Burke Franklin's Page

You may have heard that word of mouth marketing is the best kind.

My question is, are you rewarding those who’ve referred the business to you?

(Are you being rewarded for the business you refer to others?)

So often, it seems, that we get a hot business lead, pursue it with passion, land the deal… and forget completely that, through the grace of another, how we got here.

“This deal just showed up!”

Whether a friend or an acquaintance just made a phone call. They just sent an email. Th… Continue

You can lead a horse to water, but you can’t make him drink. . .
Try salting the oats.
~ Anonymous

Selling is often more than convincing someone to buy your product or service, but to also change what they already have or what they are doing now. Some customers are already interested in changing to something new and they know they need to buy something—perhaps your product or service. Others need to be made aware that what they have or are doing isn’t working and that something new is av… Continue

In many cases the customer is already sold – your job is to engineer the deal...

I was visiting a friend in Colorado who really wanted to buy a new BMW. She was ready to trade in her old car, she had the money, good credit—everything. So I suggested that we go look at the cars. The BMW dealer had the perfect car — red, convertible, and loaded. The salesman was very nice, gave us the keys, and told us to enjoy ourselves. After driving around for a while, she obviously didn’t need to be convinced… Continue

Many people think a set of financial projections is a business plan. Wrong. Experienced business people know that no matter how honest and forthright your financial projection is, it cannot present the full picture. To achieve credibility for your financial projections, be prepared to demonstrate an understanding of your market, describe your product or service in detail, formulate your marketing strategy, outline your promotion and sales plans, and most importantly, introduce the management tea… Continue

Perhaps you've seen the film, "The Secret" which features interviews with many success gurus sharing how they made it -- I saw the video and thought it was pretty good. In my experience; however, there are a few more factors for achieving the success you want. Having owned my dream airplane, achieving a 2nd degree black belt, building a multi-million dollar business and enjoying an amazing relationship myself... I've studied how to become successful, get what you want, etc., read books, particip… Continue