Welcome to my interview series, called Interview-NV.
The purpose is to offer a short-format interview with known online marketers and entrepreneurs, like today's guest, John Jantsch.
As a thank you to our guest, I would encourage you to stop by his website and sign up on his email list, and/or consider purchasing his latest book, Duct Tape Selling. (http://www.ducttapeselling.com)
Interview Q & A
NV: How do you expedite your ability to build trust in a business relationship that is initiated online. For example, after connecting with a new contact on LinkedIn?
JJ: To me the easiest way is to look for an obvious way to help - answer questions, point to useful resources and look for ways to connect your new connection to other people that might be able to help them.
NV: What is one aspect of sales and/or marketing that initially stumped you before you understood how to be successful at it, and what did you do to improve your approach?
JJ: That I had to cast my net much more narrowly, that felt uncomfortable at first. Once you discover that, when you understand who you are truly cut out to serve and forsake the rest, you'll attract more business willing to pay you a premium.
NV: Your latest book is really a guide for approaching sales and marketing in today’s landscape, what is one main message you want readers to take away from your book?
JJ: That buying today is a journey that is increasingly out of our control, and that our best best is to ditch demand creation in favor of guiding people on the journey THEY want to take.
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