by Dan Chappelle
Thursday July 28, 2016

Lance Armstrong wrote a best-selling book a few years back before he finally admitted to cheating, called “It’s Not About the Bike!” By now virtually everyone knows the story of Lance Armstrong, but the title made me think about a situation we all encounter on a regular basis as salespeople.

How often do you get this call or email? “Can you give me your best price on XYZ Tour?” Okay, you do a little research and send them a price. You never hear from them again. You send a couple of follow up emails or phone calls with no response. You just got sucked in by the oldest of all prospects – the price shopper! You probably wasted a half hour or so, got your hopes up, only to have them dashed. It’s kind of like when we were in high school and the girl or guy you liked wouldn’t return your calls. You didn’t give them a reason to want to call you back (well, in high school it was probably a little more complicated.)…

IF NOT YOU… WHO?

IF NOT NOW… WHEN?

In message five this week, I wanted to toss my two-bits into the mix.

Advertising has been enormously affected by the introduction of the Internet over the years. With much of the world going digital, print ads, direct mail, and even television advertising has been altered significantly.

With the ease of digital communication (a push of a button), the volume of information has become almost intolerable. The “noise factor” has grown exponentially and SPAM coupled to the DELETE BUTTON is the calling of the day…