Why do people fail at marketing their business?

Why do people fail at marketing their business?

The aim of marketing is to know and understand the customer so well the product or service fits him and sells itself. Peter Drucker

People fail at marketing for a variety of reasons. This list is not meant to be all-inclusive but here are the most common reasons I encounter:

  1. Never been trained in marketing
  2. Don’t understand the psychology of marketing
  3. Are not consistent in their marketing message
  4. Don’t ask for help because they don’t know who to trust
  5. Don’t want to do it for themselves
  6. Don’t know what works and do not want to spend the money

Let’s look briefly at each reason.

Never Been Trained in Marketing

Many of my clients have not been trained in marketing. They are engineers, cleaning companies, payroll specialists, merchant service providers or insurance specialist. They are experts in their field but not in communicating their value to others. The words they use reflect a lack of clarity in who they are and the value they provide. These small business owners are too close to see clearly their value. Because they are too close and cannot see themselves and their value as others see them, they talk in platitudes: many locations, peace of mind and financial security, without context.

Don’t understand the psychology of marketing

Marketing is nothing more then explaining what you do, why it is important and who should care. Always remember most people take action to avoid pain. Marketing is helping other understand how their life will be better when they buy your product, go to your restaurant, use your services.

Are not consistent in their marketing message

Marketing is about communicating your value proposition consistently. You cannot do a post on Facebook one time and expect to get results. One blog post won’t do it not will sending one postcard. It is about defining the buyers journey and walking with the prospect along the buyer’s journey.

Don’t ask for help because they don’t know who to trust

There are so many people who claim to be marketing experts that do not promote their product or service well. They love social media and expect others to see the same value. I can see why people are concerned about making a bad decision. I am appalled by some of the marketing messages that come across my desk by other marketers who want me to use their services.

Don’t want to do it for themselves

Many people know what to do and do not want to do it themselves. Dan Kennedy said it best, “do not outsource your marketing until you know what works. Otherwise, you are wasting money.” No one knows your business like you do. You may need some help with the message, strategy or tactics but you are the final decision-maker.

Don’t know what works and do not want to spend the money

There are so many choices a small business owner has when marketing his business. Ask yourself this question, “where does of my business come from today?” and do more of that. Don’t look for a social media expert, direct mail expert or SEO expert until you know where you should spend your time. After that continue to add one option until you know that works. Then consider outsourcing.

You comments are welcome!

May blessing come upon you,

Ron Finklestein

For a great system that helps you answers the questions above check out www.akris.net.

About the author. Ron Finklestein called the “Real Deal” by his clients, is the creator of the Business Growth Experience and owner of RPF GROUP INC. Finklestein is a consultant, business coach, international author, trainer and speaker. His eight business books include management and leadership, personal development, operations, marketing, and sales. His latest work: Make a Difference: From Success to Significance” was a 12-year study of 1000 successful small business owners and what they did to be successful.




How Do You Create Marketing That Really Works?

How Do You Create Marketing That Really Works?

You need revenue, and you need it fast. You spend all night writing an ad that beautifully describes your product or service. You include the fact that you’re convenient, have the lowest prices, the highest quality and have been in business since 1431 B.C.

You pay a small fortune to have the ad placed in your local newspaper, radio and TV. And what happens? The phone never rings… not even once. Why?

What you need to know…

Every business owner has experienced the frustration of spending hard earned marketing dollars and failing to generate any interest or response. That’s because you focused on the wrong things in your ad.

Don’t take this the wrong way, but your prospects don’t care about you in the least. They don’t care what the name of your business is or how many years you’ve been at your current location. They don’t care what products or services you offer, or how conveniently located you are. They only care about one thing…

What’s In It For Me! That’s it. Remember those 5 little words, and learn how to use them in your marketing. If you do, you will forever separate your business from your competition, and even eliminate them from the minds of your prospects.

Why you need to know this…

Most business owners today have no clue how to create a compelling ad that attracts prospects to their business. They create ads that are full of platitudes such as convenient location, low price, and the all too familiar “menu” of products and services they offer.

If that describes your current marketing, then you will never build the business you want. You will never attract your ideal clients that will make you the most money. In fact, you will be very lucky just to survive.

The cost to you if you fail to act…

Do you know how to create compelling marketing that actually makes money?

Do you know how to attract clients when you need them?

Did you know there is a “marketing equation” that when followed, takes the guesswork out of your marketing completely?

Do you consistently “invest” in marketing… and feel confident you will always see a positive “return on investment?”

If you answer no to any of these, you’re leaving money on the table. You’re losing market share to your competition every single day, and you’re working harder and longer than you should be? How much longer can you afford to continue to invest in marketing that doesn’t work? How can you survive if you DON’T invest in marketing?

We know and understand marketing. We recently wrote one single email for a doctor that generated more than $20,000 in just 10 days. We can teach you the exact same thing.

Learn these critical skills and you will position your business light years ahead of your competition, To learn more visit http://www.akris.net.

Then sign up for our report, The Three Biggest Lead Generation Mistakes Small Business Make and How to Overcome Them All.

To your success,

Ron Finklestein


P.S. Please remember that at any time you feel ready and qualified to move forward and acquire the professional help that can enable you to build the business of your dreams, just drop me a note. I love helping small business owners just like you get the answers and the help they need to build the business they have always wanted.


Sales Tip # 5 – Don’t be Stupid

Sales Tip # 5  – Don’t be stupid!

Sometimes in our haste we do something stupid.

I received this email, “If you are still in business call me?” That was all there was to the email (I withheld the signature and company name – I will tell you he sold merchant services.)

No greeting.

No first name or introduction.

He did not tell what problem he was trying to solve for me. Was he trying to help me grow sales, increase revenues or reduce my expenses?

He did not tell me who he was or what he did.

No – this is how we can help you – just “are you still in business?”

Was he lazy or just stupid? I really don’t know but the impression he made was less than stellar.

If he wanted to talk to me why didn’t he ask me for a good time to call or the best phone number to reach me or ask me if I to talk to him?

My opinion of this email is that it was the most arrogant email I have ever received.

I, like most business owners, work hard. We have bills to pay, our family to feed and house payments to make. AM I STILL IN BUSINESS???? He did not research on me or my company. He had no idea of the industry I was in or if I even needed his services.

Do you think I called him back? NO!

Do you think I responded in any way? NO! (I did respond to tell him that his email as arrogant.)

Did I think he was either desperate or lazy? YES!

Did I think he had my best interest in mind? NO!

Sometimes we get careless or forgetful of proper email protocol. Sometimes we take shortcuts. Mistakes happen. I get that. But…

In today’s world of social media I could put his name and company name all over the internet as an example of what not to do. Instead I write a blog post.

We need to slow down and remember that sales is about the relationship (as short as it may be.) Basic courtesy is still necessary: Respect is still necessary and people skills are important. When the relationship is there people will buy-it all starts with respect.

When doing email marketing keep it short and to the point. Create an eye-catching subject line. Tell me what you want and WHY I SHOULD TALK TO YOU! Get me a link to learn more if I am interested.

It is about staying focused on the end results. There is only four things business owners like me want from you when you market to me: 1. How to increase revenues. 2. How to reduce expenses. 3. How to increase my productivity. 4. How to add more value to my clients. If your email does not address at least one of those issues – save time and do not sent the email.

To Your Success,

Ron Finklestein
p.s. We are launching a new web site that provide high quality training and a very low price. Check it out. WWW.MADPPV.com. We focus on sales growth, personal growth and leadership on this web site. BTW, MAD means Makie a Difference.

How to Grow Sales – Tip # 3 – Will they pay for a sales call?

Sales is changing and will continue to change for the foreseeable future.

It has swung back to personal relationships – if the prospect has a reason to meet with you.

All prospects have access to all the information they need on the Internet. If your business is being commoditized they have no reason to meet with you. Just submit your proposal through the web portal or email it to the primary contact. There are no assurances it will be read.

If you add value they will not only want to see you but they will pay for your advice.

So how do you add value?

You add value through your experience.

You add value through your knowledge.

You add value through your contacts.

You add value through your relationships.

Sales used to be an art. Now sales is a process.

The sales rep had all the power because they had the product knowledge.

Now the customer has the power because they have most everything they need because of the Internet. They don’t need the sales representative anymore unless you bring value.

How do you know you are adding value? If the prospect is willing to pay for your visit – you are adding value.

I recently was invited into an account. After one meeting they put their plans on hold and invited me in to do a barrier buster process. They saw the experience come through by the questions I asked. The questions alone provided significant value.

How would you add more value to the sales process so they pay for your advice and support?

Ron Finklestein

You can start thinking about your value by downloading the free report: Six Questions Your Prospects Want Answered Before They Buy. You can find it at www.businessgrowthexperience.com

Not making your sales numbers?

If you are not achieving the level of success you know you are capable of achieving, take five minutes and go through this sales assessment. There is no charge and I will not ask for your email address. This will give you an indication of what you need to do differently. If after taking this assessment you want to learn more, just send me an email.

Here is the link. http://businessgrowthexperience.com/do-you-need-us/

Business Growth Advisor

Ron Finklestein
ron@ businessgrowthexperience.com

The Definitive Sales Playbook: How to Grow Sales and Create Lifetime Customers

The Definitive Sales Playbook: How to Grow Sales and Create Lifetime Customers

Dr. Tony Alessandra and I are proud to announce our newest book  The Definitive Sales Playbook is now available on Amazon.  Brian Tracy was kind enough to write the Foreword.

The book was the outcome of a sales membership site Tony and I built with the help of TruNorth. The book reflects the different modules available in the site. The book is designed to be help new sales reps increase sales through the use of best practices, remind seasoned sales reps what they did to be successful and help take existing sales reps to a whole new level in their sales performance.

If you are interested in our sales training or coaching program please contact Ron Finklestein. To learn more about Ron Finklestein  or Dr. Tony Alessandra just click on the highlighted links.

I included the Table of Content for your review:


Nine Behaviors of Successful Salespeople

The Platinum Rule ®   — Treating Others the Way They Want to be Treated!

Building And Maintaining Rapport Throughout The Connecting Phase

Building And Maintaining Rapport Throughout The Exploring Phase

Building And Maintaining Rapport Throughout The Collaboration Phase

Building And Maintaining Rapport Throughout The Confirming Phase

Building And Maintaining Rapport Throughout The Assuring Phase

Negative Preparation Leads to Positive Results!

The Power of Testimonials

Lead Generation with Social Media

Blogging as a Sales Tool

What is the number one thing that business owners want from their sales rep?

Behaviors of Non-Performing Sales vs. High-Performing Sales Reps

Why Goals Fail

How to Build Trust Quickly

Why People Won’t Buy From You!

Question #1: “What do you do?”

Question #2: “How are you different?” or “What’s in it for me?”

Question #3: “Why are you the right and safe choice?”

Question #4: “What do you do better than anyone else in the world (in your industry)?”

Question #5: “Why is that important to my prospects?”

Question #6: “Why buy from me?” or “Prove it.”

Sustaining Motivation

Bite-Sized Training

Selling by the Numbers

Identifying Lucrative Prospects

Identifying Your Best Prospects

Incoming Prospecting

Visibility Strategies for Incoming Prospecting


Asking for Referrals

Knowing Your Competitive Advantages

Your Competitive Advantage Statement

Contacting by Phone—Key Telephone Skills

Using the Phone as a Prospecting Tool

Contacting Prospects Online

In-Person Contacts

Common Up-Front Objections

Skills For Responding To Resistance

Three Steps to Successful Sales

Identify Customer Needs

Question Topic Categories

Exploring Important Topics

Ten Tips for More Effective Questioning

Identifying Success Criteria

Ten Commandments of Powerful Listening

Active Listening

Types of Decision Makers—Understanding the Cast of Characters

Features versus Benefits

Five Key Elements of Presentations

Proposing Solutions

Price Concerns

Product Concerns

Postponement Concerns

Product-Price-Postponement Concerns Worksheet

Negotiating Tips

Confirming The Sale Signals

Benefit Summary

Stairs of Customer Loyalty

Commitment To Your Customers

Effective Communication With Customers

Enhancing the Customer Relationship

Thirteen Ways To Assure Customer Satisfaction

Monitoring & Measuring Success Criteria

The Annual Check-Up

Expanding Your Sales

Time Analysis Questions

Return On Time Invested

ROTI Account Classification

Appendix A — Quick Reference Guide

Building Rapport Throughout the Sales Process

About Dr. Tony Alessandra

About Ron Finklestein


Click here to purchase the book  The Definitive Sales Playbook.

Click here to learn more about our sales training and sales coach


To your success,


Ron Finklestein


4 Most Powerful Words in the English Language

Four Most Powerful Words in the English Language!

I recently did a radio interview on blog talk radio. We talked about how to use the four most powerful words in the English Language to grow sales and increase revenues.   I wanted to share the broadcast with you. Please give a listen and post your comments. Here is the link:


Ron Finklestein

Ron @ businessgrowthexperience.com

Check out my membership site and get your free download. got to http://www.businessgrowthexperience.net

Our gift to you – our readers

Our gift to you –


As a sales trainer and business coach, one of the biggest problem I  see is lack of follow through-not because they can’t follow through – but because they do not remember to follow through. This is because they do not have a process, system or method that works they can use daily. This lack of follow through is most pronounced in the sales area.   


Dr. Tony Alessandra created an 60+ page eBook on how to sell collaboratively. The content of this book is extraordinary. It is a complete, proven process on selling that works. As a thank you for being a reader, I am making this eBook available to you.


Please read it, use it and implement what is discussed. It will make sales easy.


Just click on this link and you will be taken to the page to download the Collaborative eBook:



Ron Finklestein
ron @businessgrowthexperience.com

The Fuel that Drives the Engine of Your Sales Success

The Fuel that Drives the Engine of Your Sales Success

It is important to identify the prospects that will have the highest need for your product or service.  These are your best prospects—the ones who are most likely to buy, use, and recommend you and your services.

When you have identified your best prospects and know where to find them, you can use your marketing skills to generate leads that will most likely result in profitable sales. Qualified lead generation is the fuel that drives the engine of your sales success.  The techniques discussed here can keep you supplied with highly qualified leads.

How can you identify those prospects that are most likely to want to hear your message? And, once you’ve identified the profile of those most likely to buy—your TOP 20%—where can you find prospects in large numbers who fit that profile?

Begin with an analysis of your sales over the last year or two.

In your analysis, you look at three things:

1.            Who bought what?

2.            How did you find and sell those customers?

3.            Why did they buy what they bought?

Possessing the right marketing skills is crucial in properly identifying the right kinds of prospects for a company. Smart companies accomplish this responsibility by profiling the top twenty percent of their current customers who typically provide eighty percent of their profits.

Looking for new business is very expensive. Therefore, companies need to avoid the wrong kinds of prospects for them.  Just as it is critical in distinguishing the attributes of the right prospects, a company needs to outline the characteristics that make-up the bottom twenty percent of their customer base. Anybody in business can easily recognize who the complainers, price-grinders, and transaction-oriented clients are. By clearly understanding the bad traits of those bottom twenty-percent, companies can much easier avoid the wrong prospects.

This is a review of one chapter from our (Dr. Tony Alessandra and Ron Finklestein) new book. Let us know and we will notify you when it is through the publication process. The book is called The Definitive Sales Playbook: How to Grow Sales and Retain Customers (Soon to be available on Amazon.com.

Ron Finklestein
Download our free report on the Six Questions Prospects Want Answered BEFORE they Buy from YOU. www.businessgrowthexperience.com



Ways to Increase Sales and Grow Revenues

Marketing Outcomes / How to Grow Sales and Increase Revenues

Every prospect wants to know why they should buy from you. They want to know the outcome they will experience before they want to know how you will create those outcomes. Let’s start with four basic facts …

1.    Every prospect has a problem. This problem creates some negative emotions.

2.    Every product has features: Features are merely objective facts about a product (or the company behind it). In three-dimensional products, features include size, shape, weight, construction, color options and more. You need to be able to tell your prospect the feature of your product or service that will solve the problem. In information products, features include number of pages, size, frequency of publication (for periodicals) and the types of information that are presented.

3.    Fortunately, most features are there for a darned good reason: Prospects don’t want features. They want you to change their lives for the better. Product features are merely the means to that end. That means features can have a place in ad copy – like telling prospects how many issues they’ll get per year … how many big pages are in your book … or that your widget is made from carbon steel for strength or carbon fiber for lightness.

Beyond that, features are a yawn because they’re about the product; not about the prospect. Or, as in the examples above, they can help demonstrate how your product delivers a benefit. The good news is, just about every product fact – every feature – is there to provide a benefit that your prospect IS willing to pay for. Tell your prospect in no uncertain terms the benefits of a particular feature. But we do not want to stop there.

4.    Each benefit has a positive emotional outcome for the buyer. Many time there are more benefits associated with each product feature than are obvious to the average buyer. Each benefit or combination of benefits producing one, two, three or more new benefits you never thought about before. The secret to selling and marketing and most any other revenue generating activity is to identify each and every benefit a product provides – and the emotional outcome your buyer will experience.

5.    Your prospect is buying emotionally first, then they intellectualize & justify the purchase. Connecting the feature, benefits and outcomes makes it very easy for the buying to understand why you are the right and safe choice.

Outcome that sing and soar – in five simple steps

Here’s a little exercise to help you drill down to the outcomes prospects are willing to pay for and then connect those benefits with powerful response-boosting emotions that your prospect already has about those benefits (or the lack of them) in his life.

By the time you’re through, you will have a complete list of company and product features … you will have squeezed every possible benefit out of those features … you will have fully defined the outcomes of those benefits and you will have connected each one to a powerful emotion your prospect has about each one of them.

In short, you’ll have a comprehensive “features/benefits/emotional outcome” inventory you can refer to as you create your marketing message, write your copy, build your sales presentation or create contents for your website.

Going through this exercise can go a long way towards finding new themes and adding power to your sales and marketing.

To begin, create a spreadsheet with these headings:


Negative Emotional Outcomes of Problem

Feature that Solves the Problem

Tangible Benefits of that Feature

Positive Emotional Outcome Prospect with Experience



Write until all know problems are identified and documented. Document how they feel when they experience this problem. Next write the feature of your product or service that solves the problem and document the benefit of that feature. Finally, describe the positive emotional outcome the buyer will experience.

When complete, rank them in order of importance.

He is an example of what your table should look like.

Problem: Sales have plateaued

Emotional Impact of Problem: So frustrated because no matter what I do, I just can’t figure out how to take the sales to the next level. And I’m always the one having to do the sales

Feature: Learn how to build a sales and marketing system

Benefit of Feature: You can stop being the only “sales guy” and start leveraging your marketing and sales processes so that customers come to you to purchase, instead of you chasing them. You will grow sales!

Emotional Outcome: You’ll feel a great sense of relief … no more anxiety about “where is the next sale going to come from?” and you won’t have to be chasing prospective customers all the time … prospects who are hiding from you.

When you complete this process you will have all the material you need to write a great sales letter, create compelling web copy, and build a powerful sales presentation and some much more.

This process is where increase profits and grow sales begins. You need to understand your prospects better than they understand themselves. When completed, you can tell them exactly what they can expect when they work with you.

If you want a more detailed, step by step process, go to www.businessgrowthexperience.com and download our free report: Six Questions Your Prospects Want Answered before They Buy.

To Your Success,

Ron Finklestein www.businessgrowthexperience.com

Ron@businessgrowthexperience.com 330-990-0788

p.s. Go to www.businessgrowthexperience.net and supply your email address. We will notify you when we launch our membership site that will take you step by step through our sales and marketing system to help you grow sales and increase revenues.

You Just Made me Wrong

You Just Made me Wrong

I was in a meeting a few weeks ago with a business associate and we were talking about what it means to collaborate.

When he finished his long definition, I made the statement that what he said sounds like adaptability and not collaboration.

Here looked at me as said, “You just made me wrong.”

I have been thinking about this meeting and his statement for a while and I asked myself this question: By suggesting a different definition of what he was saying, did I make him wrong? Or did he decide, that by not agreeing with him, he was wrong.

What I realized is this form of miscommunication is what causes problems in all relationships: family, business, friends, etc.

Recently, I wanted to attend an event and I could not make it because of a schedule conflict. I called the creator of the event and express a desire to attend and I was unable because of a schedule conflict. His comment was, “we can’t please everyone.”

What he was really saying is when you do an event it is hard to accommodate all schedules. What I heard was, “you are not that important.” I know this individual and we discussed the implications of that discussion and we both realized we did not communicate effectively.

Do we make others feel wrong, unimportant or insignificant?   Is it our beliefs that make us feel wrong, unimportant or insignificant?

Did the transmitter communicate wrongness or did the receiver translate what was said into wrongness?

This is where the sales process breaks down. We use words and communicate that meaning that both the transmitter and the receiver do not understand to have the same meeting.

I was in a meeting and the individual used the words, “I want to create a community of…”

When I heard the words “community” I think Facebook, LinkedIn, Monster, etc. I then asked what the word community meant and she gave me an entirely different definition. If I did not ask that question I would have taken her down a marketing path that was not what she wanted to achieve.

The real lesson here is ask, don’t assume. Clarify your words and don’t expect the receiver to understand your meaning. If you are the receiver it is ok to ask for clarification.

To Your Personal & Business Growth (because there is not difference)

Ron Finklestein 330-990-0788 ron@akris.net

p.s. Please download the free report, The Six Questions Your Prospects Want Answered Before They Buy at Http://www.businessgrowthexperience.com to prefect the message you communicate with prospects, customers, and business associates as a thank you for reading this blog post.


Basics of Healthy Sales Relationships

Basics of Healthy Sales Relationships

Nothing can bring more satisfaction to a business owner than knowing they have a healthy relationship with their customer and vendors.

And, of course, as many people find out, nothing can bring so much pain as a broken relationship.

Yes, relationships make the world go ‘round. For better or for worse. There are basics that govern most human relationships, and these basics are what I want to cover below. So here is my list of the three essentials that I believe make up the basics of healthy business relationships.

1.      Honesty. Honesty is the backbone of a great business relationship. If you do not trust your customers how can you expect them to trust you? I recently had an experience where the vendor really messed up and instead of telling me the truth and letting me decide how to respond, he kept the issues from me. Things got progressive worst until we split on less than friendly terms. I would have preferred to salvage the relationship if possible.

Communication is so important because it is the vehicle that allows us to verbalize what is inside us and enables it to connect with another person. Isn’t communication amazing? One person is feeling one thing, and through communication, another person can find that out and feel it, too—amazing. And this is a vital goal in good relationships—to communicate, to tell each other what we are thinking and what we are feeling. It enables us to make a connection. Sometimes we are the one speaking, and other times we are listening. Either way, the central tenet is communication for the sake of building the relationship and making it stronger. And here’s what’s exciting: If we just communicate, we can get by. But if we communicate skillfully, we can work miracles!

It helps if we can communication our message in a way our customers understand. There are six questions our prospects wants answered before they buy from us. Go to the Business Growth Experience web site  and download this report. This report documents the basic communications our prospects and customers want from us.

2.      Integrity. Do what you say you will do, when you say you will do it. Nothing is more frustrating than making a plan based on the action of someone else and then at the last-minute finding out they did not do it. Be respectful of your customers and business partners and expect the same in return. People make decisions on what you say and do; sometimes very important decisions. We need to respect that.

I once had a vendor who never returned calls. I could not make any plans and any decisions that were made always changed because of his lack of follow through. Needless to say that relationship did not last long. If he had only responded and followed through things would have been great.

3.      Common Sense. Every relationship must have a win-win component. If either person in the relationship feels taken advantage of, feelings are hurt and rash decisions are made.  Jim Rohn calls this common purpose. Think about how many friends you have met through the years while working on a common purpose. With common purpose there is something in it for everyone. You had that strong common bond of purpose that brought you together and held you together. Working together, building together, failing and succeeding together—all while pursuing a common purpose—that is what relationships are made of. Find people with whom you have common purposes and sow the seeds of great relationships, and then reap the long-lasting benefits.

To Your Success,

Ron Finklestein


Why People do not Trust You!

Why People do not Trust You!

People do not trust you!

Why should they?

There is so much information available and much of it is junk.

How do we get through the unsolicited info?

How to we manage the onslaught of information and determine what is real?

How do we know the info is the most current?

How do we deal with the contradiction?

Unless you can help your prospects and clients answer he above questions they will never trust you.

There are six questions your prospects want answered before they buy from you.

Go here www.businessgrowthexperience.com and download my free report that not only helps you define those six questions, it will help you answer them.

Ron Finklestein

330-990-0788 ron@ businessgrowthexperience.com

Want to learn more call for your free assessment!

15 Things and Some Feedback

I wanted to share with you some articles to help you grow sales and share with you some good news.

First the good news: We open a Business Growth Experience Sales Rainmaker office in Solon. This office will be run by Tom Schroth. This is important to you as a client, because you can attend any of our sales training session, in any office, as part of your membership in the Business Growth Experience. Our goal is to make life easy for you and you can expect more announcements. To find out more call Tom @ (440) 836-4211 / tom@tomschroth.com.

Many people have wrong ideas of what selling is all about. We challenge these myths in this brief article entitled: 15 Things I wish my Mother told me about Selling

If the hyperlink does not work just click here: http://businessgrowthexperience.com/?p=801

Many people go about asking for referrals in a way that leaves a bad impression. Here is one I recently encountered that I want to make you aware of so you do not make the same mistake. The article is called: How to Alienate your Referral Partners

If the hyperlink does not work just click here: http://businessgrowthexperience.com/?p=781

Many people in sales understand how important it is not to take things personally. When you realize it is just feedback you can respond as the situation calls for not jump to conclusions.

If the hyperlink does not work just click here: http://businessgrowthexperience.com/?p=768

To learn more we are conducting a workshop on how to grow sales. It is 10/10/12 at the Wellness Center in Montrose. In this workshop you will learn some of the common “secrets” successful sales people know and use daily: Six reason prospects do not buy, the one major hurdle we must all overcomes, three proven ways to grow sales and so much more. There is no charge but registration is required.  We are filling up fast and I would encourage you to sign up now while you are thinking about it. We are limited on space and we are only allowing ten people into this event. If the hyperlink does not work just click here: http://becomearainmaker.eventbrite.com/

Lastly, we like helping people grow sales, increase revenues and shorten the sales process. As a result we are making available to you a eBook to simplify your sales process. If you are having trouble getting in front of the right people or closing the sales, this report is for you. It is called Six Questions Your Prospects Want Answered BEFORE They Buy. Just go to WWW.BUSINESSGROWTHEXPERIENCE.COM to download your report.

To Your Success,

Ron Finklestein

ron @ businessgrowthexperience.com

p.s. please drop me an email and let me know how you are using the articles I post. I will share selected comments going forward as a way to share ideas transfer knowledge.

Who Should be Your New Best Friend?

You New Best Friend.

Most people are not excited to see a sales rep walk into their office. Defenses go up almost immediately.

This is strange to me because I get more new ideas, market intelligence and industry news from the sales reps who visit my office than from other places.

They see so many more people than I do.

They visit so many more companies that I do.

They see what others are doing that works.

They see what others do that doesn’t work.

Being a good sales rep is not just about selling your product or service. It is about helping the people you meet be more successful.

On a side note, there was a study done on what customers want from their sales rep. This study indicated that the customer wants accountability from the sales rep. In different words, they want the rep to be accountable for the success the customer will achieve when they buy the product or service.

Next time a sales rep comes into you office ask them how they are accountable for the overall success of the product or service. In our sales training we offer a 100% return on investment guarantee. We want to be held accountable. Want to learn more? Call me, Ron Finklestein, at 330-990-0788 or email me at ron@businessgrowthexperience.com


Grow, prosper, and get results with,

Ron Finklestein

Using LinkedIn as a Prospecting Tool to Turn Cold Calls into Warn Calls

Using LinkedIn as a Prospecting Tool to Turn Cold Calls into Warn Calls

Jacci Adams of 3X4 Consulting, a social media consulting company, did a presentation on how to use LinkedIn as a prospecting tool. I was impressed with the simplicity of her approach that I asked her if I could share it. She agreed. Please give Jacci’s website a visit to see more details on what she does.

A special thanks to Jacci for allowing me to share one of her “trade secrets.” In being transparent, Jacci is a client of mine. Because I know her so well, I am confident she can help if you are confused about how to use social media to grow sales through social media lead generation.

I cannot give you LinkedIn training here so I am assuming you are a member of LinkedIn and know how to use the search tool.

  1. Click on the advance search icon in the top right of the LinkedIn home page.
  2. Type in the industry keyword/title for the people you are trying to reach (i.e., Chiropractor, Manufacturer, Realtor, etc.)
  3. Enter the zip code of where you want the search to target and the mileage radius of how far you are willing to go.
  4. You can find any connections you have that meet the search criteria.
  5. For the 3rd connections and beyond LinkedIn provides only the first name and last initial. If you click to see the full name, LinkedIn will ask you to upgrade. Here is where you get creative
  6. Click on the company’s website link (in the search results.) Go to the About Us tab and see if the information you are looking for is there. Many times it is. You can get all the background you need.
  7. Do a Google search on the person’s name
  8. This search will tell you things like where they went to school, businesses they are associated with and how long they have been in business.
  9. Using LinkedIn you can do a search to see if anyone in your network knows them. If so either request an introduction of call them directly and introduce yourself. You already have enough information about the individual to know what you have in common.

If you do not have time or do not what to do this research yourself, you can hire someone through:




If you know how to use the tools above and you are uncertain about making the call, consider improving your people skills so you are more comfortable. You can learn more www.akris.net.

Happy Prospecting

Ron Finklestein


You can subscribe to my blog at www.ronfinklestein.com

Making the Most of Your Networking Time

Making the Most of Your Networking Time.

I was facilitating a Business Growth Experience group today and we were discussing the value (or lack of) different networking events.

Assuming the networking event is the right networking event for you, here is how you can make the most of any networking event you attend:

  1. Treat it as a job. Be serious. You are not there to eat or drink, you are there to meet people.
  2. Set a goal for the event. How many A contacts do you want to meet?
  3. When you receive someone’s business card determine if and when a follow-up is required. I do this by writing a A, B, or C on the back of the card. A means immediate follow-up for immediate opportunity, B means follow in the next few days, possible opportunity, and C means I send them a “nice to meet you” email and file the card.
  4. After you meet your goal, eat, drink and be merry.
  5. Next day do your follow-up.

Ron Finklestein
Business Growth Facilitator
Need high quality, low-cost business training? If so check out http://www.aboutbusinesssuccess.com.


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