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Author Archive: Susan Hupp

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Penultimate – A must have app for the iPhone and iPad

January 27, 2013 3 Comments

So yesterday I shared with you one of my secret weapons that really helps me with efficiency, Livescribe.  Today I thought I would share a quick app that I find so useful that it is one that I use almost daily on my iPad. The app is Penultimate made by  I happen to be [...]

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Livescribe – one of the best sales tools !

January 26, 2013 0 Comments

About two years ago I saw this advertisement for a pen that recorded and transcribed your handwritten notes to a PDF file.  At the time I was looking for something for my son who was in high school at the time to have to take to class to help him take the notes he was [...]

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The secret to making more sales

January 25, 2013 0 Comments

I started working as an agent in an Independent agency about 9 years after working for a big corporate company.  This agency was a mom and pop shop and was so much different than the structured corporate world I was used to, in fact some of the things just drove me crazy.   Things like getting [...]

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Making cold calls work…the mindset you need

January 24, 2013 0 Comments

I have a few posts recently that deal with cold calls, how to eliminate them and overall my thoughts on cold calling.   Cold calling and prospecting are necessary evils, and they can be very stressful.  Hearing a negative response to your polite and courteous questions sometimes isn’t pleasant, but on the other hand, you need customers [...]

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Using your current clients to get more business

January 23, 2013 0 Comments

A few days ago, I told you about a way to get free leads.  The database that you can use to get these is one that is found in most libraries – ReferenceUSA.  I can access my library remotely, but in order to get leads, I must log in to get to the data base.   [...]

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Selling words and probing questions

January 22, 2013 0 Comments

I would like to share with you the 12 most powerful, convincing, closing words in the English language.  It is a great idea to weave them into your presentation: Discovery Easy Guarantee Healthy Love Money New Proven Results Safety Save You These words are the most pleasing to the ear and again if you can [...]

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How to get an unlimited amount of leads for free !

January 21, 2013 0 Comments

Yes, you read it correctly – free leads!   How many times have you purchased a lead list only to not really get good quality leads or not get what exactly you wanted to get.  Since I have been talking about prospecting, cold calling and lead generation, I figured this would be a good time to show [...]

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How to eliminate cold calling and still be successful !

January 20, 2013 0 Comments

From my earlier post, you have already gathered that I am not a huge fan of cold calling.  In fact sometimes I think of cold calling as just a exercise in hitting your numbers, a waste of time talking to many people who are not really going to buy from you and end up wasting [...]

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Sample script for telephone prospecting

January 19, 2013 0 Comments

I thought I would post something light today – like a sample script that you can use to cold call via telephone. If you do not know who the decision maker is that you need to talk to – here is where you need to start: Hello this is Susan from (company) here in (city).  [...]

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A word about cold calling

January 18, 2013 0 Comments

Many people still believe in the old tried and true methods of getting in front of prospects, physical cold calling.   While I think that there is a value to cold calling, I personally think that it does not yield the best results.    My family and I had a business where we had our office in a [...]

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20 Sources of new prospects

January 17, 2013 0 Comments

It is a new year and time for a new plan. I am sure that you have heard the following statement before.     If you always do what you have always done, then you will always get what you have always gotten.   If you finished the year with a decrease in sales, then in 2013, if you [...]

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Putting all the pieces together

January 16, 2013 0 Comments

As I finish the complete cycle on the elements of building your social media plan, the last step in the process includes analytics and monitoring.  Here is a complete step by step guide that will help you walk through everything I have talked about in the past 16 days.   Social Media Planning Guide When implementing [...]

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Using Google alerts for effective monitoring

January 14, 2013 0 Comments

When you are first getting your feet wet with social networking, it is important to monitor what is being said about your business or industry and where it is being said.   There is a wonderful tool that is very simple and easy to use that can provide so much insightful data.    I have created this [...]

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Creating your editorial calendar

January 13, 2013 0 Comments

Earlier on one of my previous posts, I referred to a content calendar.  I thought that I would dig into my archive file and share an editorial calendar template that I have created.   This file is in excel and there is a worksheet for each month.  This is something that you should have in your [...]

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There is value in brainstorming

January 12, 2013 0 Comments

Get those creative ideas flowing For the last 12 days I have been talking about the social media overview and how to get started with your 2013 marketing plans.   I have mentioned brainstorming at least 5 times and in each case it was for different things.   I really feel that every person has a creative [...]

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5 ways to enhance your sales collateral

January 11, 2013 0 Comments

Make sure that your collateral follows new technology Planning a new social media strategy can catapult you into this new social revolution.    At the same time that you are experimenting with new things, your sales collateral also needs to keep up with the times.  I am going to throw out several things that will be [...]

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How to manage your content

January 10, 2013 0 Comments

Delegating will help achieve success After establishing the channels that you are going to try and getting your content ideas ready, the next thing that you will focus on will be two things: 1. A content calendar (or sometimes referred to as an editorial calendar).  When laying out your content calendar think about the following: Who [...]

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Content is king!

January 9, 2013 0 Comments

Content can make or break you After you determine what channels you should start with, the next important topic is content.  Good quality, well written and error free content is one of the best things that you do to build your online community.  There are a few important points to remember when thinking about the content that you [...]

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What channel are you on?

January 8, 2013 0 Comments

The importance of picking the right channel In one of the first posts of this year, I talked about the importance of defining your customer and knowing your target market.  In order to get started in the social media landscape you will have to know about your customer because once you define your target,  that [...]

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