by Robert Vico
I took the time to write this article because I so often have people walk up to me and ask…“Rob, What’s the difference between marketing and selling?”
I usually give them a quick and easy answer… “Marketing is what you do to get the phone to ring and selling is what you do once you answer the phone.”
However, in this article; like in my new book, I want to take a little more time to really talk to you about the difference between marketing and selling.
But before that, let me ask you a couple of questions to help determine if you should even bother reading the rest of this article.
- Would you like to end cold calling and have prospects CALLING YOU to set up appointments?
- Would you like to have highly qualified prospects eager to do business with you?
If you answered NO to all of the above questions, then please do not waste another minute of your time, reading this.
However if you answered YES to any of the questions, you should continue reading every word because you are going to discover how to attract a flood of new customers at will
And that’s just for starters! The point is that when you have the right marketing tools in place the money keeps rolling in!
With the right marketing tools in place, not only will you start making more money, but also you’ll have more time to do the things you really want to do…like go hit the golf course, spend time with the family or go on a much-needed vacation or whatever.
It’s important to note, I said having the right “marketing tools” not “sales tools”
Because Success Is ALL About Marketing, Not About Sales.
You see marketing is about attracting prospects to your business that are ready to buy as opposed to chasing after prospects to sell them because…
Prospects LOVE to buy but they HATE to be sold.
The most important thing you must understand is that every business is also in the marketing business.
No matter what business you’re in, no matter what product you sell or what service you provide, you’re not only in that business but you’re also in the business of marketing the product or service of that business.
Allow me to explain…If you’re an accountant, you are in the accounting business and also in the business of marketing your accounting firm.
Or if you own an ice cream shop, you’re in the ice cream business and you’re also in the business of marketing your ice cream shop
Do you see my point? It doesn’t matter if you’re a good accountant, doctor, plumber, printer, or whatever because if you fail as a marketer it’s hard to get clients.
And without clients, you’re out of business. QUICK!
Let me give you two scenarios:
- You’re a GOOD marketer but a Bad accountant
- You’re a GOOD accountant but a Bad marketer
I don’t know about you but I would prefer to be in the first scenario.
Because arketing is about attracting people to your business. So if you’re able to attract clients then you simply hire a good accountant to work for you.
The better you learn to market your business, the better your business will do and the more accountants you will hire.
So what’s my point? Well let me assure you that my point is not to encourage you to be a bad accountant. The point I’m trying to get across to you is that you’re a marketer first and everything else second.
Nothing should come before marketing your business.
MARKETING ALWAYS COMES FIRST, Selling always comes second.
Forget the old saying “Nothing happens until you sell something”
I’m here to tell you “Nothing sells until you market something”
I’ll use an example to prove my point…
It may take me a day or two to create a marketing campaign. The investment of time will allow me to reach hundreds even thousands of prospects at one time.
On the other hand, instead I could’ve spent; day in and day out, enduring the constant rejection of cold calling to unqualified prospects to have only reached a couple of people at the end of every day.
Miserable and filled with rejection I’d have to find the courage and the will to do it again and again as the weeks progress before I close just one lousy deal.
However with a marketing campaign I’m able to get my message in front of multiple businesses at the same time. So that those who are interested can raise their hands above the crowd, reach to the phone and contact me.
Remember what I said earlier…Marketing is what you do to get the phone to ring and selling is what you do once you answer the phone.”
See? Marketing is so much easier than sales!