Posts Tagged ‘article marketing’

Writing Is 20% of Content Article Marketing

With so many small businesses with under 20 employees (97.7% of all U.S.businesses), content article marketing through blogs or distribution sites has become the a popular marketing tactic.  For example,write an article on LinkedIn Pulse and you will attract attention and maybe even get a new sales lead.



The problem with content writing is the writing should comprise around 20% of your time.  The other 80% should be promoting that article. That is where the word marketing comes into play.

Did you know over a million articles have been published on LinkedIn Pulse since its inception in early 2014.  Currently this marketing channel is experiencing over 50,000 articles per week.

Standing out in this crowded market place is difficult.  Believing a one time push of your article will attract any attention is foolhardy. Remember, marketing is all about attracting positive attention.

Build a Community

The more people you have sharing your content article marketing the greater likelihood you will attract attention and gain a sales lead.  I belong to several communities that share not only this blog posting, but other content writing such as LinkedIn Pulse as well as other online publications.

As you build your community, make sure others provided quality writing and share the same values. For example, excessive self promotion is not a good value.  Some self promotion is necessary. However post after post about buy this book or attend this conference where I am speaking does not attract positive attention.

Make It Easy to Share

After you establish or join a community, make sure your content writing is easy to share. Create several tweets around 100-120 characters.  Include in those tweets any hashtags that may make finding your tweet easier.

Also do not forget creating quick postings for LinkedIn, Google+ or Facebook.  These can exceed 140 characters. By creating the posts allows you to direct the marketing message and make it far easier for your community to share your content article marketing.

Schedule Different Times

Not everyone has his or her eyeballs on your blog or article when you post it.  Through the use of automation tools such as HootSuite, you can schedule your posting to be viewed at different times. Also you can then repeat the posting a couple of weeks later. Effective content article marketing truly happens over a period of several weeks if not several months.

Marketing Is a Two Way Street

Remember content article marketing is a two-way street. If someone shares your written content, make sure you acknowledge that sharing.  Consider sharing that person’s content if he or she is not a member of your community.

Possibly log into your LinkedIn account several times a day and see who has published what.  If the article sounds interesting to you, read it, like it, comment on it and share it with others through the social media buttons.  Your activity will be noted to your connections and this may encourage others to read a particular posting.

Content article marketing is an investment of time and does require some strategy specific to keywords, your ideal customer profile as well as scheduling.  When you execute these marketing strategies with efficiency and effectiveness, your efforts will eventually give you a return on your investment in a new sales lead or better yet a new client.

* * * * *

Leanne Hoagland-Smith is THE People and Process Problem Solver. She supports forward thinking leaders in bridging the gaps between the two problems restricting strategic business growth – people and processes. Leanne can be reached at 219.508.2859 CST. Follow her on Twitter or check out her profile on LinkedIn.

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To Give or Not To Give – Friday’s Editorial


“To give or not to give” may become as famous as Shakespeare’s “To be or not to be that is the question” quotation. For crazy busy small business owners to sales professionals to even C Suite executives who truly want to consistently demonstrate high business ethics, yet find themselves at the crossroads of “Giving” and “Being Used” to give or not to give is a daily dilemma.

After just completing my second read of the Go Giver, conducting a small experiment using LinkedIn recommendations and investing in some time to consistently reflect at the conclusion of each day as recommended by Harry Kraemer in his book From Values to Action,  I find myself personally struggling with this issue, to give or not to give, now more so than ever before. Let me explain.

First, almost 6 years ago I abandoned my rather scattered marketing plan called Pray and Spray and adopted an education based marketing approach focusing strongly on article marketing.  Adoption of an education based marketing approach is fundamentally about giving your knowledge or expertise to others.

Then I restructured my small business coaching schedule and fees to reflect current market trends of less time and budget constraints.

Finally through my book, Be the Red jacket, I established this sales blog to reflect how to increase sales along with always wearing a red Jacket at business to business networking events or speaking engagements.

Through this process there have been many “giving conversations” to “giving actions” without any expectations to receive something back. Incredible relationships have been developed and strengthened.  And yes, in some cases, this has lead to increase sales.

My personal challenge and probably one face by others is when to stop giving.  Human nature being what human nature is there are people who take advantage of those who give. With the economy for many in the doldrums, this desire to receive, to be the “to give” recipient appears to be more prominent than even before.  When we add into this mix, any religious convictions, this personal challenge can become quite enormous.

For example, several years ago after listening to a local social media expert in the Chicago area give an excellent presentation, I connected with him on LinkedIn and then wrote a recommendation because he deserved it.  When we first  met, I gave him my book, Be the Red jacket. I did asked him when he had time to read it and if  he found it of value, to write a positive recommendation over at Amazon.  We have connected several times since then and he still hasn’t found the time to read the book, but he has found the time to regularly ask me to promote his event here or there or even himself. Hmm

Locally, another social media expert was attempting to get known and I connected her with numerous people some of which actually hired her. She still has made ongoing requests to help her without any return giving of her own.  The biggest challenge is her lack of follow through and that affects my local credibility.  I no longer made recommendations specific to this person and now make recommendations to another local social media expert who is more responsive.

I remember another colleague who asked for a LinkedIn recommendation to complete his profile as three recommendations are required. Within several hours I honored his request. However he did not say thank you.

Then there are your business colleagues, business to business networking connections who will pick your brain over lunch, coffee or even a telephone conversation.  In most cases, they appear to be grateful of the giving. Over in a LinkedIn discussion group, the topic of free (giving) was intensely discussed with a variety of opinions.

To gather greater clarity around this to give or not to give, I conducted my own experiment using LinkedIn and actually determining the authenticity of colleagues’ business ethics. I gave  seven (7) LinkedIn recommendations to people who share the foll0wing criteria:

  1. Known them for over two years
  2. Interacted with them at least once a month
  3. All personally expressed to me they had high business ethics
  4. None had recommended me (to avoid quid pro quo)

All seven accepted the LinkedIn recommendations within 48 hours. One person sent an email and called me within 24 hours after receiving the LinkedIn recommendation and another emailed me within 96 hours. The other five even after several weeks have passed failed to acknowledge the LinkedIn recommendations.  Hmmm

High business ethics in my opinion suggest or even require a “giving mindset” as my giving colleague Dan Waldschmidt discusses in his EDGY conversations.  Dan is one of those folks who regularly gives. In our conversations he indicated this lack of a giving mindset is just as prevalent in larger organizations as it appears to be in small businesses.He further believes it is an obstacle to individual success, business success or organizational success call it what you will.

Maybe everyone is to be busy. Yet I am reminded of the giving attitude of one of my coaches and colleagues, David Herdlinger. When my book was first published, I sent out copies to friends and colleagues. David called me upon receiving the book, wrote a great review over at, all without being asked.

Now David is a very busy person with an extremely active and dynamic executive coaching practice along with being involved in a coaching academy. So my little brain goes if David can find the time to be giving, why is it so hard for others who tell me they have high business ethics and are “giving” individual?  Hmmm

After rereading the words I have shared with you, I am no closer to reconciling this personal dilemma to give or not to give.  My sense is I will continue to give while staying away from those business people and other individuals who consistently do not give and expect to be the recipients of a “giving mindset.”

Please feel free to share your thoughts below. Do you feel that you have been continually used?  Do you feel business referrals or recommendations appear to be a one way street?  What have been your experiences?

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How to Increase Sales Tips & Snippets #12 – Free PR

The use of FREE PR (publicity) should be added to your how to increase sales tips and snippets toolbox. Now with social media and those very hungry content  driven search engine robots scouring the Internet, there is a plethora of ways to get free PR.


Yesterday was an incredible day for me in my efforts to increase traffic and credibility.  Most of these opportunities came from this one website – HARO (Help a Reporter Out).  Peter Shankman’s brain child of providing a site for media reporters, subject matter experts and media production people to share their requests has been for me like a Volcano of free PR.

Here is what happened yesterday:

1. Anne Daughtery of Motion Marketing & Media located in Lansing, IL was seeking subject matter experts on business topics.  I responded and she connected with me on Thursday September 22 and a radio interview was taped on Friday for Michigan Business Network. This interview will be aired on Monday, September 26 at 9am, 2pm and 7pm.  Here was an opportunity to share my experience specific to marketing for small businesses,  how to Be the Red Jacket and attract even more attention.

2. Another response to earned this free PR from Stephanie Chandler of Business Information Guide.  Stephanie interviewed me about my sales book – Be the Red Jacket in the Sea of Gray Suits.

3. Then Michael Michalowicz of Toliet Paper Entrepreneur requested a quick tip on how best to follow up with sales leads from a trade show or significant business to business networking event. Currently, my success rate in having my tips published is running around 95%.  Earlier in the week my tip for the best gadgets for entrepreneurs was published.

4. On the same day I responded to Stephanie Chandler, I also sent an email to Laura Petrolino of 365 days of startups. She was seeking an answer to the question of the week that being share the two critical success factors you are working on at any given time.  My response was released yesterday. And Stephanie has asked me to be a contributing expert to her site.

5. Then my blog yesterday received some attention as I discussed the Culture of Crap Continues as well as my weekly business column for the Post-Tribune was published.

6. Over at Sales Gravy, I received noticed that one of my blog postings was featured on their site.

Free PR is available for small business owners and crazy busy sales people.  Yes it does take time. Must of my responses are generated in less than 3 minutes.  This is possible because I have invested time during the last 6 years in learning all about marketing for small businesses. My primary marketing actions have been through article marketing over at EzineArticles, Evan Carmichael, etc.  and writing on my sales blog.

For the more you write, the better you think, the better you think, the more you write.

This creative writing process does reduce your time to respond because in many cases you have already written about the topic.

If you wish to better understand how to increase sales, then begin to utilize Free PR as one marketing action.  You just might be surprised how quickly you improve your marketing for small businesses results including gaining a greater Internet presence not to mention securing your goal to increase sales.

Sales Cartoon


Sales Quotation

“When in doubt, tell the truth.”

Mark Twain

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Create Captivating, Compelling and Consistent Marketing Messages to Increase Sales

Having engaged in education based marketing through article marketing for the last six years, I truly “get it” when it comes to creating messages that attract more inbound visitors (think prospects or better yet potential ideal customers).  What I have learned is these 3 characteristics or elements are required to achieve more Internet traffic (inbound traffic) and therefore to increase sales if you are engaged in Internet marketing including social media.  Sales Training Coaching Tip:  Unless you live on the Planet Pluto, you are engaged in Internet marketing whether you admit to it or not.

#1 – Captivating

The purpose of marketing is to attract attention. Your marketing message especially the headline and first few sentences must captivate your audience. Also, having a strong ending sentence also helps.  This is why knowing your ideal customer profile as well as what keywords are being used by your prospects is critical to gaining more Internet traffic.

#2 – Compelling

Ford Motors has said “Quality is Job 1.” The content you place on your blog, in your articles and even your press releases must be compelling and this usually means of exceptional quality. Writing about what everyone else writes about just to put an article up or a blog posting hurts you far more than helps you. Compelling marketing messages establish your uniqueness and further niche you with your potential target market. Sales Training Coaching Tip:  Sometimes you may need to push the envelope when writing.

#3 – Consistent

How often you post is important, but consistency is even more critical.  Writing one article per week or one blog posting every week is far better than writing two postings one week, none the next, one the next, three the next, none the next. You get the picture. The research appears to back this up. Hubspot recently released this information:

“we found that businesses that blogged at least 20 times per month generated 5 times more traffic than those who blogged less than 4 times per month. In addition, those who blogged at least 20 times per month saw nearly 4 times more leads than those who didn’t blog at all. Enough said.”

To increase sales is the result of an integrated marketing plan that unites an education based marketing approach with Internet marketing and traditional marketing.  Your attraction message regardless of the vehicle, must be captivating, compelling and consistent. Sales Training Coaching Tip:  To do otherwise is to waste your limited resources of time, energy, money and emotions.

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Education Based Marketing and Self Promotion a Fine Red Line

Join many of the groups over at LinkedIn, read many of the Tweets or participate in some other social media sites such as Facebook and you will probably notice a lot of self promotion.  Many of these individuals will tell you they are not doing self promotion, but rather are engaging in education based marketing.


So what is education based marketing? The definitions abound. Possibly first we may wish to consider a definition for marketing. This is what I believe marketing is:

Marketing is both a strategy (thought) and a tactic (action) to create constant awareness and promotion of your products and services with the desired result of having potential ideal customers (also known as prospects):

  • Consider your products and services
  • Become your clients or customers* (Source: Be the Red Jacket)

By placing the words education based before marketing suggests your goal is to educate rather than push the sale or product as in traditional marketing. By looking to the journalists critical questions of Who, What, Where, When, Why and How may help you gain greater clarity.

Who are you educating?

  • Ideal qualified customers?
  • Potential target markets?
  • Centers of Influence
  • Strategic Partners?
  • Everyone?

What are you educating?

  • You?
  • Your Company?
  • Your Solutions (products and services)?
  • Your Price
  • Your Delivery?
  • Your Results?

Where are you educating?

  • Every contact?
  • Traditional marketing vehicles such as newspaper, radio or television?
  • Social media?
  • Article marketing (including both Internet directories and printed journals or newspapers)?
  • Speaking?
  • Workshops or seminars?
  • Printed brochures, business cards?

When are you educating?

  • Daily?
  • Weekly?
  • Monthly?
  • Continually?
  • When sales go south?

Why are you educating?

  • To build credibility about you, your company or your solutions?
  • To differentiate you, your company or your solutions?
  • To gain a competitive advantage?
  • To share your prices?

How are you educating?

  • Conversational person to person?
  • Didactic (one way with no feedback loop)?
  • Using others to deliver your message such as a spokesperson?
  • By giving away something of value such as your time to even a product?

For me education based marketing is all about not breaking any of the three sales buying rules as well as helping to put a lid on future sales objections. This approach is about reaffirming the goals of marketing that being to attract attention and make a friend so you are asked back for that critical appointment.

With that said, education based marketing at its very essence if about self promotion.  However this must be subtle and not blatant. Understanding when it is appropriate for you to mention your sales blog, your free seminar, e-book or other solutions is critical.  J.D. Gershbein of Owlish Communications suggested that prior to self promotion requires “conversational equity.” What a great term! In other words, you need to demonstrate you are worthy through your conversations before promoting what you do.

To help you better determine that fine line between education based marketing and self promotion suggests a written values statement (business ethics) along with the specific behaviors for each of those key values may be necessary.  If you are true to those non-negotiable behaviors 24/7, it may be less likely you will be viewed as in self promotion mode versus education based marketing model.

Finally with reference to LinkedIn or other social media sites, understanding the definition of these two words may help as well:

  1. Discussion from the word discuss which in its Latin origins means to shake apart and now means to consider and argue the pros and cons
  2. Promotion from the word promote which in its Latin origins mean to move forward and now means to further the growth.

For me, if someone does not know that a workshop, webinar, custom tee shirts, free ebook, etc. is self promotion, they violate the first sales buying rule.

People buy from people they know and trust.

Their behaviors demonstrate a lack of intelligence and disrespect. Would you want to know someone who knowingly breaks the rules and does not know the difference between discussion and self-promotion?

Yes, there is a fine line between education based marketing and self-promotion. Where you stand depends upon your own business ethics (ethos Greek for character).



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How Article Marketing Does Increase Traffic & Increase Sales

Today is a special day and one I will remember because beyond my husband’s 65th birthday, my website at 11:14am central time USA recorded 4,504 unique visitors according to my C-Panel.  Five years ago, I had 461 unique visitors for the entire month.  Talk about progress.

Simply speaking, the reason for this growth can be attributed to article marketing.  When I decided to embrace an education based marketing approach, article marketing became my primary delivery vehicle. Sure I still networked face to face in business networking events, delivered key notes and engaged in some very specific direct mail.  However, I realized that being a small fish in a very large pond surrounded by much bigger fish was going to be very difficult to be noticed. I needed to do something different that was sustainable while demonstrating my expertise and credibility.

Over the years, I learned the more you write, the better you think; the better you think the more you write. This knowledge coupled with a viable and dynamic business growth action plan has given me the opportunity to increase traffic and as well as increase sales.

This past February I decided to incorporate a sales blog into my website. Being technology challenged, I enlisted the help of Matt Geier of The Sales Corner and this sales blog has only reaffirmed why article marketing is so crucial to my business.

For without the article marketing experience of the last 5 years including understanding how to write good headlines, provide valuable content and construct a search engine friendly article, I would not have reached this milestone. This is one marketing strategy and skill set that truly evolves over time.

Now for some sites where they get 4,000 plus unique visitors a day, my benchmark is insignificant and that is OKAY. However as Chris Knight founder of Ezine Articles said in a recent interview with me, article marketing is “primarily for TRAFFIC.” Given the results of the last 5 years, I can only reaffirm his words.

Each year the traffic and the sign ups to my various lists continue to grow. Beyond having the education based marketing approach, I have also embraced this philosophy:  Slow and steady wins the race.

Comparing September 2005 with 2010 also revealed these improvements:

  • Visits/visitors was 1.47 and is now 3.32
  • Hits 5,289 to 84,983
  • Bandwidth 49.97MB to 1.87GB

Now some may still argue that article marketing is not a valid marketing strategy. A recent article entitled Article Marketing Myths and Facts by John S. Tucker discussed some of the arguments I have heard over the years. This is a good, well thought out quick read to understand the pros and the cons. Please consider taking a few minutes to read it.

Since I have never engaged in any affiliate marketing, pushy, cannot get off the squeeze pages, etc., I truly believe this marketing strategy has been one of the best decisions I have ever made. Another reason is with over 2,000 articles appearing across the web including Ezine Articles, Evan Carmichael, Sales Gravy, I sincerely doubt that two years ago Jeb Blount of Sales Gravy would have considered publishing my book on sales – Be the Red Jacket.

Article marketing is one of the best ways to build relationships over a course of time. And thanks heavens I did listen to Chris Knight when he shared with me that 20 articles would not cut the mustard.  Of course I was thinking in hundreds back then when others such as was thinking in thousands as was Lance Winslow Yet through article marketing, I connected with Lance and he wrote a testimonial for my book. Thanks again Lance.

Yes you too can double, triple your Internet traffic while also securing that goal to increase sales through article marketing.  Start right now, submit an article to one of the above sites.  In three to five years, you will be glad you did.

P.S. When I started writing at Ezine Articles there were around 5,000 authors. Today there are over 325,000.  So it appears that article marketing is  viable marketing strategy and tactic for not just me.

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100 Day Marketing Challenge – What’s Yours?

Two weeks into the challenge and I have averaged one article per day.  This marketing activity is not where I want to be, but it will allow me to complete the challenge on time.

Part of the reason goals are not achieved is that unforeseen obstacles happen.  For me, that has been the product launch of IntroMojo a new Internet delivered sales tool to help secure more detailed ideal customer profiles from those new business sales leads. Also, I had some dental work which has dramatically affected my productivity. However, I have revisited my goal setting worksheet and have made some course corrections.

Today I submitted another 4 articles and will submit another couple before the day is over.
Again, I will honor this article marketing challenge commitment as I know that very few achieve their goals and I will be one of the few instead of one of the many.

Previous post of September 23, 2010

Today I began my fifth HAHD challenge being offered by Ezine Articles. The goal is to write 100 articles in 100 days which equals just one article a day. Since I have engaged in article marketing for the last 5 years, I have received incredible value through:

  • Increase traffic to my website and this blog (unique customers as of this am was 3,413)
  • More sign ups to my various lists such as free sales skills, leadership audit
  • or strategic planning checklist.

  • New customers
  • Establishment of new strategic partnerships
  • Greater clarity of thought (the more one writes, the better one thinks; the more one thinks, the better one writes)

This morning I submitted my first 10 articles that had been written during the last couple of days as a way to give me some additional motivation.  Just think not even one day down and 10% of this maketing challenge is complete.  What a great feeling!

As someone who has successfully complete the last four marketing challenges offered by this great article directory website, and with over 40% of all traffic coming from Ezine Articles to my website,  I decided not to continue would be a poor marketing and selling business decision.

So for the next 100 days, I will be updating this entry as my journal sharing with you what is happening. Knowing that I have some commitment with clients, I realized that the sooner I started submitting articles, the less pressure and stress I would be experiencing during the last 10 days.  Sales Training Coaching Tip:  Stress for the most part outside of significant events is a direct result of not achieving goals or having a goal driven action plan.

My challenge to you is what significant marketing, sales or business goal will you achieve in the next 100 days? With the year quickly coming to a close, are you where you want to be?  If not, why not?  Sales Training Coaching Tip:  If your response includes any of these words:

  1. Would of
  2. Could of
  3. Should of
  4. Try
  5. Maybe
  6. Might
  7. Think
  8. Yeah, but

then you are speaking Weasel Word Language as one of my coaches David Herdlinger as often called the first five. Just imagine what would happen if you achieved even 50% of your goal?

  • Would you be in a better place financially, physically, mentally, spiritually, socially?
  • Would you be happier about yourself?
  • Would you stop beating yourself up?
  • Could you use your success as a springboard into the New Year of 2011?

I encourage you to determine what results you want by 12/31/2010 and then write a very aligned, specific measurable, attainable, realistically set high, time driven (you already have that 12/31/2010) goal that is yours. I call this a WAY SMART goals or goal.

So revive up your productivity engine, fuel it with your key values and drive it is using your best talents.  Share you results in the comments below. I look forward to hearing about everyone’s terrific results.

P.S. There is no prize except the internal ones of improved self-confidence, self-esteem and personal accountability. And truly isn’t that more than enough?

Graphic Courtesy of Ezine Articles

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What Is Self Promotion in Marketing Messages?

Self promotion is really tricky especially when you are engaged in education based marketing.  The purpose of marketing is fundamental (no matter the media platform) and that is to attract attention specific to your target market and to build a relationship with those potential and qualified customers (a.k.a. prospects).

There are many ways for self promotion or what some may call “tooting your own horn”  including:

  • Speaking
  • Article marketing
  • Writing for business journals or newspapers
  • Blogging
  • Micro-blogging
  • Direct mail
  • Paid advertisements
  • Business to business networking events
  • Teleconferences

Simply speaking all marketing is self promotion.  The key difference is when you start to sell your products or services.  Some may refer to this as “selling from the stage” when they hear a speaker.

Unfortunately it appears with the explosion of social media as a marketing platform some believe that if you do not interact with them, then you are not social and therefore all of your marketing messages no matter the medium are all about you.  That is partially true because in marketing your messages are directed to your target market or key centers of influence.  You make those determinations through your research using the Internet and specific sites such as LinkedIn, Facebook or Twitter.

The difference between self promotion and self serving selling is every time you post something you are trying to sell your product or service.  Providing information that is content rich is not selling however sending a direct message such as the one I described in this sales article is in my opinion totally self serving. The goal is to educate and demonstrate you are an expert in whatever industry you represent.

Of course, in some instances, you can promote others by referring to their articles or blogs (such as the case with the anchor text link to education based marketing in this posting), marking them as a favorite or even re-posting their micro-blogs as in Twitter.  This would suggest their comments have value to others and especially if those others are your target market. Again, this comes back to your  marketing action plan where you have integrated the various message delivering and receiving platforms.

Respective to marketing there still remains a significant lack of knowledge and this is especially true about self promotion.   Far too many people are engaged in spraying and praying their actions with the hope that something will stick or worse yet “Do not know what they do not know and think they know everything” as noted in Gordon’s Learning Ladder of Level I being unconsciously incompetent.

Bottom line, self promotion is part of marketing because why would you be directly promoting someone else unless you are a marketing firm hired to promote others? Why would you direct messages to people not clearly your target market? Do those actions increase sales and put dollars in your piggy bank? Of course not!

If you are not selling and are providing information that creates value to your potential target market, then you engaged in the first two steps of the sales process. Of course, there always will be those who may be offended by your efforts and  as noted marketing expert Roy B. Williams has said “If people aren’t complaining about your ads (refer to the bullets above), you must be doing something wrong.”

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Professional Development – Critical Book Review People Buy You

With information doubling every year, today’s busy business folk truly need their own professional development plan or self improvement plan.  Part of this plan is increasing their own personal knowledge.

Reading research suggests the average adult engaged in business reads 20 books a year.  From my own personal experience, it is a book a week along with all the ezines, newspapers and business journals. And yet there are still some individuals (25%) who read no books last year. How sad.

Yesterday I completed the book People Buy You. This is truly a quick read. It took me less than 5 hours and I actually read it twice. The second time I highlighted passages I missed the first time. In full disclosure, I do read around 1,000 words a minute with a 85-90% comprehension rate and no I have never taken a speed reading course. As another aside, this  is probably why I truly do enjoy most videos as I can read faster than they can talk.

“His common sense writing approach intermixed with personal stories reinforces that successful selling begins and ends with the authenticity of the individual.  Using a variety of historical to contemporary resources, he weaves a very simple and yet compelling argument about what sales is not about selling, but far more about buying.  The first product or service your potential customer buys is you….”

“What was incredibly interesting and very insightful was the over nine pages devoted just to the importance of smiling.  In most other sales training coaching books, the reader would have been exposed to specific selling skills such as making a great case, asking open questions and let us not forget how to close the deal.”

Jeb pulls no punches in sharing his experience and freely admits to making some terrible mistakes. From these lessons learned, his premise about you being the most important factor in the buying decision making process is consistently supported and reinforced. …”

There are some additional benefits beyond all the wise words that the author Jeb Blount shared within the 200 pages.  For example, you can write a book review at provided you have purchased books from This review can link to your profile or to your book as in my case, be the Red jacket if you have written one. Then people who like your book review may link to your profile and then actually visit your website. I know this to be true because I watch my incoming links from my C-Panel for my website.

Another opportunity to recycle your new knowledge is to write an article and leave it at a popular article directory site such as, or  Ezine Articles has a specific genre devoted to business book reviews. As an author with over 1,600 articles soon to be 1,700, this strategy of article marketing has proven very beneficial. The aforementioned review actually is excerpts from the article written by me to be posted at Ezine Articles by August 4, 2010.

In any book there are great nuggets. One of these gems can be quoted provided you give credit where credit is due in future blog posts or articles. Then use an anchor text link to that particular book. Amazon is always good due to its high traffic and this may help improve your own SEO rankings.

Learning (think self improvement)  never ceases for those who truly wish to increase their business results. People Buy You is a great read and brings value to the reader provided he or she is willing to let go of some old myths and paradigms.

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Article Marketing & Blogging: Where Do You Find Quality Writing Topics & Content?

The Blogging for Business Pay What You Can Afford Workshop generated this one question from David Lindgren of Comfort Keepers of LaPorte, IN:  Where do you find the content for your 2,000 plus articles including over 1,600 at Ezine Articles and your over 120 business and sales blog posting?

Having presented at numerous conferences on my approach to education based marketing the most recent being in Spring of 2010 at Resource Associates Corporation, this is probably the most frequently asked question (FAQ). My response was simple, just observe and listen to what is happening around you, locally, regionally, nationally and internationally and you can discover a plethora of writing ideas.

For example, yesterday I posted this blog on social media after receiving an alert from Smart Brief. As noted in that posting, alerts are a great way to constantly receive ideas for new content.

One of the best ways to find ideas is to do the research regarding key words specific to your business. This will take time, but it is time well invested.

Then brain storm using those keywords to create some titles. This begins to prime your mental thought processes. Later as your brain becomes more conditioned to look for content writing opportunities you will begin to notice billboards, phrases in songs or passages in books you have read.

As you continue to write and develop a following, you can write title that have few to no keywords, but are still read.  One of my favorite titles was this one “Increase Sales Just Be Eating More Frogs”.

Also using Top Tips or a similar word is another great writing prompt to help you generate great writing content. For example:

Quality content for blogging is available for anyone.  All you must do is stop, listen and just take a few moments to think.  You will be incredibly surprised by how much you really do know.

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Coaching Tip

People buy results or rather people buy the feelings the results deliver.

What’s Happening?

Internal Results interviews
Leanne Hoagland-Smith
. Some of her answers may surprise you.

Check out this podcast on value creation between David Brock and Leanne Hoagland-Smith

Listen to Leanne Hoagland-Smith at Sales Scenario podcasts

Another list of top sales bloggers

Pre-order this great book How to Get a Meeting with Anyone. You may recognize a familiar name.

Top 100 Most Innovative Sales Bloggers Honored this blog is included in this impressive list.

Best Sales Blogger Award for 2014 Third place awarded to Leanne Hoagland-Smith.

NWI SBDC awarded Small Business Journalist of 2014 to Leanne Hoagland-Smith. Awards.

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Leanne Hoagland-Smith
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