MarketingBeyond

MobileBeyond Offers Podcast Interview Sponsorships to Mobile Companies

MobileBeyond, a blog focused on the future of mobile communications, has launched sponsorships of its podcast interviews. Mobile and wireless companies may now reach thousands of worldwide MobileBeyond listeners each month with promotional messages at the beginning and end of each podcast.

Podcasting marketing is a form of social media marketing and excels at creating connectedness and relationships between a sponsor's brand and MobileBeyond's and its guests.

Unlike radio advertising, podcast sponsors are continuously exposed to MobileBeyond's audience of mobile professionals and consumers who have a passion for mobile phones and technology.

Each month, host Brian Prows interviews well-known mobile professionals from around the world. Guests have included CEO's, mobile company founders, CTO's and other executives and visionaries with mobile marketing and advertising firms, mobile technology  and other companies in the mobile and wireless industries.

Mobile companies may sponsor existing podcast interviews, new ones as they're released or self-sponsored podcasts.

MobileBeyond is also syndicated through iTunes. For further information about sponsoring a podcast, visit Mobilebeyond at:

http://MobileBeyond.net/Sponsorships/

Optimizing Mobile Websites: Podcast Interview with Eric Hansen of SiteSpect

Mobile website owners, similar to non-mobile website owners, may believe that website optimization, mobile analytics, search engine marketing and other digital marketing techniques are too challenging, take excessive time and, in many cases, become impossible to manage. This convinces some mobile marketers to "fly by the seat of their pants" when assessing mobile website performance.

Eric Hansen, Founder and C.E.O. of SiteSpect, a Boston-based marketing-focused website testing and optimization firm, will probably disagree with you. Since starting the firm in 2004, Hansen's team has helped numerous companies, including J.C. Penney, Overstock.com, The New York Times, CreditCards.com and others that have greatly improved their website marketing performance by optimizing mobile content and placement. According to Hansen, SiteSpect is the only company in its space providing accurate mobile website user behavior on phones that don't support Javascript and cookies. Per Hansen, 50% of worldwide mobile handsets are not Javascript enabled.

Hear the podcast on IM-Mobile.

Music Genome Project Improves Pandora Internet Radio

The "Music Genome Project," Internet radio broadcasting on your mobile and PC, personalized music selections using 400 categories? What's happening to the way we select and enjoy music?

Whether you're into rock, gospel, classical, hip-hop or jazz, Pandora Internet Radio wants to help you "play all music you like." The Oakland, CA based company streams music to your iPhone, BlackBerry, Windows Mobile and around 40-50 mobile handsets running on AT&T Wireless and Sprint's "Now" network.

As of December, 2008, two million iPhone users had downloaded the Pandora application. More recently, over one million BlackBerry users did the same through the BlackBerry App Store. Pandora claims a base of 27 million subscribers with 3-4 million people listening on their mobile phones and the vast majority tuning in using their personal computers.

Listen to a fascinating podcast with Tom Conrad, Pandora's CTO on MobileBeyond.

Is Advertising Necessary?

Mobile advertising continues its relentless growth, while Internet revenues are falling. As with print advertisers, especially newspapers, that continue losing revenue to online placement, the community of mobile advertisers, mobile ad networks and mobile publishers is dominating worldwide advertising. So much for mobile.

But this post goes beyond mobile ads. It’s about the necessity of  any advertising.  Periodically, we should expose our minds to opposing opinions and views that contradict–and even imperil–our business models.

Such is the case with Eric Clemons at The Wharton School of the University of Pennsylvania. Clemons just posted an article (available in PDF form) on TechCrunch. His predictions about the demise of PC-based Internet advertising and his comments on social media and mobile ad personalization are controversial with a grain of truth and 100 grains of speculation and flabbergast.

Clemons generally opposes advertising “pushed” to potential customers who haven’t requested the ads. He believes that Internet and other advertising is similar to email spam and non-participatory, shatters the Internet experience and will ultimately fail. In Clemons view, pushing ad messages to people not seeking them is a grave sin.

The full story on IM-Mobile

New Mobile Internet Marketing & Advertising Site Launches

IM-Mobile is a mobile Internet marketing and advertising site. The world is quickly turning from desktop--even laptop--computers to mobile phones for information and entertainment.

Many sophisticated applications written for smartphones are available now and the market for mobile applications is growing rapidly. Likewise, companies, large and small, are launching dot mobi websites that bring content-rich Internet experiences to smartphone users.

IM-Mobile focuses on these developments in mobile technology from a marketing and advertising perspective. How can mobile publishers monetize their websites and blogs? Which  marketing strategies work best for advertisers to reach target audiences? How do marketers create conversations and connectedness among mobile users?

IM-Mobile is not only a blog; you'll find podcasts, including interviews with mobile marketing and advertising professionals. (Subscribe to the podcasts either on the IM-Mobile site or through iTunes.)

Multimedia Mobile Advertising: David Miller & Mobile Discovery Podcast

Today's marketers are searching for new, innovative methods to increase marketing campaign results, whether for lead generation, branding effectiveness, events and direct sales. By combining multiple media channels, including mobile, marketers and advertisers can boost their overall effectiveness substantially.

In our Web 2.0 age, advertisers are finding ways to generate impact through integration of traditional off-line media, such as print, broadcast, billboards and email,  with social media, mobile and other technologies. This increases the possibility of marketing campaigns going viral.

David H. Miller, President and CEO of MobileDiscovery, an integrated multi-channel advertising company, shares his views in this podcast about multimedia advertising, product branding, FaceBook, MySpace and other social media channels, media tags and more.

David explains how to integrate mobile applications with advertising and discusses how the Mobile Discovery platform has been successfully used for QVC, U.S.A Today and other clients.

Moreover, he outlines Mobile Discovery's applications and campaigns with FaceBook, MySpace and other social media sites, portals and RSS feeds.

Commenting on "channel shifting" (enabling consumers to move among PC's, mobile phones and other communication channels), along with "time shifting" (consumers using media content at their own leisure), David outlines a vision of the future that's compelling and fascinating, including the embedding of mobile devices in the human body!

Listen to this futuristic podcast with David Miller.

For further information, see the links below:

Implementing a Multi-Channel Mobile Advertising Platform (Mobile Advertising Alliance)

For further reading, click here.

Online Small Business Strategies and Resources in Hard Times

This morning's Wall Street Journal brought new hope to online small businesses. Holiday revenues only dipped a mere 2% while brick-and-mortar retailers experienced 20-40% sales declines year-over-year. With prices down, 2009 may be a great year to start an online business.

Small businesses--those under 500 employees--are the cornerstone of the American economy. They hire half of all private-sector workers and generate 60% to 80% of net new jobs. Best yet for our dour economy, small businesses create more than half of non-farm private gross domestic product (GDP). Bottom line: Small businesses will play a significant role in pulling us out of the global economic crisis.

Before jumping into the deep end of the pool and raiding your declining 401K, however, do your homework:

Write a business plan--an essential--that addresses these important requirements:

• Your niche market (describe your target customers in detail)
• A description of your products and services (use online research tools; Google Trends is great)
• Your first year's budget, including a start-up business loan if necessary. Consider these essentials:
  • Affiliate Internet marketing (paying others to market your services or products)
  • Web design services ensuring your website receives high search engine organic traffic
  • Web hosting of your site (s)
  • Internet marketing services, such as pay-per-click advertising on Google, Yahoo and other search engine advertising sites
  • Sales lead generation. As prospects and customers visit your site, it's essential  you capture their names and email addresses for further contact. Remember it takes five to eight impressions before people buy most things. If you continually build an email list, you can contact people interested in your company's products and services. 
  • An email list management company. For under $20 per month, companies like aWeber Communications will manage your lists. Then communicate with your list through regular contacts using promotional emails and newsletters.
  • Consider taking an an Internet marketing course. Many are low cost and help you  understand online business effectiveness. Super Affiliate Handbook, while focused on affiliate marketing, covers the basics for online small businesses
• An Internet marketing strategy. Ask yourself how your product or service is different from others online. Then differentiate your company. You can't be all things to all people and you'll make more money in a narrow segment of a hot market.

For other informative articles and additional resources, check out our new site: ICS Web Marketing: Small Business Strategies.

Letter to Dan Hesse at Sprint: Salesmanship and Customer Service

(A podcast version of this post is at MobileBeyond.)

November 22, 2008

Dear Dan:

Today, Dan, I walked into one of your stores--the one at Newpark Mall in Newark, CA, not far from my home. I'm a Sprint customer, qualify for a phone upgrade and thought I'd check out a few of your phones that caught my eye of late: The BlackBerry Curve, HTC Diamond Touch and even the Instinct--your "iPhone Killer"--although I'm not heavy into multi-media or touch-based keypad phones.

Dan, let me be candid. If you're wondering why you're losing millions of customers to AT&T, Verizon and T-Mobile, it's because you haven't trained your staff how to sell and offer superior customer service. You haven't even conveyed to your staff a sense of urgency in our economically troubled times.

When I walked in the door, four--that's FOUR--Sprint employees were cracking jokes and having a great time behind the counter. I yelled out "Hi" to everyone, got a slight acknowledgment I existed and started playing with the BlackBerry Curve. (The demo Curve's screen, by the way, was full of finger prints and looked like it hadn't been cleaned in a week.)

Not one of your employees approached me. I looked at several phones, thought about upgrading and signing another two year contract, then walked out the door.

Meanwhile, excited T-Mobile salespeople at the kiosk outside your Sprint store were actively soliciting business from people walking near the kiosk. I heard one say: "Hey, would you like a free phone?" Further down the mall thoroughfare were TWO AT&T kiosks. Positive, excited salespeople were showing off shiny new phones from your competitor. Down further was Verizon's kiosk with a giant BlackBerry Bold display and sharp-looking employees showing off Verizon's line-up.

You know, Dan, I was almost tempted to stop by each of those kiosks, if only to listen to how excited, positive people offer superior salesmanship and customer service. But time was passing and I had to leave the mall.

Dan, just so you know I'm not knocking Sprint alone, read by blog post on AT&T: "Training Retail People People to Become Marketers and Delight Customers." In the post, I relate a negative experience I had at an AT&T store. Or, if you're in the mood for some humor, take a look at my blast against Verizon: "News Release: Verizon Wireless Announces $99 'Talk All You Want' with Rollover Plan."

Sprint is running some VERY cool online flash videos of your phone line-up and expensive broadcast and print advertising portraying Sprint as the leader in wireless technology. So, I'm very sorry to see that, having spent millions of dollars on quality advertising, you would allow its impact destroyed by your retail employees. It doesn't make sense.

Here's what should have happened today at your Sprint store:

1. A pleasant, well-dressed trained Sprint sales rep meets me at the door
2. Through a series of questions and rapport building, the rep makes me feel comfortable and helps me find several phones that meet my needs
3. The rep answers all my questions and skillfully handles my objections by presenting features and benefits of the phone, the plan and Sprint as a quality company
4. The rep closes the deal with appropriate statements and quesitons ("this phone does meet your needs, yes?")
5. The trained sales rep upsells me at the counter with accessories, phone insurance, a better voice and data plan
6. After handling the transaction, the Sprint rep gives me a business card, asks me to call him/her at any time if I have questions, thanks me for buying from Sprint, walks me to the front of the store, thanks me again for my business and wishes me well

Dan, I know you have a training program in place for your sales reps. But you disappointed me today. You made me feel that, just maybe, I made the wrong decision going with Sprint. Your reps' lack of care, attention and professionalism didn't jive with your cool, high tech ads. I walked out the door feeling negative about Sprint.

I know you're working hard, Dan, to turn the company around. You're moving ahead with WIMAX and other new telecom technologies and services. But, today, Dan, you disappointed me.

I thought you would like to know.

Regards,

Brian

 

The Marketing of the Olympics: Technology Converging With Human Minds

MB readers know I blog a lot about the effects of technology on people. And the opening night of the Olympics in Beijing is an extraordinary example of technology and human minds converging into an harmonious display of beauty and splendor. The performance of the Chinese in the stadium is the most stupendous example yet witnessed of "MarketingBeyond." Billions of advertising dollars and and decades of PR could never compete with the spectacle we witnessed last night.

Forget the months of rehearsal, the cast of thousands and whoever paid the light bill. It was the ability of the Chinese performers to mentally sync with computer, communications, display and other technologies, unrealized by billions of television viewers, that brought down the house.

While I watched the show, I kept thinking: "This can't be happening. There must be computer servers, routers and other technology gear controlling the show to achieve such perfection." The huge LCD panel on the stadium's floor, the color display surrounding the entire top of the stadium, suspension systems, wireless earphones, hydraulics lifting Sara Brightman, et al, into the stratosphere and timed fireworks displays were indeed performing behind the scenes.

But it was the performers' abilities to sync with themselves and technology that will place this television show into the annals of history. As the commentators mentioned frequently, Chinese culture and tradition focus on bringing the mind in sync with the Universe. Combine this with the explosion of high technology flowing from China and it all starts to make sense. Allow the mind to focus, let Universal forces do their wonders and miracles do happen before your eyes.

In one three hour television show, the Chinese people demonstrated to the world how technology and human beings can become ONE.

Xora Mobile Resource Market: Multi-Channel Marketing Example

Xora, a Silicon Valley Mobile Resource Market (MRM), company, provides location-specific reporting and alerts to companies with a mobile workforce. Many industries, including transportation, government, health care, construction and field services, need real-time data obtained from mobile handsets with or without GPS on employee & vehicle locations, project management status and other location-specific information. This increases operational efficiency for companies who have many mobile-intensive employees. The technology is also used to solve criminal cases, lawsuits and other personal matters more quickly and accurately with the aid of GPS/Satellite or cell phone triangulation capabilities.

Xora's use of multi-channel marketing, however, is the more interesting aspect of their approach. When you first see their website home page, which is very clean and uncluttered, you can select industry descriptions of Xora's applications ("industry smart") or choose multi-media ("Hear from Customers") or recent news ("Company Spotlight'). 

The "Hear from Customers" link leads to a web page offering case studies, podcasts or videos.
Visitors then have the choice of viewing text, audio or multi-media case studies and testimonials, arranged by vertical market and applications. This multi-channel approach accommodates prospects who prefer specific communication channels and reinforces Zora's marketing message across channels.

Visit Xora's website for further information.

Podcasting for Marketing & Corporate Communications

I love podcasting. It's a great way to personalize your communications, whether for formal marketing campaigns or company communications or an extension of your blog.

A couple of considerations before you start podcasting. Think about what you want to accomplish with each podcast. Want to keep your customers current on your products and services? Spread the word around the company about your new 401K program? Improve management/staff communications? Podcasting serves multiple purposes and easily complements website, newsletter and email content.

Next, how are you going to record it? You'll need a good condenser mic, a PC/Mac and software to record and upload your podcast to your company's or another server. I use a Mac and its GarageBand software, but Audacity, available free for a PC or Mac, is available online at Audacity.com. You'll also need a QUIET, fairly sound-proof room for the recordings. You don't need a radio broadcast studio, but check around your company for a room that's "dead." When you clap your hands, you shouldn't hear an echo.

Want to get on iTunes? You'll need to generate an XML feed that's iTunes' compatible so iTunes knows when you've recorded a new podcast and the location of the audio file. Here's an Apple site explaining iTunes requirements in greater detail:

http://www.apple.com/itunes/store/podcaststechspecs.html

Check with your IT department or, if you're recording a podcast on your own, either have your website hosted by a company that generates the XML feed automatically, such as Go Daddy, or pick up software to generate the feed, such as FeedForAll. Free or low-cost RSS/XML feed software is located here:

http://www.newfreedownloads.com/find/xml-feed.html

Then sketch out your podcast and organize it. Just as you would write a blog post, write down the key points in your podcast. Want it totally scripted or free-form? If you script your Podcast, use a conversational tone. If you interview someone, write down your questions and share them with the interviewee before you start recording.

Length?  "Keep it short." Podcast episodes between 5-20 minutes generally fare better than longer ones.

Last, regularity is important to develop an audience. Most podcasts are either weekly or every other week. Before starting, make sure you have the resources and management commitment for a regular series.

Have fun podcasting!

Leveraging Marketing Assets: Multi-Channel Marketing Boosts Response

What if you could double or triple your lead conversions in marketing campaigns? What if you could hold a prospect's attention 30 seconds longer than you do now? How would that affect direct response advertising?  What about building higher quality lists producing twice your usual results?

Marketers who implement strategies combining traditional communication channels, such as telephone and email, with innovative uses of new channels--podcasting, in particular--are generating superior results in their marketing campaigns.

Why, you ask? Because podcasting is becoming very popular in both B2B and B2C campaigns, and companies today are leveraging marketing assets that improve conversion rates. Try Googling "leveraging."  I just did. The result?: 9.8 MILLION hits clearly demonstrating the synergy marketers achieve by channeling their messages through multiple communication channels.

Googling podcasting resulted in 16.9 MILLION hits. Clearly, the Internet buzz means greater interest in listening to audio content at one's leisure, similar to webcasting, combining video and audio to explain more complex subjects. But audio-only podcasting may have greater exposure and impact due to its availability and ease-of-use. (You don't see many people working out in a gym with a video Ipod.)

E-mail...3 BILLION Google hits. And the lowly telephone? Only 302 MILLION.

If there's that much interest in emailing and phoning each other, why bother with the newer technologies? We're back to leveraging. However, this time, it's about leveraging one's time. The telephone is intrusive requiring immediate action. You either answer the phone or let the call go into voice mail. Email is a bit of both, depending on the sender. If you receive an important email--perhaps one you've been expecting--you open it, then leave the rest for later. Many times, emails and phone calls together enhance marketing effectiveness, accounting for their common use in marketing campaigns.

Aratron in a post on the Invision Power Board, writes about the concept of complementarity:

"Throughout my discussion I will be sustained by the concept of complmentarity. For if I ask a question from one point of view I will have one answer. But if I ask the same question from another and quite different point of view I may very well have a second answer. The second may be inconsistent with the first, but it can be viewed as complementary. And the two answers taken together will provide a richer, truer picture than either separately." Aratron could easily have been writing about multi-channel marketing.

Whether you prefer the word "synergy" or "complementarity" or "greater impact," the result is the same. A killer advertising or marketing message, delivered across multiple channels in non-linear time far exceeds the results of "forced compliance" channels such as broadcast advertising.

To demonstrate the power of 1+1=3, I've written a PBFA (pain, benefit, feature, advantage) strategy sheet, an outbound call guide, and a email landing page, explaining the call guide for a fictitious company called Routing.Com.  Notice the consistent message content and consider implementing similar multi-channel campaigns for your company.

Lennart Svanberg Mobile Marketing Podcast: Internet and Mobile Together

Lennart Svanberg, the Producer of the Internet Marketing Conference in New York on June 4th, 2008, speaks with Brian Prows in this podcast about growing interest among Internet marketers in mobile applications.

Lennart also discusses the state of global mobile technology, contrasting Swedish networks delivering up to 7.2Mbps data speeds to slower U.S. wireless networks. He also talks about innovative mobile marketing alliances, mobile book publishing in Japan, China's 500 million mobile users and Ericsson's agreement with China Telecom to build faster cellular networks. One publisher in Sweden even supplies its customers who purchase mobile websites with mobile phones.

Svanberg has insightful thoughts on the status of mobile technology around the globe.

Mobile Growing Rapidly in India: A Model for the World?

India, according to BusinessWeek and other sources, is now the second largest mobile market on Earth. Between 250 to 300 million Indians now own mobile phones in a country with only 30 million personal computers. That's 25% of India's 1.1B citizens. Over 8 million Indians sign up for cellular service each month.

Average monthly carrier revenues (USD) in mobile-intensive countries is staggering: $10 in India, $12 in China and $30 in the U.S., although other research shows an average of $55 per subscriber in the United States. Voice minutes cost 1.3 cents in India, 8.4 cents in Pakistan and 3.5 cents in China. To my knowledge, carriers in these countries have yet to offer "talk all you want" plans recently introduced by U.S. carriers Verizon, AT&T and Sprint. (See my post on Sprint regarding its marketing challenges.)

Although India's mobile users are purchasing over $250 million a year in additional wireless services--text messaging, music, wallpaper, games and Web surfing, with expected growth to $1.7B by 2010--currently 80% of data purchases represent text messaging and ring tones. In fact, Indians send over 25 BILLION text messages a year. Additional data purchases are stymied by low-end handsets, price and lack of mobile services.

As expected, India's younger, tech savvy subscribers are the most likely purchasers of mobile services--from online banking to entertainment. Dozens of players, including Google, Yahoo, Microsoft, as well as telecom providers--Bharti Airtel, Vodafone, Reliance Communications and Tata Teleservices--are developing content: movie schedules, stock quotes and other news services.

Indian mobile carriers, in particular, want to ncrease their current 10% share of information revenues (representing 13% of profits) to 20% of revenues--the "on-deck" information revenues controlled by the carriers and their partners. However, mobile users' desire for content continues its surge, and "off-deck" services, not controlled by the carriers, will proliferate.

Mobile websites, growing rapidly in the global mobisphere, should greatly interest Indian businesses, who seek innovative ways to sell to mobile users, especially considering low PC penetration in the country.

Discovering which mobile services interest India's growing mobile community is the key. In an earlier post on mobile banking, for example, I cited research indicating that younger U.S. cellular users are more interested in ATM and bank location expansion than accessing accounts on their handsets:

An eye-opening study by Javelin Strategy and Research concludes that even Gen-Y consumers (18-29) are not as hot on mobile and online usage as one might assume. "Regardless of Gen Y’s proclivity to initiate online transactions and use mobile phones and technology in general, Javelin data shows that Gen Y is not ready to abandon the brick-and mortar, or other channels, to go completely online or to the handset for all their banking needs. For example, when selecting a new financial services provider, Gen Y consumers ranked access to ATMs and access to branches as more important than online service capabilities, in comparison to those of other age groups."

Marketers seeking to penetrate the mobile space are carefully watching India.

The Marketing of Me: Getting a Job in These Troubled Times

Multi-Channel Strategies for Job Hunters

Financial Week recently reported that the rise in unemployment claims is the highest since February, 2005. The news probably comes as no surprise to any American who has followed the financial crisis on Wall Street, Federal intervention in the brokerage markets and the mortgage collapse. As expected, hundreds of thousands of Americans have lost their jobs with no immediate improvement.

As Thomas Paine said in The American Crisis, a series of pamphlets about the American Revolution, aimed at raising the spirits of American patriots:

"These are the times that try men's souls: The summer soldier and the sunshine patriot will, in this crisis, shrink from the service of his country; but he that stands it now, deserves the love and thanks of man and woman."

Another Paine line that isn't frequently heard:

"Tyranny, like hell, is not easily conquered; yet we have this consolation with us, that the harder the conflict, the more glorious the triumph."

While thinking about Paine's message and the loss of American jobs, I thought I'd share a strategy with you for obtaining employment. Last October, I recorded a podcast called "Multi-Channel Strategies for Job Hunters." Using the Web, emails, letters and telephone calls, the strategy gives you a blueprint for getting job offers and exploring career changes.

While job hunting, you can implement online strategies used by companies to market products and services. The only difference: you're the product.                            

Here’s a summary of the key steps in the podcast to implement your job strategy:

1. Write down keywords that reflect your skills and interests. Don’t concern yourself with job titles, companies and locations. That comes later.
2. Write down ten or fewer keywords that reflect your strongest skills and interests. 
3. Select a search engine (Google, Yahoo, MSN, ASK or others) and social media sites such as LinkedIn and Facebook to find professions, companies and influencers related to your keywords. Enter all keywords on the first search.
4. Review the first 10-20 hits and add new keywords to your list. Start identifying industries, trends, blogs, products and services.
5. Rate your skills and interests and choose which skills you would like to use the most.
6. Create keyword phrases as if you were purchasing online advertising and add them to your list.
7. Enter a second search using keyword phrases that expand your initial search and help zoom in closer to industries, companies, contacts, blogs, news articles and more.
8. Write or change your resume and social media profile and include your keyword phrases.
9. Create a generic letter outlining your experiences using these skills and explain why you’re interested in a certain industry and field of work. Include your keyword phrases.
10. Use websites (Monster, Hotjobs, social media) and search on these sites with your keyword phrases.
11. Identify 25-50 companies that result from your search showing the closest match to your keyword phrases.
12. Review websites and search engines for information about the companies that interest you. Try to uncover needs.
13. Once you’ve identified a need or pain, think about how you could help that company.
14. Identify within each company who’s responsible for the need or pain you’ve uncovered by calling the company, following up with a tailored letter and further phone calls. (Create a PBFA or call guide to make the calls go smoothly--and use your keyword phrases in all communications.)
15. Keep in mind that 90% of all companies have fewer than 1:00 employees. This makes it easier for you to reach managers, ask for an appointment and obtain employment.
16. In your job search, you’re going to contact influencers who can help you reach decision-makers at companies you’ve targeted.
17. Approach each selected company through multiple people.
18. Remember that companies hire people, just as they purchase products and services. The more you know about a targeted company, the more likely you’ll get appointments and job offers.

Two other podcasts may help you as well:

"Referral Strategies that Work" and

"Telephone Voice Improvement"
                                                            
Good luck in your job search!