The most innovative sales ideas of 2016: 11-20

15. Build a value machine for the long-term.

“There’s a valuable lead generation technique that most people will not have the discipline or patience to pursue. That is creating a REAL value machine for your market. This could be a blog you post to daily, or a video series you create daily … or something else.

Sounds simple, but it’s far from easy. I dare you, try it and you’ll see. Write a 100 percent value blog post every day for a month. This is work from top to bottom. That’s why it’s so effective, in my opinion. Because the majority of your competition is most likely lazy. Use that to your advantage — I am and I like the results.

Sometimes, however, you need leads yesterday so that you can put food on the table today. Even if that’s the case, ALWAYS have a long term lead generation system running alongside your short term campaigns.

Build your asset before you need it.”

— Jason Leister, entrepreneur, copywriter, editor of “The Client Letter”

14. Set an effective social media strategy.

“An effective social strategy requires content — the more original and engaging, the better. (Hint: always include a visual.) Depending on who your customer is, you will have to find a balance for how frequently and in which formats to post. Don’t count out the power of reposting or tweeting third-party material, either. The point is to get engaged with your customers; open yourself a personal account, have conversations and become acquainted with the norms and expectations of the community.

Remember, of course, that too little or too much can be equally damaging to the objective. If you constantly comment and it’s clear you just want to get people to go to your site, you run the risk of putting potential customers off. Recognize also that different social networks serve different functions — a thoughtful tutorial may be the way to capture customers’ hearts on LinkedIn but posting a time-limited discount code may be the better call in the Twitter environment.” 

— Steve Fusco, vice president and general manager of North American distribution, PayPal

13. Always smile.

“This is not just about your attitude, but also your physical manifestation. For the next week, practice smiling with everyone in every situation you encounter. Do this until you are able to argue with a smile, disagree with a smile, negotiate, overcome objections and close with a smile. Have you ever noticed that very successful people are smiling all the time? It is not because they are successful that they are smiling, it’s how they got successful. This is a million dollar tip: Smile.”

— Grant Cardone, international sales expert, New York Times best-selling author, radio show host of The Cardone Zone

12. Pursue top dogs.

“When you’re selling a product to a company, try to pitch the product to a strong executive who will take over pitching the product to any other executives who have to be won over. The strong executive knows best how to manage the company’s board and meet any objections that might arise. ‘The agent, if left alone to champion the cause of the insurance, will be in the position of the one outsider against all the insiders … If this leads to an argument, it will be a case of winning the argument and losing the case’.”

— W.J. Graham, manager of the group insurance department of the Equitable Life of New York, in the March 30, 1916, edition of The Western Underwriter (National Underwriter)

11. Direct mail still works.

“One great letter can work magic in a marketing program. The operative word is ‘great’. The difference between workmanlike and great in direct mail is as vast as the difference between a cartoonist and a Vermeer.

Take a look at your database to find customers who have stopped buying from you. A simple ‘We want you back’ letter can bring them right back before they forget you exist. I wish more companies did this. Instead, they use email now and it’s just not as effective.

I’m also starting to hear that straight direct mail letters are working very well with young males, not teenagers but the 30–50 group.

It can’t hurt to try a letter or two every now and then. It doesn’t cost a heck of a lot. In fact, your biggest expense might be the cost of hiring a really good direct mail writer. If you can get a letter to click with a test audience, you’ll have found a potential silver mine that can pay off nicely when you roll it out to larger audiences.”

— Lois Geller, owner, Lois Geller Marketing Group

Check out 2016′s best sales and marketing ideas here. 

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