The ONE THING That Matters Most When Selling

Selling more, personal brand, persuasive selling platformOn February 28, 2009 an American icon passed away. He left us with years of his wit and wisdom, but his most important lesson for business owners was hidden behind the veil of the new style of radio program he created.

This sales-boosting and brand-building secret was summed up in one simple statement. And in that statement is all you need to be focused on ALL day, EVERY day to sell and grow your business most effectively.

First… the man behind the wisdom

I’ll share the statement in a moment, but to fully appreciate and apply it you first need to know a little more about the man behind the wisdom.

The man was Paul Harvey, host of the famous “The Rest of the Story” radio show. With the unique format of his radio show, Paul entertained AND sold like none before. He had a strategy and system that perfectly complimented his “folksy” personal brand.

He was known for the catch phrase he used at the beginning of his programs,”Hello Americans, I’m Paul Harvey. You know what the news is, in a minute, you’re going to hear … the rest of the story.” The last item of his broadcast, which was often a funny story, would usually be preceded by “For what it’s worth.” And he always ended, “Paul Harvey … Good day.”

At the time of his death he was arguably the most famous radio personality in America with his show syndicated on over 1,200 stations. And right up until his death he was still doing his show and selling products… and even vaulting unknown brands into national prominence. (Think Bose)

Paul Harvey’s career was not without controversy though. He publicly took strong political positions, advocated for the Vietnam War, and was fiercely critical of political and other public figures.

The strategies

Yes, as you see — Paul Harvey practiced all the elements of Tribal Seduction:

A strategy and system built around his Personal Brand (Persuasive Selling Platform)

  • He was transparent letting his persona and personal views shine through without shame (invaluable to gathering a tribe of true Loyals)
  • Paul chose (and stuck with) the communication channel that best suited his Persuasive Selling Platform
  • He chose the communication channel that provided the best access to his Tribe (primarily Baby Boomers and older)

The “ONE THING”

But what’s that one statement that encapsulates all you need to be focused on ALL day, EVERY day to market most effectively?

It comes from

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Coach Deb - Deborah Cole


Entrepreneur / Speaker / RaceCar Driver

Deborah Cole is founder of RPM Success Group ® Inc, the leader in Social Media software, training and consulting for maximizing small business profits. Coach Deb authored the best-selling books "Secrets Of Online Persuasion" and the 1st book published on Twitter, in 2008: "Twitter Revolution" Visit her NEW Blog CoachDeb.TV to see the latest videos on Social Media Marketing.

Want to attract more customers for your business? Find out how to do it now with your FREE "FLIGHT PLAN" at QuanSite.com, the world's leading New Media online marketing software.


Can Caring About Twitter Unfollows kill Your Profits?

Tribal Marketing for dollarsYesterday @TerryBean asked a question via twitter that many entrepreneurs worry themselves sick over (and thereby hamstring their success), not just on Twitter, but on many Social and New Media Marketing channels.

Terry asked; “Do you worry about losing followers? If so do you think you lose them from not tweeting enough or tweeting too much?”

My multi-Tweet reply addressed a core issue WAY more important than too few or too many updates. I answered Terry:

  • Msg 1 “If your not strong enough to turn some people off, you’ll NEVER be strong enough to attract a Tribe of true Loyals (cont)”
  • Msg 2 “You need to establish your Persuasive Selling Platform – then stand boldly on it. Too many/few Tweets is least of concerns. ;-)

My first statement there got picked up and used by Ken Burbary in a post yesterday discussing unfollow tools and their impact: “Twitter: Unfollow me, it’s not personal.” Ken correctly touches on the fact that Twitter has a “culture.” But that point has much larger ramifications to the way you do business. In fact; emotions and interactions tangled up in “culture” is the entire basis for Tribal Marketing.

Unfollows will never hurt you, but beating yourself with sticks will break your business bones

“Twitter culture” is no different than any other human interaction, online in New Media or off-line face-to-face. People with jobs dabbling in Social and New Media to gain friends and “converse” can afford to get sucked into a never-ending downward spiral of narcissistic analysis.

But for entrepreneurs, marketers and business owners; analysis of this type without a benchmark or platform against which to judge reactions creates

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Coach Deb - Deborah Cole


Entrepreneur / Speaker / RaceCar Driver

Deborah Cole is founder of RPM Success Group ® Inc, the leader in Social Media software, training and consulting for maximizing small business profits. Coach Deb authored the best-selling books "Secrets Of Online Persuasion" and the 1st book published on Twitter, in 2008: "Twitter Revolution" Visit her NEW Blog CoachDeb.TV to see the latest videos on Social Media Marketing.

Want to attract more customers for your business? Find out how to do it now with your FREE "FLIGHT PLAN" at QuanSite.com, the world's leading New Media online marketing software.