Don't Give Up: Why Sales Persistence Pays Off

(This Article Was Originally Posted on Business News Daily. The original article is linked below)

Outside any ballgame or rock concert, you're sure to find a scalper or two hawking their wares. These folks make a living selling tickets to sold-out shows, and their method of operation is always the same: Hit up everyone that walks by, and if they're not interested, then move on to the next person.

For scalpers, this strategy is perfect. Unfortunately, there are many salespeople who use the same approach when they prospect for new business. When a call does not result in a sale, they banish the prospect, never to call again. Much like the scalper, they move on.

A study from Dartnell Corp. investigated the number of times a prospect was called before a salesperson waved the proverbial white flag. Here is their data:

  • 48 percent quit after the first contact
  • 72 percent stop after the second contact
  • 84 percent give up on a prospect after the third contact
  • 90 percent wave the white flag after the fourth contact

As you can see, almost half of all salespeople quit after the first call. And the vast majority (90 percent) quit relatively soon after.

Why Sales Is the Thing Most Entrepreneurs Get Wrong

So why do 90 percent of salespeople quit so quickly? There are many reasons, and the simplest is that they let business and life get in the way. Some get caught up in busy work because it is easier than having to follow up. Others just lack the discipline to make those follow-up calls.

The fact is that 10 percent of salespeople make the fifth call, and studiesshow that 80 percent of sales are made after that fifth sales call. Which leads to the conclusion that 10 percent of salespeople win 80 percent of the business. Successful salespeople use their persistence and their stick-to-it mentality to win, and win big. In the same way that air gets thinner at higher altitudes, competition wanes after the first few calls. And the key ingredient that differentiates the average salesperson from the truly great ones is persistence: The persistence to make that first call and the discipline to make a half a dozen after that (without annoying the potential client, of course).

It's persistence that increases a client's confidence in a salesperson's ability. It's what makes a salesperson stand out from everyone else. And it's how salespeople stay top of mind when the client is ready to buy.

Successful salespeople don't expect to sell anything on that first call. They know that only a small percentage (1 to 2 percent) of people are looking to buy in a first call. They tend to be the people who are already familiar with what they need, and have already done extensive research. And if you happen to call at the right time, the business is yours.

But this is not the norm. Most buyers are not going to be ready to sign that purchase order when a salesperson calls. Most will not have time to talk, or will lack the resources or the authority to make a decision.

Rather than trying to make that sale, the goal for the first call should be to implement a follow-up strategy, a strategy that allows you to build a relationship and trust by engaging in an ongoing dialogue. Much like a relationship, you can't propose the first time you meet someone. Your goal on the first date is to make it to the second one. And your goal on the second date is to interest your prospect in a third date.

In building a relationship, you'll develop a much better understanding of the client's needs and wants. You'll get to understand their underlying problems, not just the superficial ones that appear obvious. And once the client knows that you understand them, they are yours. They won't go anywhere else anytime soon because the chances that another salesperson will come along that will be as committed is slim.

As a general rule, the more difficult a client is to get, the harder they are to lose, because stealing these kinds of clients requires persistence and discipline. And, remember: 90 percent of all salespeople don't have that.

The key to converting your pipeline into actual sales is the ability to hang in there when others have given up. It means being persistent with phone calls, emails or even a personal visit over several months. Because the longer you hang in there, the greater the chance that your competition has given up. Just remember to make that fifth, sixth and seventh call.

Anything less, and you're better off scalping tickets.

Click Here to View the Original Article.

Apex Signs Medjet and Breakout Games as Client Partners!

We LOVE what we do here at Apex! ❤️❤️❤️... We literally can't press copy and paste enough to show our enthusiasm in heart emoji's for how much we love what we do!

Now, we have the honor to do what we love for two new Apex Current family members Medjet and Breakout Games!! These are going to be two very awesome client partners and we're absolutely stoked to help drive online sales for both through our performance-driven ads.

A little about each client...

Medjet (formerly Medjet Assist) is the premier medical transport membership program for travelers. If you are hospitalized more than 150 miles from home, Medjet will arrange medical transport all the way back to your hospital of choice in your home country.

Breakout Games is an escape room with twist and turns that you and your group must figure out to escape in under an hour. Each room has varying difficulties and themes. Breakout Games has 47 locations nationwide. Currently, Apex will be partnered with locations in Alabama, Tennessee and North Carolina.

While these clients are drastically different in their offerings, their goal is the same - to drive online sales utilizing Apex Current's Facebook ads.

"Medjet and Breakout are going to be amazing partners with tons of potential." said Corbitt Chandler, Founder and CEO of Apex Current. "We'll be able to optimize the Facebook algorithm starting with the solid foundation of data both already have to learn, achieve goals and find more buyers." 

Each client will kick things off with a full day deep dive into their business hosted by Chandler. The goal with these deep dives will be for Apex to become an expert in each partner's business model and begin moving quickly to execute ads that find a steady return for their businesses.

"Both Medjet and Breakout are the premier providers in their space and our plans are to help them absolutely dominate their respective industries," said Chandler. "We're incredibly excited to have them as part of the Apex Current family and honored they're trusting us to take their digital advertising to the next level."

Please join us in welcoming Medjet and Breakout Games to the Apex Current family!

 

Apex Current Selected As Part of Facebook's Marketing Expert Program!

BIG DAY here at Apex Current! We have been selected to take part in Facebook's Marketing Expert Program! This is a MASSIVE WIN for our business and ultimately our amazing clients!

Apex has been aligned with Facebook's support staff through client accounts that qualified in the past, BUT for Apex Current's account to be included as part of this program is a huge honor. It puts Apex on the map as an Advertiser that is moving up the ranks and getting noticed by Facebook, Inc's paid advertising expert team.

What exactly does this mean? We're glad you asked!

As part of the Marketing Expert Program, Apex Current will have a dedicated support rep allocated to their account. This Marketing Expert will be Apex's "inside man" so to say in running successful paid advertising campaigns for any ads within Apex Current's account.

"I literally cried when I got the call." said Corbitt Chandler, Founder and CEO. "I kept getting calls from a Palo Alto area code so I assumed it was them, but I just figured we were in trouble for something! Ultimately, it turns out, we were one of our Facebook Rep's key accounts and he was desperate to get in touch with me."

In addition to a dedicated Facebook Account Rep, Apex will receive weekly strategy sessions to go through goals and improve ad performance. They will also gain access to features that are in beta mode before other advertisers and key detailed analytics that are typically unavailable to most advertisers on the platform.

"This is such a giant coup for us and our clients!" said Chandler. "We'll be able to take what we're doing to a whole new level and get even better results for our client partners. At the end of the day, that's what it's all about. We only win if our partner's ads work and this is a surefire path to their success and our continued growth."

Apex Current is pumped to begin improving their already high-performing ads and truly honored to be considered as part of the program. We'd like to thank all of our amazing clients, vendors and supporters for helping us receive this notable achievement. 

Trump’s Campaign Said It Was Better at Facebook. Facebook Agrees (via Bloomberg)

Fair warning... There's nothing intended to be political by this post. It's simply to convey the power of Facebook's marketing resources when used effectively.

The link to the original article is sited at the bottom of this page.

Donald Trump’s presidential campaign has boasted often that it made better use of Facebook Inc.’s advertising tools than Hillary Clinton’s campaign did. An internal Facebook white paper, published days after the election, shows the company’s data scientists agree.

“Both campaigns spent heavily on Facebook between June and November of 2016,” the author of the internal paper writes, citing revenue of $44 million for Trump and $28 million for Clinton in that period. “But Trump’s FB campaigns were more complex than Clinton’s and better leveraged Facebook’s ability to optimize for outcomes.”

The paper, obtained by Bloomberg and discussed here for the first time, describes in granular detail the difference between Trump’s campaign, which was focused on finding new donors, and Clinton’s campaign, which concentrated on ensuring Clinton had broad appeal. The data scientist says 84 percent of Trump’s budget asked people on Facebook to take an action, like donating, compared with 56 percent of Clinton’s.

Facebook didn’t immediately respond to a request for comment.

Trump ran 5.9 million different versions of ads during the presidential campaign and rapidly tested them to spread those that generated the most Facebook engagement, according to the paper. Clinton ran 66,000 different kinds of ads in the same period.

As is typical at Facebook, employees had access to the white paper, according to a person familiar with the matter. Employees routinely publish papers so colleagues can dig into issues facing the company and learn how certain products work.

A former Facebook employee cited the information from the white paper in a memo to Representative Adam Schiff’s office in early March, saying it could help Congress ask the right questions about whether the campaign coordinated with Russia. For example, according to the paper, more than a quarter of Trump’s ad spending was tied to third-party data files on voters, and leveraged a Facebook tool that helped the campaign show ads to people who looked similar to the names on file. Clinton’s ads aimed for broader audiences, with only 4 percent of her Facebook spend on the lookalike tool.

“Did Russian operatives give the Trump campaign a list of names to include or exclude from advertising that was running on Facebook?” the former employee asked in the memo.

Republicans shut down the House of Representatives’ investigation into Russia and Trump days later, “leaving questions unanswered, leads unexplored, countless witnesses uncalled, subpoenas unissued,” Schiff, a California Democrat, wrote on Twitter. A Schiff spokesman declined to comment for this story.

But Congress is still focusing on the use of third-party information on Facebook for another reason: the company’s ensuing crisis over data on 50 million users obtained by Cambridge Analytica, a political advertising firm that helped Trump’s campaign. Facebook Chief Executive Officer Mark Zuckerberg is set to make his first congressional testimony on the issue in a matter of days.

One key question Zuckerberg is likely to face, raised in the former employee’s memo to Schiff: What lists of Facebook users did Trump’s campaign upload for advertising purposes?

Facebook is still working to unearth other information that congressional investigators have requested. The company is continuing to comb through its site to identify content posted by the Internet Research Agency, a Russian organization that used Facebook to manipulate public discourse in America ahead of the election. On Tuesday, the company took down more than 270 accounts and pages operated by the IRA that were used to spread messages to people in Russia and neighboring countries.

“This is the next step towards removing them from Facebook entirely,” Zuckerberg wrote Tuesday on his Facebook page. “Organizations like the IRA are sophisticated adversaries who are constantly evolving, but we’ll keep improving our techniques to stay ahead -- especially when it comes to protecting the integrity of elections.”

Click here for the original article. 

How to Create a Facebook Page

Yoooo!

Corbitt here... CEO and Founder of Apex Current Digital Marketing.

It looks like there's a significant amount of traffic coming to the site because you want to know how to create a Facebook page.

No problemo. I aim to please...

It's super simple so chillax. We'll get you through it one step at a time.

Step 1 - Login to your personal Facebook account at www.facebook.com.

Step 2 - While on your newsfeed, go to Pages under Explore next to that red arrow pictured below and click on it. (Side note, how cute is my daughter, Phoebe?!)

Screen Shot 2018-03-04 at 2.06.45 PM.png

Step 3 - That will bring up all of the Pages you have liked and then hiding in the top right corner you'll see where it says "More." Click there and toggle to "Create Page." You can also simply click here to navigate to that section, but I'm all about, "teaching a man to fish."

Step 4 - Select the type of Page you are wanting to create... You can change this later if you need to so it doesn't have to be exact.

Screen Shot 2018-03-04 at 2.15.08 PM.png

Step 5 - Once you decide the type of page you want to create, Facebook will ask you for the Category. For example, if you're a shoe company, it's going to ask you to select shoes and then what the name of your business is and you'll type that in.

 

Screen Shot 2018-03-04 at 2.16.20 PM.png

After that, it really can't get any easier. Facebook will literally walk you through the process and information you need to provide.

I would go ahead and have the following information ready to make your life a lot easier and this process super simple.

- Business Name

- Profile Picture (Sized 800 x 800)

- Cover Photo (Sized 820 x 312) ... Canva.com is a great resource for sizing images and creating designs.

- Business Address

- Business Phone

- Business Email

- Business About Us / Mission Statement

- Hours of Operation

That's the basic stuff. Just to be clear, you don't need any of it. Facebook will let you proceed without it, but I would just gather it all now. An empty page, looks like your business is struggling or not professional.

On that note, I would start inviting all of your friends and family to like the page and get active posting 1 - 3 times per day. These days you have to promote posts, but that's a topic for a different time. Even putting just $1 behind a post will make a big difference in it's reach.

Alright, guys, hope this helps!

Be EPIC!
Corbitt

No More Talk, No More Half Measures...

By Corbitt Chandler

Marketers & advertisers are supposed to get results... Bottomline. If not, they shouldn’t be in business or be out on the job market looking for work in some other industry.
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Marketers & advertisers are supposed to get results... Bottomline. If not, they shouldn't be in business or be out on the job market looking for work in some other industry.

It's like that old saying, that timid salesman have skinny children. Well, the same goes for marketers and I've been there.

I was a "brand guy" for years. I prided myself on it. I managed 7-figure budgets, traveled the world and blew a lot of hot air. Sometimes I knew the truth, other times I thought (or convinced myself) that I was actually making a difference.

I've worked in marketing for 15 years now and I've seen it all and I've done it all. From billion dollar brands to startups, I've had the pleasure of doing some pretty amazing things, meet incredible people and build up quite the resume.

But, I'll be honest with you, most of it is shit. It's a lot of fluff. We can't move forward if I don't tell it like it is. I was one of the people I mentioned at the start of this post who shouldn't have had a job. Luckily, I've always had enough charisma to at least be liked so I've never been unemployed.

It wasn't until I became the VP of Marketing at Iron Tribe Fitness, a 40+ location fitness studio chain, that I really learned the true meaning of marketing and it's in these three letters - ROI... Return. On. Investment. 

Of course, I knew those letters well. I went to college, graduated with a marketing degree and studied what ROI meant. But, it wasn't until my feet were held to the fire and I was forced to track ROI on my spends that I truly became a marketer.

It wasn't easy. It was painful. But, because of that refiner's fire, I began to evolve and still to this day am evolving while perfecting my skills and talents through lots of hours and sleepless nights. It's worth it.

It's worth it to see brands grow. It's worth it to prove out a model that creates a marketing machine where dollars can be tracked and you can put $1 in and get $4, $5, $6 or even more out!

I love my clients and there's nothing I wouldn't do for them because I'm passionate about seeing them grow!

Join me in starting a revolution of skinny marketers and ad men! No more talking, no more fluff of impressions, clicks and awareness... To be good, to feed the family, you've got to be actually know what you're doing - not just talk about it - and, ultimately, get results.

APEX Current gets results!

We utilize market data through a number of different touch points including third party partnerships, customers lists, etc, to hone in on a brand's prospect. We enter the prospect's mind utilizing sales copy that opens pain points and provides our client's products as solutions. Then, funneling prospects through a pipeline to drive leads and sales. Building out CRM infrastructures so leads and customers are nurtured as we create an environment for rapport, trust and repeat buyers who are raving fans of your products!