Monthly Archives: February 2010

business book reviewers

My publisher has provided me with a limited number of review copies of Brand Zeitgeist. I am looking for a few good online mavens and connectors who want to review the book.

If you have an active (couple of posts per month) small biz or marketing related blog, some dedicated Twitter followers, you’re a power Amazon reviewer, or you have some other online superpower — please email me and I’ll mail you a free copy of the book.

You’re under no obligation to provide a positive review — just an honest one. The reviews will be highlighted on this site and others during the online book tour from March 22 – 26.

The book is a quick read, 108 pages, and full of interesting case studies. The big idea behind Brand Zeitgiest is that it reinforces basic marketing and branding principles and illustrates how businesses can use fundamental aspects of human nature to develop a brand strategy. Find the pdf of the Brand Zeitgeist sell sheet here.


By the way, the best way to keep up with events and other info about Brand Zeitgeist is to connect on the Brand Zeitgeist Facebook page (or if you’re not a FB person, all the Facebook posts feed to @BrandZeitgeist on Twitter.)

And mark your calendar for the Brand Zeitgeist Blitz on March 23rd. (Download a reminder for your calendar here.)

(Or if you can’t wait 😉 buy your copy of Brand Zeitgeist on or Barnes & Noble today!)

sell. don’t beg.

One of the analogies I probably wear out is comparing bad salespeople to the kids selling ads for school yearbooks.

At several times in my career, I was in charge of the marketing for local small businesses. In each job, I would get a call (sometimes a visit) each year from a member of the local middle or high school yearbook staff. The exchange would normally go something like this:

Me: Hello
Them: (mumble) Wanna buy a yearbook ad?
Me: No
Them: Bye

Aside from the fact that yearbook ads are not marketing (they’re donations), I may have entertained the idea of buying “an ad” if the kid had prepared SOME sort of sales presentation that focused on my marketing needs. You know, something like: the ad will be seen by parents who are your customers, people will see these ads in 20 years, etc.  Anything in additon to just asking.

These days I hear lots of salespeople say, “I asked them if they wanted to buy _____ and they said no.”  

If your sales pitch is just asking, you’re missing alot of potential sales.
(There’s also the problem of salespeople who just talk to the customer and never ASK for the sale — but that’s another post)

If you’re just asking people to buy, then you’re not a salesperson. You’re a beggar. It’s a small distinction, but an important one.

Most of this problem (and most sales problems) can be traced back to the salesperson’s motivation. Are they wanting to make a sale or are they trying to solve the customer’s problem?

People just trying to make a sale do make a few (the yearbook always has ads in it) — but problem solvers are always successful salespeople.