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Hey folks Keith Luscher here with another Prospect & Flourish Every Day moment. The
previous topic we were talking about prospecting and selling--now prospecting is not selling.
And that came out of a conversation I was having with a client, and in that same chat
he asked, "Well, what role does marketing play in all that? How does marketing contribute
to that whole process?"
Think of it this way. Marketing puts wind in your sails. Okay? I mean S-A-I-L-S as opposed
to S-A-L-E-S. Imagine a sailboat and what it does it provides the fuel and it pushes
the process forward. When you as a sales person or your sales people are out in the field,
and they're making calls and they're prospecting and they're trying to close and everything
else, or fuel relationships, they need to be supported by marketing efforts and marketing
campaigns to keep the brand and the company name top-of-mind in front, always present
and ultimately part of the landscape. So there is that familiarity so when I call on somebody
and I represent a company with whom they might be familiar with because of effective marketing,
that helps support my efforts.
So, in a nutshell, that's over simplistic of course, but that's the role that marketing
plays and marketing is NOT prospecting. So that's one of the points I wanted to really
make with this piece.
Thanks so much. Tips, questions, everyday@prospectandflourish.com. Take care. See you tomorrow.