Vettori rejected suggestions that his multiple roles of being a captain, selector and key all-rounder were affecting the team’s power balance.Vettori said his teammates are “comfortable” with his multiple roles but conceded that the fans might be running out of patience considering that his side has now lost 11 one-day international matches on the trot.”Yeah, of course I don’t blame them. This team is hurting itself. It’s a miserable time for New Zealand cricket,” Vettori said.”We did so well in the first couple of Test matches and then to let it all slip in the last Test and the one-day series, it hurts. And the only reason you play the game is to win and the only reason a lot of New Zealanders watch us play is to see us win.”So we have to give that to them as soon as possible or otherwise it’s going to be really upsetting to a lot of people,” he added.advertisementKiwi coach Mark Greatbatch echoed Vettori’s views and said the team is “exceptionally disappointed and embarrassed.”- With PTI inputs
This guest post is written by David Siteman Garland, the founder/host of Download the free kit Learn how to generate more inbound leads using SEO, blogging, and social media. SEO strategy Let’s assume you are taking advantage of all the great Justin See Inbound Lead Generation Kit for tips and tricks to drive more leads and business to your site. . You are making connections and bringing in visitors from Facebook and Twitter. Your There is often only a slight difference between someone entering their email address to subscribe and someone clicking away from your site, never to come back. In this video, you’ll learn 5 keys to boost your subscriber base and create a killer list to boost your business. Originally published Feb 26, 2010 11:30:00 AM, updated October 20 2016 is top notch. Your blog is booming (or sizzling…or waiting to sizzle). That is all fantastic, but how do you turn traffic into subscribers that you have permission to stay in contact with? Photo Credit: hub of amazing content Ah, your email list: precious gold for inbound marketers, especially if you are looking to continually bring current clients (and hopefully future clients), customers and fans to your website. Don’t forget to share this post! AddThis Sharing ButtonsShare to TwitterTwitterShare to FacebookFacebookShare to Email AppEmail AppShare to LinkedInLinkedInShare to MessengerMessengerShare to SlackSlack (If not, what are you waiting for?!). Your website is a The Rise To The Top inbound marketing tactics Topics: Keyword Optimization . The Rise To The Top is the #1 non-boring resource for building your business smarter, faster, cheaper, which features a daily Web show for entrepreneurs.
and Twitter badge . If you think that monitoring your brand on Twitter is too time consuming, you’ll be glad to hear that monitoring all of your business’s social chatter takes only as a customer service channel. But there are several common mistakes that companies make on Twitter. by having a unique Twitter background. People on Twitter want to follow people who might actually interact with them. So if you’re only putting content out there, even if it’s does. These personal touches will attract more followers than hiding behind a corporate logo. If you tweet only once per week, it will be hard to get noticed in the Twitter streams of people who follow thousands of even hundreds of users. But if you follow some of the advice above, by taking a few minutes each day to retweet interesting tweets and share Don’t forget to share this post! AddThis Sharing ButtonsShare to TwitterTwitterShare to FacebookFacebookShare to Email AppEmail AppShare to LinkedInLinkedInShare to MessengerMessengerShare to SlackSlack 1. Be Overly Self-Promotional Your company Twitter page shouldn’t just be a corporate Twitter page; this exudes a stuffy tone that nobody wants to follow. Some of the top brands on Twitter actually put a face to the person behind the tweets, such as retweeted more often 3. Follow Anyone and Everyone Keeping your Twitter profile hidden from your website visitors, the people most likely to actually follow you, is never a good idea. Add a or Twitter directories such as Would you want to have lunch with someone who only talked about themselves, and didn’t even ask you how your day was going? Of course not. So why should you act that way on your Twitter profile? Instead of having a Twitter profile full of self-promotional news or links to your own website, share other interesting, educational, or even funny industry news from websites other than your own. You’ll build a following more quickly, and you’ll likely be Twitter Search 6. Don’t Share Your Twitter Profile on Your Website Ever see a Twitter profile of someone with 10 followers who’s following 10,000 people and think “oh, they must be interesting!” Me neither. If you follow a ton of just anyone, not only will your Twitter stream be filled with irrelevant content you don’t care about, but you’ll look spammy to people who see your skewed follow numbers. Be picky about who you follow, especially in the beginning. You can use than accounts without pictures? And that having a Twitter bio gets you Twellow strategies to , you shouldn’t have a problem here. . You can even just link to the profiles of people behind the tweets in the bio section, which is what , you might turn away people who want to know you’ll reply. Twitter isn’t only about sharing one-sided content. It’s about sharing other Twitter people’s content and engaging in conversations about that content. Make sure to retweet and reply to at least a few people each day so that you’re making Twitter a two-way conversation. Twitter WeFollow 8. Don’t Customize Your Twitter Profile to garner valuable feedback, keep tabs on the competition, engage your customers in conversation, or even choose to use Ford Twitter and retweet their articles . Use free tools like Diana Urban 5. Don’t Interact With Other Twitter Users Not customizing your Twitter profile is like blending into an anonymous crowd. Did you know that Twitter accounts with a profile picture have Twitter is a fantastic network for businesses. You can Twitter for business Here are 9 relevant content , as well as how to remedy them. to your website, and even add a feed of your tweets to your blog. Make it easy for your visitors to find out how to connect with you in social media. 8 times as many followers to find people interested in your industry and what you’re talking about. 2. Only Include Links to Your Own Blog or Twitter Search monitor your brand Comcast @dianaurban or brand your business on Twitter 10 times more followers What would be your #10? Let me know in the comments below! ten minutes a day ? If not, there’s your reason for doing so. Also, TweetDeck Topics: 7. Don’t Monitor Your Own Brand Chatter is a User Experience Manager at HubSpot. You can follow her on Twitter 4. Don’t Establish a Personality engaging content avoid . And it’s not unprofessional to ask your followers how their day is going. 9. Only Tweet Once Per Week to monitor conversations taking place about your company on Twitter in real-time. After you complete a Twitter search, you can even click “Feed for this query” and add it to your RSS reader for monitoring. Twitter Marketing Originally published Sep 29, 2010 1:00:00 PM, updated October 20 2016 Business blogging is a great marketing tactic, and so is sharing your blog posts on Twitter. However, these shouldn’t be the only blog posts you share. It only takes 10 minutes a day to contribute valuable content on Twitter. Check your RSS reader daily and share interesting articles you see there. Also, find other relevant bloggers in your industry on Zappos . Give to get; these bloggers may reciprocate and share your content as well.
Don’t forget to share this post! AddThis Sharing ButtonsShare to TwitterTwitterShare to FacebookFacebookShare to Email AppEmail AppShare to LinkedInLinkedInShare to MessengerMessengerShare to SlackSlack Topics: Raise your hand if you hate filling out forms!So if I had to guess, I’d bet that a lot your hands are raised right about now. Heck, so is mine! But any savvy inbound marketer knows that forms are the way of the online conversion world. After all, how would we generate and reconvert leads as effectively without them?Easily build and embed forms on your site. Try HubSpot Forms for free.But as you can understand from all the hand raising, from a website visitor’s perspective, forms are a rather annoying part of redeeming offers on the web.Surely, there’s a way we can make the form completion requirement a little bit easier on them. It’s about creating lovable marketing after all, right?Advances in marketing technology to the rescue!Depending on the sophistication of your marketing software, you may already know about what we at HubSpot like to call Smart Forms — dynamic forms that leverage the power of context and adjust in length based on whether a visitor has already completed one of your forms in the past. In other words, Smart Forms know if someone has already filled out the form fields you’re asking for, and thus asks only for the critical information (which is usually even pre-populated) you need to ensure your contacts database stays up to date. But there’s another dynamic content kid on the marketing block, and his name is Progressive Profiling. Let’s talk about what makes this guy so awesome, and how you can leverage him — err, it — to help you increase your website’s conversion rates and capture even more valuable lead intelligence along the way.What Is Progressive Profiling?Progressive profiling technology, a feature that is usually an extension of dynamic form fields, allows you to set up iterative forms that enable you to designate which questions appear based on what you already know about a particular lead. That way, every time a lead fills out a form, you are progressively collecting valuable new information about them while keeping your forms short and easy to complete. This enables you to build up the amount of information, or intelligence, you collect about your individual leads without causing more friction in the conversion process. Ultimately, progressive profiling technology enables you to collect the right information from your leads — at the right times.While the specific setup process will largely depend on the capabilities and nuances of your marketing software, it will typically involve specifying which questions you want to be included in your progressive profiling queue — and in what order they should be shown to your leads. These questions will be shown only when other Smart Fields have already been completed by that particular lead. Let’s talk a little bit more about why progressive profiling is so beneficial, and how you can leverage it in your marketing.Why Is Progressive Profiling Beneficial?I’m so glad you asked! Progressive Profiling is beneficial for a number of reasons …1) Shorter Forms Lead to Increased Conversion RatesYou mean shorter forms mean higher conversions? No surprise here! Just like with regular Smart Forms, progressive profiling technology enables you to keep your forms short and sweet, without ultimately sacrificing valuable lead intelligence. Instead of asking for someone’s information all at once, you can iteratively ask different questions over time while keeping your forms short, meaning you don’t have to squeeze everything you want to know about your leads into the very first form they see.Because of this, the use of progressive profiling technology can decrease some of the friction associated with form completion, and as a result, increase your website’s conversion rates. After all, would you prefer to fill out a form with 4 fields, or a form with 14? Judging by all those raised hands earlier, I’d bet on the former. 2) Progressive Profiling Avoids Repetition If your business has gained a reputation as an industry thought leader and a provider of valuable content, chances are that new visitors aren’t the only people redeeming your offers. This means you probably have existing leads — people who have previously converted and are already in your contacts database — filling out your forms, too. So what’s the point of asking them to answer the same exact set of questions every time they’re looking to redeem one of your offers? To us, that seems like quite a lost opportunity.With Progressive Profiling, problem solved! Instead of being repetitive in the questions you ask, you can ask new questions every time a lead converts, enabling you to ask the right questions at the right times. Which leads us to benefit numero three … 3) It Allows You to Capture More, Valuable Lead Intelligence Over TimeIn an ideal world, you’d have tons and tons of information about each of your leads so you can better segment your marketing campaigns and nurture your leads — and so your sales team has more lead intelligence that enables them to sell to those leads more effectively. And while sophisticated marketing software can help you capture behavioral data about your leads over time — such as the types of content they’re reading or downloading, and the pages they’re visiting on your site — sometimes the most effective way to learn about a lead is to directly ask them the questions you want to know about. But as you can imagine, asking them for all this information at once can lead to some pretty lengthy forms which will destroy your conversion rates — leaving you with absolutely no lead intelligence at all.So why not spread out your ideal questions over time and in a way that aligns with the lead’s stage in the sales cycle? With progressive profiling technology, you can do just that, asking for just the critical information the first time a lead converts, and then progressively asking for more detailed information over time as they become more qualified. For example, on a lead’s fourth or fifth visit to your site, you can pose more sales-centric questions, such as “Are you currently evaluating vendors?” or “What other products are you using?” As a result, progressive profiling can even help you shorten your sales cycle, as you can more accurately pinpoint which leads are sales-ready.It’s for the very same reason you wouldn’t bombard someone who has never visited your website and doesn’t even know what you sell with a call-to-action for your ‘Contact Sales’ offer. Again, it’s about asking the right questions at the right times. In this way, progressive profile allows you to build a more complete profile for each lead over time. 4) It Saves You Time Last but not least, progressive profiling technology can also save you the trouble of creating separate forms tailored to different landing pages on your website. For example, you might think that someone who ends up on your product demo request landing page is further along in the marketing funnel, and as a result, you might want to display a form that asks some more sales-specific questions. But with a progressive profiling tool like HubSpot’s, you can reuse the same forms across many different landing pages and rest assured that the right questions are being asked at the right time. This can save you a ton of time from creating a variety of specifically targeted forms.How to Leverage Progressive ProfilingThere are a number of ways in which progressive profiling can help you improve your marketing. Let’s talk about a few powerful use cases as well as some progressive profiling best practices to consider if you’re just getting started.Great Progressive Profiling Use CasesMaximize the Impact of Your Secondary Calls-to-Action: Offering secondary calls-to-action (CTAs) can be a great way to reconvert and nurture your leads, especially if the CTA is for an offer that naturally progresses the lead through the sales funnel based on their previous conversion event. But because a lead has already converted, Progressive Profiling will enable you to optimize your form for that second conversion, allowing you to capture additional lead intelligence you can use to better segment, nurture, and sell to that lead in the future.Improve the Effectiveness of Lead Nurturing Workflows: Naturally, you’ll also want to surface different fields for the leads in your lead nurturing workflows that appeal to their varying stages in the sales cycle. As you can imagine, Progressive Profiling makes this extremely easy and helps you get more lead intelligence out of your nurturing campaigns — which can be extremely helpful for your sales team. Push Referral Traffic Further Down the Sales Funnel: Driving traffic to your landing pages from external sources such as PPC, organic search, or social media sites? Because Progressive Profiling will show a set of very broad questions to new visitors and more specific questions for visitors who are already familiar with your content and company, you’ll be able to optimize your campaigns for both high conversion rates for new visitors and lead quality for known contacts.Use as a Survey Tool on Your Blog: Because a business blog typically attracts a lot of repeat visitors, consider embedding a progressive profiling form on the sidebar of your blog that acts as a survey, asking readers iterative questions about your blog, such as the types of content they’re interested in or other types of reader feedback that can help you improve your blog’s strategy and performance. It’ll never ask visitors the same questions twice! Progressive Profiling Best Practices Ask the Most Critical Questions First: While it may be tempting to make the first version of your form extremely short and sweet, make sure you’re still asking for the critical information you need to properly contact, segment, and nurture that lead in the future. After all, you’ll still want to be able to send them relevant content even if they never come back and convert on your website again organically.Start Broad and Then Get More Detailed: As you’re planning the order of your Progressive Profiling fields, start with the most broad questions first and then get to the more detailed, product-focused questions later when you have a stronger, more familiar relationship with the lead. Think about how you would logically conduct a conversation with a lead. You wouldn’t ask what their budget is before even determining if they’re a good fit for your product, right?Align Questions With Leads’ Likely Stage in the Sales Cycle: As your ordering your questions, also think about what stage in the sales cycle a lead would typically be in at this particular conversion. It might be helpful to conduct some analysis into your customer base about their average number of conversion events before closing as a customer, as well as the average length of your sales cycle. This can help you figure out the right questions for particular points along leads’ conversion path.Tailor Progressive Profiling Form Fields to Various Buyer Personas: Finally, consider crafting different Progressive Profiling form questions based on different segments of your leads. Then add these forms to any segment-specific landing pages you may be using on your website or in your lead nurturing workflows to enable you to capture the lead intelligence that’s specifically beneficial to that audience — making future segmentation and sales follow-up even more effective.What do you think about progressive profiling technology? How else can you leverage it to improve the context and personalization of your marketing? Originally published Feb 7, 2013 9:00:00 AM, updated February 28 2018 Lead Generation
The sales connect is the most transferrable skill to master. If you master the connect, you can begin mastering so many other important life skills — sorority rush, dinner party schmoozing, networking events, and even the first date.In sales, the connect is your opportunity to make that first impression on your prospect — the first time that you’re catching someone live on the phone. And the last thing you want is for it to be the last time. So, what should you say?Free Download: 101 Sales Qualification QuestionsA connect call is about getting to know your prospect. Think about when you meet someone new at a dinner party — the first conversation you have is about introductions and learning the basics without being overbearing or creating a tell-all confessional too soon. Similarly, in the sales world, we use a connect call in order to begin understanding whom we’re talking to, what she cares about, and whether we have anything in common that we can get value out of discussing. We ask questions to find out what she’s working on, how that fits in with her company’s greater business goals, what’s tough about her day, whether that’s something we can help with, and whether she even wants anyone’s help in the first place.The goal of a connect with any person is to strike up a good conversation, get to know what makes them tick, and walk away knowing whether you want to continue that conversation at a later point in time. The goal of a sales connect call is exactly the same, with an added emphasis on determining whether there’s any way you can help a prospect with a need that her business has prioritized addressing.A Few ClarificationsBefore we jump into the methodology for running a sales connect, it may be helpful to describe some common pitfalls that should not find their way into your connects. OR … before discussing what a connect actually entails, let’s highlight what it should never become.The connect is NOT an opportunity for an elevator pitch. Remembering this takes discipline, because many times the prospect will insist that you provide one. If the prospect asks you for a high-level sale, give them a high-level overview instead. Resist the urge to talk about your product for 20 minutes straight. Practice conveying what you do in 2 sentences or less; then learn how to pivot back into your intended playbook.Secondly, this is NOT an opportunity to budget-qualify someone as quickly as possible. There are no shortcuts in a strong and thorough sales process, so I’d encourage you to over-invest in the front end of the sales process here. The last thing you want to do is to pass on a potentially qualified opportunity because you’re trying to cut to the chase too quickly. How would you feel if you met someone at a party and they asked you what your salary is within the first few minutes of conversation? Keep that in mind, and don’t jump the gun.The Connect Call PlaybookThe art of the connect is to uncover a prospect’s pain points and determine whether there’s any way you can help address these struggles. This is achieved through a combination of expressing genuine interest, active listening, and abiding by the guidelines in the following playbook:1) SalutationsKeep your introductions short and sweet: “Hi, this is Dannie calling you from HubSpot.” (PAUSE)A brief pause after stating your company name allows you to gauge your prospect’s reaction to/familiarity with your company. Does he sound happy to hear from you? Does he recognize your company name? Does he sound like he’s anticipating a sales pitch?2) Address ResistanceWhen you’re calling someone who’s not expecting your call, her natural reaction is to feel guarded. She is assuming you’re calling with an agenda, and will often be eager to get off the phone. Addressing resistance allows us to earn permission to continue the conversation, despite this initial reaction. Try the strategy of ‘going negative’ on a prospect from the very outset of the phone call by saying something like “sounds like I caught you at a bad time.” Nine times out of 10, they’ll swoop in to save you and insist that now is actually an okay time. At that point, you’ve earned yourself permission to continue the conversation.3) Leverage Past Prospect ActivityHow did you find this prospect? Had she downloaded a whitepaper from your company’s website? Use the prospect’s recent actions as a conversation starting point: “I noticed that you downloaded our ebook on XYZ best practices. What were you looking for help with when you stumbled upon that ebook? What’d you think of it?” By referencing something the prospect has done, you are creating relevancy and are showing her that you’ve done your research and reminding her that she was, indeed, looking for help with something your company created content around. 4) Build RapportBe a human first, and a salesperson second. Your prospect’s day may be extremely monotonous, and your phone call should be an opportunity to liven it up. Spend some time building rapport by bonding about anything you can find in common (and do your very best to find some unexpected commonality that’s more creative than today’s weather). If you have your prospect’s website open, look at what city they’re located in. Have you traveled there recently? Did you go to any fun restaurants while in town? Did you notice anything particularly charming about the architecture? Did your prospect grow up there or relocate for work? Have some fun getting to know the stranger on the other end of the phone. The more you can establish some sort of commonality, the easier it will lower the prospect’s guard and ask some probing questions down the road.5) Gather ContextNow that you’ve built some rapport with the person on the other end of the line, take the opportunity to naturally segue into some questions about their business and their job role. Here’s an example: “So like I said, I’m on your website, and now I’m checking out your services page. Looks like your company specializes in XYZ services, is that right? What’s your role at the company? How long have you been there? Are you liking it? Interesting — so what does your day typically entail? Does your company focus on selling to any specific industry verticals? Interesting — how’d you choose those?”The more context you have, the better you can paint a picture of the world your prospect is operating in. Who do they like doing business with? Can you help get them in front of businesses like that? You need to be able to visualize as much of their business context as possible in order to choose which positioning statements have the best chance of resonating with them — and in order to keep the rest of our conversation as relevant as possible to their priorities.5) Introduce Positioning Statement(s)The purpose of a positioning statement is to make your prospect say, “That’s me. How did you know?”Positioning statements help you show your prospects that you understand their pain points. You’re showing them that you’ve been around the block and that you’ve seen similar companies go through similar struggles. The implication is that you’ve found a way to help them through that struggle. This should pique a prospect’s interest and convince them that they could learn from you. Here’s an ad-lib example: “A lot of time, when I talk to companies like yours, they’re really good at ________, but they struggle to ________ for the following reasons: _____, _____, or _____.”Positioning statements are not one-size-fits all, and it’s all too possible that the one you tried out doesn’t resonate with the prospect. Have a list of three to four different positioning statements on hand, and use them as a chance to do two things: 1) show active listening by paraphrasing their current situation as they described it, and 2) determine whether they can relate to scenarios you’ve helped similar companies address. Use tie-down questions at the end of a positioning statement to determine whether you’ve successfully identified a pain point worth digging into. For example: “Can you relate to that? How so?” Now it’s time for the prospect to do some more of the talking.6) Dig Deeper Into Pain PointsWhile positioning statements may lead the prospect to certain conclusions, short, open-ended follow-up questions allow prospects to continue the conversation and articulate their struggles in their own words. The shorter the question, the more freedom you provide your prospect for putting things in her own words. Here are some good ones: “How so? Tell me about which part of that statement resonated with you. Is that a big problem? Do you have a plan to fix this? Do you think that’ll work?”Asking an open-ended question after you hear a prospect affirm that a positioning statement resonated with her allows her to open up and do some talking about her challenges. This helps paint a picture of the context they’re operating in, and allows you, the salesperson, to start getting a better idea of how you may be able to help the prospect.7) Validate Desire for Help”That’s something that I’ve helped a lot of similar companies overcome. If that’s something we could give you some guidance about, would you be open to receiving and implementing our help?”Use a soft tie-down to make sure that you’re not about to spin your wheels providing unsolicited advice in follow-up calls or meetings. You will be using different forms of tie-downs throughout the sales process to confirm that whatever you’re about to help the prospect with is a top priority to invest time and money into, and this is your first shot at getting this affirmation.If you’re feeling particularly bold, you can even ask the prospect what’s held him or her back from getting any help up until now. This will begin to help answer the critical question: “Why now?”8) Suggest Concrete Next StepsBe specific here. Set expectations properly. If you operate on a monthly sales cycle, encourage the prospect to take a follow-up call that same week. If you’re going to set up a GoToMeeting for your next phone call but don’t intend to demo your product, make sure the prospect knows what you do plan to cover during the next call and why that will ultimately be valuable for him. Try this: “I hope this conversation was valuable to you. Do you want to schedule some time on Thursday of this week to dig a little deeper into what you’re hoping to achieve within this facet of your business? That can give us a better opportunity to mutually assess if and how we might be able to help.”See what you did there? You reminded the prospect that this conversation was about him, not about you. You set expectations about what you’ll cover during the next call. And even more importantly, you pointed out that sales is a two-way street, and that both parties should be mutually assessing one another to determine if it’s a good fit.Practice Makes PerfectThe more you practice the connect playbook, the more you’ll realize that every connect call can really follow a similar methodology. If you’re nervous about trying it out on a prospect first, then try applying the connect playbook to a real-life situation as you’re making new friends or forging new business connections. When you’re ready to practice the connect in a sales setting, use this methodology to structure your notes. Are there parts that you find yourself repeatedly leaving blank? That’s probably an area that feels a little less comfortable for you, and therefore an area that’s worth doubling down on during practice. No two connect calls will ever be exactly the same, but mastering a repeatable structure should make every new sales job a little bit easier.Have some tactics that have worked for you? Disagree with any part of this methodology? Share your comments below. Don’t forget to share this post! AddThis Sharing ButtonsShare to TwitterTwitterShare to FacebookFacebookShare to Email AppEmail AppShare to LinkedInLinkedInShare to MessengerMessengerShare to SlackSlack Originally published Aug 21, 2013 6:00:00 PM, updated October 29 2019 Inbound Sales (Marketing) Topics:
Topics: Customer Delight The inbound methodology is focused on three principles: attract, engage, delight.At its core, the inbound experience is a customer-focused way of doing business that is centered on helping people and solving their problems in the ways they want them to be solved. Marketing and Services drive the “attract” stage that draws customers to your business. Marketing and Sales then “engage” the lead and motivate them to convert. Finally, Sales and Service complete the flywheel by delighting the customer with a great purchase and fantastic customer support.Sounds simple, right?Well, not quite. In a truly successful inbound organization, customer “delight” is everyone’s responsibility — not just those people your customers may come into contact with after buying something from you.The concept of delight — providing a remarkable experience to users that focuses on their needs, interests, and wishes that leaves them so satisfied, they can’t help but go out and sing the praises of your brand — isn’t just limited to customers. Great inbound companies focus on delighting potential and existing customers from their very first interactions with the organization — and you should, too.Start solving for the customer today with these 17 templates. Customer Delight DefinitionCustomer delight is exceeding a customer’s expectations to create a positive customer experience with a product or brand. By going above and beyond to create a memorable customer experience with things like discounts, gifts, promotion, or spontaneous outreach to your customers, you can foster an emotional connection and sense of good-will that will make them more likely to be loyal to your brand long-term.Creating an inbound experience whose goal is both pre- and post-sale customer delight can be a competitive advantage for many businesses because happy customers stick around longer than those who have a neutral or negative experience. Simply put, customer delight is to please your customer. Sounds easy, right? But in the context of business, how do you really please someone?In such a competitive modern business world, you can’t afford not to make your customers happy. It’s easier than ever for your customer to switch using products or services if you don’t meet their expectations, and they can publicly share their negative feedback about their experiences on platforms like social media, Yelp, and Google Reviews. Their expectations are tougher than ever, and their recommendations to family and friends are the difference between your business growing or struggling.In fact, the White House Office of Consumer Affairs found that it costs businesses 6-7x more to attract a new customer than to retain an existing one. But despite that fact, only 7% of consumers say that their service experiences with a company exceed their expectations The writing is on the wall: Successful inbound organizations don’t just focus on attracting qualified visitors, converting them into leads, and closing them into customers. Instead, they aim to provide an all-encompassing remarkable inbound experience for potential and current customers, too.We advocate for doing four things consistently well during the customer’s experience to delight them and keep them coming back:Answering their questionsSolving their problemsHelping them reach their goalsBeing enthusiasticDo you do all four of these things exceptionally well, across every single interaction a person has with your business? These delight moments can range from someone visiting your blog, to someone checking out your website’s pricing page, to chatting with a salesperson, to figuring out how to use your product for the first time, to asking for help using your product, and everything in between.Customer success is all about helping customers see value in your product to help them achieve their goals. So think of customer delight like this: how can you best, most effectively provide value to someone so that they can extract value?Creating a great customer experience means that you’re building trust with people so that they stay loyal to your brand and products for a long time. You build trust with people by consistently making the people you’re here to serve successful. Let’s discuss the four must-haves to delighting and building trust with your customers.How to Delight Your CustomersSolve customers’ problems.Be timely.Be helpful.Help customers succeed.Listen to customer feedback.Be enthusiastic.Be unexpected.Build a community. 1. Solve customers’ (and potential customers’) problems.The first (and perhaps most important) thing your organization needs to do is solve the problems your potential and current customers bring your way. Offering your customers a solution to the problem they face or a way to achieve the goal they’re working towards is, after all, why they’ve come to you in the first place — so don’t leave them hanging. Offer your customers the solutions that most align with their individual wishes, needs, and preferences.The same goes for prospects. Even though they aren’t paying customers just yet, potential customers require that you solve their problems as well. You can use free tools like chatbots and a knowledge base to address this customer segment without making a major financial investment.The reasoning here is multifold and gets back to the golden rule: help people and they’ll help you. If you can prove to your prospects that you’re trustworthy and effective when they’re not yet even paying, they’ll be much more likely to want to do business with your organization down the road. All that goodwill generated pre-sale goes a long way towards easily transforming customers into positive promoters post-sale.2. Be timely.A critical aspect of solving problems is responding to them ASAP when they crop up, so a big component of customer delight is being available and responsive whenever they reach out. Whether the issue is big or small, show your customers that you’re prioritizing them by responding quickly. Even if you can’t solve the issue right away, letting them know that you’re working on it or escalating it will give your customers confidence that you’re their advocate.Adopting a customer relationship management software, or CRM, is a great way to start managing customer interactions. Using a CRM, you can record and log emails, as well as set up reminders to follow up with clients. Tools that are set up for conversational marketing can sync your customer service cases to your CRM. This allows you to keep pace with all customer communications and provide a more delightful customer experience.3. Solve for the present and the future.Solving your prospects’ and customers’ problems is great in the short term, but what will happen next time they encounter a similar problem or are looking to accomplish a related goal? Going beyond just solving peoples’ problem and handing over information helps them deal with similar challenges down the road.Empowering both potential and existing customers with education, making recommendations, and helping them succeed are essential to building an inbound experience at your organization. For example, HubSpot offers an academy program that provides free inbound and product lessons for its customers. The benefits of enabling people to reach their goals and solve their problems instead of just arming them with facts are far-reaching for both your organization and the individual themselves.If your prospects and customers get a constant, positive reminder of your company each time they use your advice and recommendations, your company will become known as a helpful, remarkable organization that customers want to do business with. You can achieve this by writing blog posts, sharing tips on social media, and creating a self-service knowledge base.4. Help customers succeed.Make sure you understand why people are buying your product or service so that you can figure out how to help them succeed. By understanding what people need from a product or service, your team can exceed customer expectations. Creating buyer personas and mapping customer journeys are two effective ways to build this type of focus on customer success. You need to be constantly innovating your products, your processes and the overall customer experience to truly delight people. Innovation can be large-scale, like a new product or a whole new way to get help with your product. It can also be on a smaller scale, like how you train new employees to handle customer questions or the content formats you’re using to help people see value in your product.The other thing you need to be focused on doing well is providing education to people and communicating with people in a way that gets them answers to questions and solutions to problems. You should also be helpful the way your customers want to achieve their goals — whether that’s through multichannel customer service options or a self-service knowledge base.5. Listen to customer feedback.It can be tough to take critical feedback, especially if it’s coming from a customer you’ve built a relationship with. But sometimes the feedback from a customer you’ve known a long time can be the most valuable.So if a customer comes to you with a complaint, or even if they come to you ripping you and your company apart, take a breath, don’t take it personally, and listen closely to what’s behind the complaints. Remember, your customer has likely paid your company a lot of money over the time you’ve worked together, so when things break or go wrong, they want the inconvenience to be understood and acknowledged with empathy — and maybe with a discount or kind note thanking them for their patience.One way to effectively manage difficult feedback is to provide automated software to collect it. Customer feedback software allows you to create and customize surveys that can be linked to the customer’s record in the CRM. This gives your customer service team time to research the customer’s history with your company, and come up with an effective response before reaching back out. 6. Be enthusiastic.Make sure that in every interaction with potential and current customers, your company’s voice is enthusiastic, fun, and welcoming. Precisely what ‘enthusiasm’ and ‘fun’ mean for your organization depends on your particular business and industry, but the take-home message is this: if you want to create an inbound experience that truly delights, don’t be a dictionary — instead, provide a real, warm, personalized, human interaction that respects your user’s time and leaves them happy, satisfied, and educated.7. Be unexpected.If you want your company to stand out from its competitors, then it needs to make a lasting impression on your customers. While your primary goal is to solve the customer’s problem, you can create a memorable experience by giving the customer more than what they initially anticipated. Customers expect to see their needs fulfilled, but are truly delighted when your team goes above-and-beyond in the customer experience. You can do this by personalizing each customer interaction, and ingraining a customer-centric culture within the company. For example, personalization software can be used in emails and on web pages to make content feel like it was designed for an individual user. By creating one-of-a-kind customer experiences, your business has a better chance of improving overall customer loyalty.8. Build a community.People enjoy the feeling of belonging to a community or group. Your company can supplement this positive feeling by creating a user community that benefits your customers. This community can be used as a resource for sharing useful information or act as a medium for users to submit customer reviews. By fostering a space for customers to interact with one another, your business is adding value to the customer experience both before and after the purchase. When considering a purchase, customers primarily trust other customers, so they can use this sponsored community forum to help guide their decisions.Take HubSpot’s community for example, where HubSpotters can post and share questions about different HubSpot products. HubSpotters are great at finding unanticipated uses for certain tools, and often share these discoveries on the forum for other users’ benefit. HubSpot’s engineers love this as well because they use this feedback to guide product development for future add-ons.To learn more, read our ideas for demonstrating customer appreciation. Don’t forget to share this post! AddThis Sharing ButtonsShare to TwitterTwitterShare to FacebookFacebookShare to Email AppEmail AppShare to LinkedInLinkedInShare to MessengerMessengerShare to SlackSlack Originally published Feb 13, 2019 6:02:00 PM, updated February 19 2019
Topics: Images Once you’ve had some practice removing and changing backgrounds, you can experiment with using shadows, glowing edges, and other effects for making your headshots stand out a bit more. Full disclosure: I created the images above in Photoshop and used a feathering effect to soften the edges around Tyer and Big Jim — but you could get similar results with PowerPoint. For a more advanced look at removing backgrounds, check out this Photoshop tutorial from Adobe.5) Visualize Some DataKnow what’s incredibly boring? Staring at a bunch of numbers on a screen.Know what’s NOT incredibly boring? Staring a picture of a cat — with a beautiful head of hair — in outer space!You can think of data visualization as the middle ground between numbers on a screen and cats in space. Whether you’re creating a full-blown infographic or a simple pie chart, the goal with data visualization is to present your data in a way that is both easy to understand and visually exciting.As co-founder & CCO of Visage, Ross Crooks, noted in a recent blog post, “By visualizing information, our brains can synthesize and retain content more effectively, increasing its impact. But if data isn’t properly visualized, it can do more damage than good.”Need help bringing your first data visualization to life? Download our free guide, Data Visualization 101: How to Design Charts & Graphs.6) Draw Some Groovy Designs on the Company Beer TapsDon’t have company beer taps? Not to worry. Just pick up a six-pack from the store and draw on the walls of your office!Nope, wait, don’t do that. But DO take a few seconds out of your day to leave a fun/funny/inspiring doodle on a whiteboard, chalkboard, or sticky note. The only real goal here is to spread some cheer (and culture) throughout the office.It might sound dumb, but trust me: It’s nice to walk around and see evidence that actual living, breathing, thinking humans inhabit the space you work in. For example, when I walk across the hall to grab a coffee, I’m greeted by THIS chalkboard doodle display, courtesy of some of HubSpot’s finest in-house artists.Looking for more marketing inspiration? Our INBOUND conference is right around the corner! Don’t forget to share this post! AddThis Sharing ButtonsShare to TwitterTwitterShare to FacebookFacebookShare to Email AppEmail AppShare to LinkedInLinkedInShare to MessengerMessengerShare to SlackSlack Originally published Sep 5, 2014 12:00:00 PM, updated February 01 2017 I’ve heard it before. You’ve heard it before. Heck, I’ve even said it before:Marketing isn’t arts and crafts.In today’s data-driven, closed-loop world where we track, measure, and analyze every little detail, the phrase above seems to make a lot of sense. To be effective marketers, we need to put childish things aside. We can’t simply create super-cool content and other marketing materials for the sheer fun of it; we need to create with a purpose. And we need to be able to tie whatever we create to something quantifiable.Ultimately, the modern marketing department is focused on hitting specific, number-oriented goals: X many leads. X many sales-qualified leads. X% lead-to-customer conversion rate.There’s seemingly nothing aesthetic or artistic or “arts-n’-craftsy” about it.But, in fact, there is.The Art of MarketingWe can use the science-side of marketing to figure out who we should create content for, as well as to figure out what that content should be. Through A/B testing and optimizing, we can even figure out when the best times are to share our content with people via social media and email. And, of course, using analytics software, we can determine if the content we create ends up delivering on our underlying why, or goal (e.g. lead generation, lead conversion, etc.).There’s only one piece missing from this marketing puzzle, and I assure you, it’s a crucial one: the how.How do marketers actually create all that content? How do they organize the information? How do they decide on font sizes and color schemes? How do they figure out what to put in the cover image or other promotional images? How do they decide when (or when not to) use gradients or drop shadows or 3D bevel effects?This, my friends, is where art comes into play. While science can inform us at every step along the way, it can’t actually do the work for us. At some point, we need to roll up our sleeves and create something.At some point, we need to do some arts and crafts.So I implore you, for the sake of your mental health, to take off your data geek/growth hacker hat for just a little while so you can explore some of the “arts-n’-craftsy” marketing projects below. 1) Create an Animated GIFThere’s something very satisfying about seeing an original animated GIF come to life. Not gonna lie, I was pretty pumped when I got this bad boy (see below) cranking for the first time to help promote a new guide, How to Optimize Your Marketing Channels.Whether you’re looking to spice up an email, blog post, or site page, an animated GIF is a great way to create some visual excitement without having to bust out the video camera and editing software.Ready to start designing your very own animated GIF? There are a few different tools you can use, but I recommend going the Photoshop route. It gives you a ton of control (e.g. you can set how long each frame should be shown for) and — best of all — we have this blog post that walks you through the entire process.2) Redesign Your LinkedIn Banner ImageTrying to attract top talent to your marketing team? Having a super-spiffy banner image for your company’s LinkedIn page can only help.While there’s no silver bullet for ensuring your LinkedIn banner image will stand out from the crowd, there are plenty of companies doing a great job that you can draw inspiration from. Just check out the SlideShare presentation below: 10 Ideas for a Better LinkedIn Banner Image from HubSpot All-in-one Marketing SoftwareSide note: If you feel like your company’s entire LinkedIn profile could use a refresh, check out A Visual Guide to Creating the Perfect LinkedIn Company Page.3) Spruce Up Your Other Social Media Cover PhotosLinkedIn isn’t the only social network where you can let your creativity run wild. Your Facebook, Twitter, Google+, and YouTube cover photos could all benefit from a design makeover.One of my favorite cover photo strategies is to align your cover photo with your profile picture so the two seem part of the same overall image. (My colleague Ginny refers to this as the “Profile Picture and Cover Photo Combo.”) Here’s an example:Need help figuring out the sizing for all of the different social media cover photos out there? We’ve got you covered. Click here to download these free, pre-sized social media image templates.4) Add Matching Backgrounds to Employee HeadshotsThe secret to this project is learning how to remove the background from a photo. Once you’ve mastered that process, the rest is a walk in the park.And while Photoshop is perhaps the best tool for the job, the simplest tool for the job is PowerPoint. Once you get comfortable removing existing backgrounds from employee headshots, start dragging and dropping those headshots onto some new, snazzy backgrounds. Here are some examples below that I created using photos of my colleague Tyler (left) and his cat, Big Jim (right).
Topics: 411Save Of Facebook’s 1.25 billion monthly active users, 44% Like their friends’ posts at least once a day — and 29% do it multiple times a day. That’s hundreds of millions of people interacting with content on the social network on a daily basis.So what motivates people to Like Facebook posts — and share them, and comment on them? And why should businesses care?Research has found several psychological reasons behind why users enjoy using Facebook so much.Free Resource: How to Reach & Engage Your Audience on FacebookFor example, studies observing people browsing on Facebook found psychological indications of happiness, like pupil dilation. By uncovering this type of audience insight, marketers can apply this information to create more effective Facebook marketing campaigns. Intrigued?Check out the infographic below from QuickSprout to learn more about why people use Facebook and what businesses can learn from it.411Save Originally published Jun 30, 2015 7:00:00 AM, updated July 28 2017 Facebook Marketing Don’t forget to share this post! AddThis Sharing ButtonsShare to TwitterTwitterShare to FacebookFacebookShare to Email AppEmail AppShare to LinkedInLinkedInShare to MessengerMessengerShare to SlackSlack
Topics: Originally published Jul 4, 2015 8:00:00 AM, updated July 28 2017 Don’t forget to share this post! AddThis Sharing ButtonsShare to TwitterTwitterShare to FacebookFacebookShare to Email AppEmail AppShare to LinkedInLinkedInShare to MessengerMessengerShare to SlackSlack This post originally appeared on HubSpot’s Sales Blog. To read more content like this, subscribe to Sales.As marketers, it’s our job to be convincing … but that doesn’t mean it’s easy. In fact, persuading someone to complete a certain action requires a lot of careful consideration. Click here for our free guide to improving your presentation skills.For example, I’m willing to bet at least one person that’s reading this has a child with a messy room. How do you get a kid to clean their room?You beg and plead. You offer rewards. You threaten punishments. You create checklists. You offer to pitch in. You might even just forget the whole thing, and make peace with the disaster behind the door.But all of these approaches come from a single perspective — why it’s important to you that your child cleans her room. Wouldn’t it be more effective to help the child to realize the benefits of a clean room?In the following video, Daniel Pink uses this very example to set the record straight on persuasion.”We tend to think persuasion or motivation is something that one person does to another,” Pink says. “But what the social science clearly tells us it’s really something people do for themselves.”Watch the clip to discover the power of counterintuitive questions in persuasion (and finally get a no-fail room cleaning remedy).By the way — Daniel Pink is set to grace the stage of INBOUND 2015. To see him speak in person, register here. Persuasion Daniel Pink: How to Persuade Others with the Right Questions from Big ThinkLiked this article? Click here to subscribe to Sales.