Too many professional service providers feel uncomfortable selling, says Brian Greenberg. But you can be a trusted advisor and do right by your clients – and still market yourself effectively.
For Brian, that means selling without selling. We unpack what exactly that means and how to do it so you land more new customers and make more money while marketing more efficiently (that means you get to focus on what you love to do).
Stick around until the end – Brian gives away a free audio version of his book… and there’s a contest (closely linked to this episode’s topic) to win another great freebie.
Check out the interview to find out…
- How to do business ethically and transparently – and leverage it
- The question you must ask yourself when making any decision
- The single best way to secure the right reviews for your business
- The power of “barnacle SEO” and the best way to implement it
- And more
Episode Timeline:
00:11 Today Steve speaks with Brian J Greenberg “The salesman who doesn’t sell”. Brian’s companies have created over $50m in and collected over an incredible 10,000 reviews from customers.
01:31 Brian tells us how he started in business. He explains his love for passive businesses.
02:46 Brian now sells insurance. He tells us why.
04:40 Brian tells us how “the best way to become a billionaire is to serve a billion people”.
07:44 Brian talks about why he takes the long view.
08:48Steve talks about imperceptible growth.
09:57 Brian talks about doing real company stuff..
13:08 Brian talks about focusing on customer satisfaction and teaches us how to leverage it.
15:19 Brian explains how best to get reviews….ask for them!.
17:10 Brian explains how reviews aren’t bragging and how to ask for them.
19:44 Brian talks about the importance of having reviews on 3rd party websites.
21:36 Steve breaks down what reviews do.
22:55 Brian talks about dealing with negative reviews.
25:13 Brian explains why you have to use www.usertesting.com
26:55 Steve talks about enabling the buyer to just buy.
28:36 Brian talks about the benefits of automated answers.
30:56 Brian talks about how just 10 reviews can increase business by 20%.
32:30 Steve explains that the majority of the companies out there don’t employ reviews.
33:46 Brian explains what “Barnacle SEO “ is.
35:02 Brian give the UCEO listeners a great prize!
35:21 Not to be outdone Steve gives us his own great giveaway!
