Nurture Marketing is so much about the seeds

It is so special to encounter another natural nurturer.
Robert Whipple, CEO of Leadergrow Inc. recent post on
‘Trust Seeds’ explains the emotional as well as educational
impact on communications.

Good Nurturing


Trust Seeds

Robert Whipple is CEO of Leadergrow Incorporated, an organization dedicated to development of leaders.
He has spoken on leadership topics and the development of trust in numerous venues across the country.
He also teaches leadership and business classes at several universities.


We are all aware that interpersonal trust is precious. Trust is fragile; it is difficult to build, and easy to destroy. Most people believe it takes a very long time to build up trust with another person. There is an alternate view; if certain conditions are present when people first meet, a “seed” of trust is created upon which further trust will grow if both people continue to nurture it.

In his book “Blink,” Malcolm Gladwell describes the “Thin Slices” we humans use to size up other people within seconds of meeting them. We absorb an enormous amount of data instantly in the body language and the first words uttered by a new acquaintance.

I can recall meeting two influential men last year within seconds of each other. The first one gave me a solid handshake and a smile. He made great eye contact and asked me a question about my family. The second individual gave me a half-limp handshake while his eyes were scanning the room to see who else was there. He did smile, but it was forced and phony. Since that time, I have effortlessly developed a relationship of high trust with the first individual, and I have felt uncomfortable to be in the same room as the second one. The relationship with the first man took several months to develop, but the seed was planted in the first 5 seconds. With the second man, there was nothing for trust to grow on, so a relationship never kindled.

There are numerous things people instantly assess about us. Here are five conditions that allow you to plant a seed on which trust can grow.

Competence – People must be convinced that you know what you are doing to view you as being trustworthy. If they sense that you have the ability from a knowledge and skill set to deliver on your statements, then you pass the competence test. If they have doubts that you can deliver, then they will remain skeptical until there is enough time to test you.

Integrity – Do you have the character to do what is right? People need to feel that you are not duplicitous and that you will stand up for what you believe is right. It does not mean that you always need to agree with others on every point, but people need to see you as a person of high moral and ethical fiber before they are going to trust you.

Reliability – People need to be convinced that you will do what you say. This characteristic normally takes people a long time to test, but it actually can happen quickly. People can discern your reliability through the way you phrase intentions and even the body language you use to chat with them. The ability to follow through with intended actions or at least get back to the other person if conditions change is easy to spot, just as it is easy to observe a blowhard who says nice things but has no intention to actually do them.

Attitude – To gain trust, you need to project a positive attitude when another person is meeting you and ensure that it comes from the heart. Depending on the contextual background of the meeting, a smile is the usual way to show a positive attitude toward another person. Caveat: putting on a false smile is the kiss of death, because it pegs you as someone who cannot be trusted at all. In a different context, a look of concern or sympathy might be a more appropriate way to show a positive attitude toward the other person. Your attitude and demeanor must be heartfelt and congruent with the situation.

Care – It is vital to project that you really do care about the other person. People might say it takes years to know if someone else really does care about you. In reality, care can be displayed in hundreds of small gestures, just as selfishness can be easily spotted. Giving deference to the feelings of others is an important component of Emotional Intelligence. The interesting observation about this is that the people who have low Emotional Intelligence have the biggest blind spots, according to Daniel Goleman. Translated, if you come across as a phony in terms of really caring about other people, you will not have the ability to detect this in yourself, but others will see it instantly.

On the back of my business card, I have a picture of a pile of various seeds. The words say:

Seeds for Growing Leaders
Plant in an environment of trust,
Sprinkle daily with humility,
Weed out negativity,
Place in the light of truth,
Be patient,
Enjoy the fruits of great leadership.

It does take a long time of consistent performance for a very strong bond of trust to build, but the first seeds of trust can be established quickly upon meeting someone. Make sure when you meet a new person that you genuinely project the five conditions above, and you will be well on your way to a trusting relationship.

Today’s MS Nurture Marketing Round Table Session – Blog Entry


 After nearly 24 years of studying the growing phenomenon of the heart in business relationship management and the ultimate discovery of the brand ‘Nurture Marketing’,

I am still thrilled to watch the lights go on with attendees when I present the philosophy, logic and ultimate power of nurturing customer relationships.
This week I was invited to speak to a monthly marketing roundtable combined with a global video conference  in NYC to discuss “Gaining access to and becoming of influence with the CEO level executive”. I had both a live group attending in Microsoft’s Manhattan NY HQTRS as well as a global video feed to partners.

The attached comments  are the nutrients that keep my personal motivation at full focus.

Good nurturing


From: Karl Joseph Ufert []
Sent: Wednesday, April 18, 2012 8:06 PM
To: Eric S. Rabinowitz
Subject: Today’s MS Marketing Round Table Session – Blog Entry


Hi Eric,


What an honor to meet Jim today.


A brief Blog entry in honor of the session:


Cheers! Karl



Karl Joseph Ufert


Mitra Creative, Inc.

(212) 243-5291 Landline

(917) 921-4552 Mobile Phone and SMS


Nurture Marketing is like a serious courtship

What an appropriate metaphor. A recent post by Kelly Lucas, Social Media and Marketing Manager was just too good to archive without sharing.

Thank you Kelly for your gentle insights.

Good Nurturing



Marketing is a courtship: drip marketing, trigger marketing and lead nurturing

 by Kelly Lucas, Social Media and Marketing Manager

When it comes to courting and sustaining a successful relationship with our significant other, we all know the basic rules: remember important dates like birthdays and anniversaries, notice if something is different like a new haircut and make sure to routinely remind the other person how much they mean to you. In marketing, you can carry these same methods and ideas over to use with potential clients in the form of drip marketing, trigger marketing and lead nurturing. These terms are sometimes used interchangeably, though they actually have very slight differences. When all three are used in conjunction, they make a very powerful marketing tool. But what does any of this have to do with relationships?

Lead nurturing (sometimes referred to as nurture marketing) is the term used to describe when a business pursues a targeted, warm lead in the hopes of converting them to a paying client. This lead has at one point expressed an interest in your business via something like subscribing to a newsletter or requesting an online quote. There is an interest, even if slight, and you want to nurture it into something more without bombarding them with too much all at once and thereby turning them off.

This process is very similar to meeting someone new: you both share a smile and then you proceed to create a further spark. But when you’re trying to woo someone, you don’t go up to them and give them your entire life’s history, gifts for all upcoming holidays and ask them to marry you right away. (Well, maybe you do, and if so, my guess is you’re still single.) No, you start slowly, with basic introductions and an invitation for another date.

This is where drip marketing and trigger marketing now come into play. In your personal relationship, as things progressed, you made a point of creating a routine, whether it was calling on certain days of the week, meeting up for dinner on the weekends, etc. You kept in touch and kept yourself visible and continued to show interest. Drip marketing is much the same. You create a series of routine emails and/or mailers to keep you in front of your potential client. These can be anything from newsletters, holiday cards or just a basic email to keep in touch. It’s sometimes hard to know when someone will be receptive to a relationship with you, so it’s important to let them know you’re still there and interested.

Another very important aspect of any healthy relationship is paying attention to the details and remembering important dates. I’m sure many of you have had the painful experience of realizing too late that you forgot a birthday. And how many of you hate to hear the cringe-inducing question, “Notice anything different?” Trigger marketing is all about creating an interaction around a specific “trigger,” like important dates and items (tax deadlines, changes in laws, etc.) These are not routine and can pop up at any moment, so it’s important to learn and know as much as you can about your leads so that you can anticipate their needs and be able to proactively address them.

And like any relationship, it’s important to know when too much is, well, too much. Don’t fall into the trap of thinking you need to send a ton of emails, because this can be a turnoff. And if you call too much and try too hard, you could end up receiving a business version of a restraining order.

Drip marketing, trigger marketing and lead nurturing are great ways to introduce yourself and stay top of mind with potential clients. Use the many automated methods available with today’s technologies to create routine touches with leads and generate positive and potentially lucrative relationships.

Nurturing like a Grandma

Speaking of natural nurturers, this story makes such a great metaphor

for the very nature of the generous nurturing of relationships.

I received this posting from an old friend this morning and wanted
to share it with you.


Merry Christmas and Good Nurturing




Dear family and friends,   

Enjoy this Christmas story & BTW, it’s great Grandparent strategy… 


Merry Christmas 









I remember my first Christmas adventure with Grandma. I was just a kid. I remember
tearing across town on my bike to visit her on the day my big sister dropped the bomb:

“There is no Santa Claus,” she jeered.  “Even dummies know that!”

My Grandma was not the gushy kind, never had been.  I fled to her that day because
I knew she would be straight with me.  I knew Grandma always told the truth,
and I knew that the truth always went down a whole lot easier when swallowed with
one of her “world-famous” cinnamon buns. 
I knew they were world-famous, because Grandma said so.  It had to be true.

Grandma was home, and the buns were still warm.  Between bites, I told her everything. 
She was ready for me. “No Santa Claus?” she snorted….”Ridiculous!  Don’t believe it. 
That rumour has been going around for years, and it makes me mad, plain mad!! 
Now, put on your coat, and let’s go.”

“Go? Go where, Grandma?” I asked.  I hadn’t even finished my second world-famous
cinnamon bun.  “Where” turned out to be Kerby’s General Store, the one store in town
that had a little bit of just about everything. As we walked through its doors,
Grandma handed me ten dollars. 

Now, that was a bundle in those days. “Take this money,” she said, “and buy something for
someone who needs it.   I’ll wait for you in the car.”  Then she turned and walked out of Kerby’s.

I was only eight years old.  I’d often gone shopping with my mother, but never had I shopped for
anything all by myself.  The store seemed big and crowded, full of people scrambling to
finish their Christmas shopping.

For a few moments I just stood there, confused, clutching that ten-dollar bill, wondering what
to buy, and who on earth to buy it for.

I thought of everybody I knew: my family, my friends, my neighbors, the kids at school,
and the people who went to my church.

I was just about thought out, when I suddenly thought of Bobby Decker. 
He was a kid with bad breath and messy hair, and he sat right behind me in Mrs. Pollock’s
grade-two class. Bobby Decker didn’t have a coat.  I knew that because he never went
out to recess during the winter.  His mother always wrote a note, telling the teacher that
he had a cough, but all we kids knew that Bobby Decker didn’t have a cough;
he didn’t have a good coat. I fingered the ten-dollar bill with growing excitement. 
I would buy Bobby Decker a coat!


I settled on a red corduroy one that had a hood to it.  It looked real warm,
and he would like that.

“Is this a Christmas present for someone?” the lady behind the counter asked kindly,
as I laid my ten dollars down. “Yes, ma’am,” I replied shyly. “It’s for Bobby.”

The nice lady smiled at me, as I told her about how Bobby really needed a good
winter coat.  I didn’t get any change, but she put the coat in a bag, smiled again,
and wished me a Merry Christmas.

That evening, Grandma helped me wrap the coat (a little tag fell out of the coat, and
Grandma tucked it in her Bible) in Christmas paper and ribbons and wrote,
“To Bobby, From Santa Claus” on it. Grandma said that Santa always insisted on secrecy. 
Then she drove me over to Bobby Decker’s house, explaining as we went that I was now
and forever officially, one of Santa’s helpers.


Grandma parked down the street from Bobby’s house, and she and I crept noiselessly
and hid in the bushes by his front walk. Then Grandma gave me a nudge.

“All right, Santa Claus,” she whispered, “get going.”

I took a deep breath, dashed for his front door, threw the present down on his step,
pounded his door and flew back to the safety of the bushes and Grandma. 
Together we waited breathlessly in the darkness for the front door to open.  
Finally it did, and there stood Bobby.

Fifty years haven’t dimmed the thrill of those moments spent shivering, beside my
Grandma, in Bobby Decker’s bushes.  That night, I realized that those awful rumours
about Santa Claus were just what Grandma said they were — ridiculous. 
Santa was alive and well and we were on his team.

I still have the Bible, with the coat tag tucked inside: it reads “$19.95.”

May you always have LOVE to share,

HEALTH to spare and FRIENDS that care…

And may you always believe in the magic of Santa Claus!




Nurture Marketing – Turn a necessary evil into self nurturing


Today. Andréa Coutu, founder of posted a refreshing treatise on the hidden benefits in nurturing customer relationships.

In the development of and the execution and sustaining of a workable nurturing
strategy requires those of us so charged, to learn the skills of the consultant to support
the internal team  that drives the initiative.

Good Nurturing

Marketing – Turn a necessary evil into self nurture
Andréa Coutu

7 Dec, 2011 1:01 am

Marketing – Do you look at marketing as a necessary evil? If so, stop thinking of marketing as a necessary evil. Instead, start thinking of marketing as an exercise in self nurture.

Marketing doesn’t have to feel like a necessary evil

When you think about "marketing," do you think of expensive advertisements, pushing your business on others or awkward business card exchanges? Do the words "cold call" send shivers down your spine?  If so, you need to flip marketing on its head.

As a consultant, marketing doesn’t have to be a hard sell; it can be subtle. Marketing can be as simple as intentionally expanding your network of friends and contacts. As I wrote in a recent article, becoming a consultant is as much about knowing stuff as it is about knowing people.

Think about it. When was the last time you hired someone to provide a service for you? Odds are that you hired someone based on who you know–for example, someone in your social circle–or from a referral made by a friend or colleague.

Turn marketing into self-nurture

Expanding your social circle can be very self-nurturing. We are social animals, even those of you who consider yourselves shy. Needing to expand your network for marketing purposes can be an excellent reason to connect with inspirational, like-minded entrepreneurs and colleagues. And there are few things as pleasurable or self-nurturing as meeting new friends who share similar experiences, such as running their own consulting businesses

Don’t get me wrong. There is nothing wrong with cold calling and sometimes it’s necessary. But there is no need to think of marketing as a hard sell where you push your services on absolute strangers. Instead, approach marketing as a reason to expand your network and enjoy some much needed social interaction during the process.


Andréa Coutu, founder of

Nurture Marketing meand Alignment With Their Buying Cycle


Last week, our Nurture Marketing Guild meeting had the pleasure of hearing a critical dissection of the timing
required and the content used to gain access to and the attention of a C-Level executive. Our guest presenter,

Dr. Steven Bistritz pinpointed the process of earning the right to influence decisions with the attached graphic.


Copyright: Steven Bistritz

The challenge with many sales organizations is that reps are so intently focused on the selling cycle
they lose sight of the buying process they are trapped in for reasons beyond their control. 
In the high value or complex sale, in order to effectively sell, reps need first to understand exactly
how your customers go about buying.

How long ago did you buy your last vehicle?  Are you a compulsive buyer who drove by an
automobile dealer one day, saw a nice looking 50,000 $ SUV in the lot, and went in and just bought it?
I am sure that some do, but I don’t. When risk or investment is high, most buyers first do a fair
amount of research.  For businesses making capital investments, the first step is to recognize that
they have a problem and to articulate it. 

As a study done a few years ago revealed, executives work to first understand their underlying needs,
set objectives, and then set a strategy for identifying, evaluating and integrating a solution. 
It is at this early time in their process when senior management is most involved. 
It is at this time that they eagerly read articles in trade journals, search for information on the Internet,
attend trade shows, talk with consultants, and ask other companies in their industry what they have
done to solve a similar problem. It is during this stage that these companies are seeking answers,
even from helpful vendors.

Unfortunately, when a sales rep hears from a customer “…we  have no budget yet.…”,
“…we are just looking around….”, or “….we don’t expect to do anything for another 12 months….”
her/his patience or compensation quickly turns off any immediate interest in that customer. 
Sales reps are still, after all,  rewarded for sales they make today, this quarter, not a year from now.

Now, look what happens when this same customer finally gets a budget and actually, seriously,
starts to evaluate different options and sources.  The sales rep gets excited but as Mark Twain said,
“When you need a friend, it’s already way too late to have made one”

At this stage senior management is now dropping out of the process.  Your sales rep now will find
even the best “consultative” or solution selling methodology difficult to use.  The vision has
already been set.  The strategy is solidly in place.  The rep at this stage is working with analysts
or staff members, often responding to a RFQ for RFP well beyond any chance to interact and
influence the real decision authorities.

Clearly, the best time to do your most effective selling is long before the customer is ready to
consider different vendors.  In fact, the more complex the product you sell, the more critical the
need to help them very earlier in their buying cycle.

But how can you do this effectively?  After all, it is at this very stage of their buying process that
the customer does not want to be “sold to”.  And few would even accept regular phone calls from
your sales reps at this late phase of the process, even if sales reps did have the time, persistence
and motivation to make them.

If the early planning stages is the most fertile, then gentle, intelligent,
appropriate nurturing is the most appropriate and vital selling activities to be engaged.

Dr. Steven Bistritz

Steve Bistritz brings more than four decades of high-technology sales, sales management

and training management experience dealing with companies ranging from start-ups to

global leaders. Steve is a published author and  lecturer in the field of sales, sales

management and selling at the executive level. He is currently president of his own sales

training and consulting firm, based in Atlanta. 

 His website address is

Good Nurturing


Jim Cecil

  Nurture Marketing Inc.


Direct 425 698 7601

NEW: e-Mail Assistant Demo  

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4 Strategies for Nurturing “Thanks” in Your Business this Thanksgiving

There are a few rare opportunities like this annual celebration of gratitude surrounding Thanksgiving..
Jeffrey Meyers posted a wonderful reminder of not only the logic but added a host of relevant ways to express your genuine appreciation for services and friendships rendered.

Good Nurturing



4 Strategies for Nurturing "Thanks" in Your Business this Thanksgiving

Posted by Jeffrey Meyers on Wed, Nov 23, 2011

What does Thanksgiving mean to businesses? Besides the obvious – like turkey and trimmings for feasts
and the start of the holiday shopping season on Black Friday – there’s an opportunity for all organizations
to harness the spirit of Thanksgiving year-round as a way to engage your constituents and improve your
business. Show that you not only appreciate your organization’s accomplishments,
but the people who make it possible.

Just as the “annual” performance review should be a formality amidst a year-long culture of coaching and dialogue, saying thanks shouldn’t happen only around Thanksgiving. Instead, make it a part of your routine to show that you appreciate and value those with whom you work.

“2-4-6-8! Who do you appreciate?!”

Here’s a list of 8 groups of constituents to whom you should express your thanks and appreciation.

  1. Customers. This should be a no-brainer. Without customers, you’d be out of business. Let them know that you appreciate their patronage and look forward to serving them long into the future. By showing your appreciation, you help to build a stronger connection with them, which can prevent your competitors from luring them away.
  2. Employees. No one is irreplaceable, but you should still thank your employees for their work, dedication, and commitment to your organization. Recognize when people go above-and-beyond the norm, but don’t just wait for those occasions to say thanks. Those few words can help to energize and motivate your workforce.
  3. Bosses, management, and executive leaders. We can all conjure an image of a bad boss, but there’s no equivalent stereotype of a good, nurturing, effective manager. We expect it because that’s their job and ultimately take them for granted. Tell your leaders and supervisors that you appreciate them (but avoid sucking up in the process!).
  4. Vendors and suppliers. At this time of year it’s customary to receive cards or small gifts from your vendors. Most companies, especially ones with sales and customer service reps, make this common practice as a way to keep their clients happy and keep your business in the new year. But how often do you thank them for what they do? Give them feedback, especially when it’s positive and deserved – they may work even harder for you.
  5. Partners. Partners are a unique category – similar to vendor relationships, but likely without a financial arrangement. Many professional services firms will partner with business schools or associations to conduct research as a means to keep their finger on the pulse of their field and maintain a position of expertise in what they do. These relationships are usually a win-win for both parties, but realize that your partners could seek different partners if they don’t feel appreciated.
  6. Neighbors and community. You might have a highly visible operation or be virtually invisible in a nondescript office park. Nevertheless, use this occasion to show your appreciation for the city, town, or neighborhood where you work. Businesses and their surrounding community coexist in a symbiotic relationship that you could strengthen by showing support for their needs, charities and events. Food and clothing drives are popular this time of year.
  7. Alumni. Your former employees helped to get you where you are today. Surprise them by reaching out to them to thank them and let them know what you’re up to. Stay connected with this important group, who can not only serve as brand ambassadors but also customers. 
  8. Your employees’ families. In mid-April a neighbor shared a story about how impressed she was with her husband’s company: He’s an accountant and had just finished another grueling tax season. Rather than just thank the employees for the sacrifices they make that time of year, they also thanked their families for their perseverance and presented them with gift certificates for dining out. Are there opportunities for you to connect with your workforce’s families now or throughout the year?

4 Strategies for Using “Thanks” to Improve Your Business

Many companies have programs for customer loyalty, employee recognition, years of service, and for performance. Each of these are examples of ways to say thanks. While these are important, they are typically annual events. Considering each of the above groups of your constituents, here’s a strategy you can employ to adapt a culture of Thanksgiving in your organization throughout the year:

1. Get in the habit of saying thanks throughout the year. Don’t take any of your constituents for granted, nor the work they do and good fortunes they provide or help to create.  Let them know they’re appreciated, and they’ll respond accordingly. A sign of appreciation doesn’t have to be grandiose, elaborate, or expensive. Companies will host parties, give gifts, or send cards expressing their thanks.

All of these are fine if you can do it. But don’t let that be your single action for the year so you can “check that box” until the following November. Instead, challenge yourself and your team to adopt a culture of giving thanks throughout the year.

2. Be sincere. Don’t be too over-the-top in delivering your thanks or do so in a flat, unfeeling monotone. People will detect when you’re going through the motions, which can be worse than saying nothing at all. But they will also take notice when your thanks is heartfelt and genuine, and possibly work harder to earn it again.

3. Use Thanksgiving as a time to take inventory of what you’re truly thankful for. What’s gotten you through the last year, month, or week? Who has been indispensible, inventive, and reliable to your business? In addition to giving thanks where it’s deserved, perhaps you should find ways to invest in the people or processes on this list to ensure that you continue to get the most from them, and that they’re rewarded for their efforts and results.

4. Examine what you’re not thankful for. This list is a good reflection of things that aren’t going well and might point you towards areas in need of short- or long-term change. (Hint: You can then tie this list to your New Year’s Resolutions as something to work on in the following year.) Hopefully by next Thanksgiving any items on this list can be included on your “thankful” list.

Nurture Marketing means Saying Thank You

A revered sales master, Tom Hopkins understood nurturing better than any professional salesperson I have ever met.

Thanksgiving is a perfect time, even better than Christmas or New Years greetings.

Good Nurturing


Nov 21, 2011
by Tom Hopkins


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I learned the value and power of thank you notes early in life. When I was a young child,
my parents occasionally went out with friends for dinner. Invariably, when my parents
returned from an evening out, I saw my mother sit down at her little desk in the hallway
as soon as she got home and begin to write. One night I asked her what she was doing.
Her answer came straight out of Emily Post: “We had such a wonderful time with our
dear friends this evening that I want to jot them a note to thank them for their friendship
and the wonderful dinner.” My mother’s simple act of gratitude, expressed to people
who already knew that she and my father appreciated and enjoyed their friendship,
helped to keep my parents’ friendships strong for their entire lifetimes.

Because I understood that building relationships is what selling is all about,
I began early in my career to send thank you notes to people. I set a goal to send ten
thank you notes every day. That goal meant that I had to meet and get the names of
at least ten people every day. I sent thank you notes to people I met briefly, people I
showed properties to, people I talked with on the telephone, and people I actually
helped to own new homes. I became a thank you note fool. And guess what happened?

By the end of my third year in sales, my business was 100% referrals!
The people I had expressed gratitude to were happy to send me new clients as a reward
for making them feel appreciated and important.

I understand that you may not be comfortable at first with starting the
Thank You note habit so I took the time to write out ten situations in which
sending a Thank You note is appropriate. Then, to help you even more,
I’ve drafted the notes for you to personalize and edit.

1. Telephone contact Thank you for talking with me on the telephone.

In today’s business world, time is precious. You can rest assured that I will
always be respectful of the time you invest as we discuss the possibility of a
mutually beneficial business relationship.

2. In Person Contact Thank you.

It was a pleasure meeting you, and my thank you is for the time we shared.
We have been fortunate to serve many happy clients, and it is my wish to
someday be able to serve you. If you have any questions, please don’t hesitate to call.

3. After Demonstration or Presentation Thank you for giving me the opportunity to discuss
with you our association for the mutual benefit of our firms.
We believe that quality,
blended with excellent service, is the foundation for a successful business.

4. After Purchase Thank you for giving me the opportunity to offer you our finest service.

We are confident that you will be happy with this investment towards future growth.
My goal is now to offer excellent follow-up service so you will have no reservations
about referring others to me who have similar needs as yours.

5. For a Referral Thank you for your kind referral.

You may rest assured that anyone you refer to me will receive the highest degree of
professional service possible.

6. After Final Refusal Thank you for taking your time to consider letting me serve you.

It is with sincere regrets that your immediate plans do not include making the
investment at this time. However, if you need further information or have any questions,
please feel free to call. I will keep you posted on new developments and changes that
may benefit you.

7. After They Buy From Someone Else Thank you for taking your time to analyze my services.

I regret being unable, at this time, to prove to you the benefits we have to offer.
We keep constantly informed of new developments and changes, so I will keep in touch
with the hope that in the years ahead we will be able to do business.

8. After They Buy From Someone Else, But Offer to Give You Referrals
Thank you for your gracious offer of giving me referrals.
As we discussed,
I am enclosing three of my business cards. I thank you in advance for placing
them in the hands of three of your friends, acquaintances, or relatives that I might serve.
I will keep in touch and be willing to render my services as needed.

9. To Anyone Who Gives You Service Thank you.

It is gratifying to meet someone dedicated to doing a good job.
Your efforts are sincerely appreciated. If my company or I can serve you in any way,
please don’t hesitate to call.

10. Anniversary Thank You Thank you.

It is with warm regards that I send this note to say hello and again, thanks for your past patronage. We are continually changing and improving our products and services. If you would like an update on our latest advancements, please give me a call.

The power of expressed gratitude is immense. Put this tool to work for you today!

About Tom Hopkins

Tom Hopkins carries the standard as a master sales trainer and is recognized as the world’s leading authority on selling techniques and salesmanship.Over 3,000,000 people on five continents have attended Tom’s high-energy live seminars. Tom personally conducts 75 seminars each year traveling throughout… more

Happy Birthday WWW

This Google posting was just too good not to share. How far we have come.
Happy Thanksgiving and Good Nurturing


20 years ago today, the World Wide Web opened to the public

Today is a significant day in the history of the Internet. On 6 August 1991, exactly twenty years ago, the World Wide Web became publicly available. Its creator, the now internationally known Tim Berners-Lee, posted a short summary of the project on the alt.hypertext newsgroup and gave birth to a new technology which would fundamentally change the world as we knew it.

The World Wide Web has its foundation in work that Berners-Lee did in the 1980s at CERN, the European Organization for Nuclear Research. He had been looking for a way for physicists to share information around the world without all using the same types of hardware and software. This culminated in his 1989 paper proposing ‘A large hypertext database with typed links’.

While the initial proposal failed to gain much momentum within CERN, it was later expanded into a more concrete document proposing a World Wide Web of documents, connected via hypertext links. World Wide Web was adopted as the project’s name following rejected possibilities such as ‘The Mine of Information’ and ‘The Information Mesh‘. The May 1990 proposal described the concept of the Web as thus:

HyperText is a way to link and access information of various kinds as a web of nodes in which the user can browse at will. Potentially, HyperText provides a single user-interface to many large classes of stored information such as reports, notes, data-bases, computer documentation and on-line systems help. We propose the implementation of a simple scheme to incorporate several different servers of machine-stored information already available at CERN, including an analysis of the requirements for information access needs by experiments.

The document envisaged the Web as being used for a variety of purposes, such as “document registration, on-line help, project documentation, news schemes and so on.” However, British Berners-Lee and his collaborator Robert Cailliau, a Belgian engineer and computer scientist, had the foresight to avoid being too specific about its potential uses.

In 1990, working on a computer built by NeXT, the firm Steve Jobs launched after being pushed out of Apple in the mid-80s, Berners-Lee developed the first Web browser software called, fittingly, WorldWideWeb. By the end of that year he had a working prototype of the Web running on a server at CERN.

Here’s what that very first browser looked like running on the NeXTStep operating system:

On 6 August 1991, the World Wide Web went live to the world. There was no fanfare in the global press. In fact, most people around the world didn’t even know what the Internet was. Even if they did, the revolution the Web ushered in was still but a twinkle in Tim Berners-Lee’s eye. Instead, the launch was marked by way of a short post from Berners-Lee on the alt.hypertext newsgroup, which is archived to this day on Google Groups.

The WWW project merges the techniques of information retrieval and hypertext to make an easy but powerful global information system.

The project started with the philosophy that much academic information should be freely available to anyone. It aims to allow information sharing within internationally dispersed teams, and the dissemination of information by support groups.

The post explained how to download the browser and suggested users begin by trying Berners-Lee’s first public Web page, at

Although that page is no longer available, a later version from the following year is archived here. It acted as a beginner’s guide to this new technology.

The evolution of the Web

From here on, things began developing rapidly for the Web. The first image was uploaded in 1992, with Berners-Lee choosing a picture of French parodic rock group Les Horribles Cernettes.

In 1993, it was announced by CERN that the World Wide Web was free for everyone to use and develop, with no fees payable – a key factor in the transformational impact it would soon have on the world.

While a number of browser applications were developed during the first two years of the Web, it was Mosaic which arguably had the most impact. It was launched in 1993 and by the end of that year was available for Unix, the Commodore Amiga, Windows and Mac OS. The first browser to be freely available and accessible to the public, it inspired the birth of the first commercial browser, Netscape Navigator, while Mosaic’s technology went on to form the basis of Microsoft’s Internet Explorer.

The growth of easy-to-use Web browsers coincided with the growth of the commercial ISP business, with companies like Compuserve bringing increasing numbers of people from outside the scientific community on to the Web – and that was the start of the Web we know today.

What was initially a network of static HTML documents has become a constantly changing and evolving information organism, powered by a wide range of technologies, from database systems like PHP and ASP that can display data dynamically, to streaming media and pages that can be updated in real-time. Plugins like Flash have expanded our expectations of what the Web can offer, while HTML itself has evolved to the point where its latest version can handle video natively.

The Web has become a part of our everyday lives – something we access at home, on the move, on our phones and on TV. It’s changed the way we communicate and has been a key factor in the way the Internet has transformed the global economy and societies around the world. Sir Tim Berners-Lee has earned his knighthood a thousand times over, and the decision of CERN to make the Web completely open has been perhaps its greatest gift to the world.

The future of the Web

So, where does the Web go from here? Where will it be in twenty more years? The Semantic Web will see metadata, designed to be read by machines rather than humans, become a more important part of the online experience. Tim Berners-Lee coined this term, describing it as “A web of data that can be processed directly and indirectly by machines,” – a ‘giant global graph’ of linked data which will allow apps to automatically create new meaning from all the information out there.

This 14-minute video by Kate Ray is a great introduction to the concept of the Semantic Web.

Meanwhile, while not strictly ‘the Web’, the Internet of Things will allow physical objects to transmit data about themselves and their surroundings, bringing more information about the real world into the online realm. Imagine getting precise, live traffic data from all the local roads; trains that tell your smartphone that they’re full before they arrive; flowers that email you when they need watering; maybe even implants in your body that give you real-time updates about your health that feed into a secure online ‘locker’ of your personal data. All this and more is possible with the Internet of Things, helping to transform what we expect from the Web and the Internet.

We can’t predict accurately everything that the future will hold for the Web, but whatever happens, it won’t stand still. Here’s to the next twenty years.

Happy twentieth birthday, World Wide Web!

Nurture Marketing, like Sales Means Perserverence

“It ain’t what happens to a person that matters.
It’s about what one does about it that ultimately matters.”

Face it. Stuff happens!

To everybody, all the time. Some are permanently crippled by the event,
others have a lingering recovery from the shock, but surprisingly

the majority just take it in stride.

Acknowledging and accepting the very nature of unexpected events and
begin a strategy to learn from the experience, adjust and move on.


My friend James Obermayer posted this article on selling.
As usual, he nailed it.

Good Nurturing and Good Selling


Andy Rooney on Sales Leads

Posted by Guest Blogger on Thu, Nov 10, 2011  

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint.


Andy Rooney, probably the best known commentator of his time, who at 92 years passed too soon on November 4th, said, “I’ve learned … that opportunities are never lost; someone will take the ones you miss.” How did Andy know so much about sales, marketing and sales leads?

I think what Andy meant for us is that if your salespeople don’t follow-up on a sales inquiry (not to mention qualified leads), the opportunity will default to your competitor who does follow-up. You lose a prospect, a customer and the sale and your competitor wins. Fortunately, follow-up activities can begin (and even sometimes end) with marketing automation programs. But the majority of the opportunities, especially in B2B still need a salesperson to show up to get the business.

Marketing spends intellectual capital and the company’s treasure to find prospects. Yet research says that 75-90% of the opportunities for the majority of companies are lost and we all know why. Marketing departments complain about no follow-up or feedback. They whine about salespeople and their habits and nevertheless marketing often fails to provide the leadership which requires a marketing automation program and a good relationship with sales and sales management.


Now I’ve done it. I’m giving away the secret.

The best marketers count on their competitive counterparts to install a CRM system without rules or discipline, skip a marketing automation process and have no relationship with their sales counterparts. It is these failures which allow those with a CRM that has rules and discipline, a marketing automation system to create an on-going conversation and sales and marketing working as a team that beats the crap out of their competitors.

The formula for winning is easy. Just don’t pass up an opportunity when it presents itself.

It’s amazing how Andy hit the mark for us and so many others. We’ll miss you Andy, but your writing, questions and grumblings brightened our days. And for those who make the effort his many books read as fresh as when he wrote them. He was a master of universal truths. And all he wanted to be known as is a Writer. Maybe with a capital W in his case.



  You post put a smile on my face. You and Mr. Rooney summed it up very well. When I used to teach sales my favorite lesson was around the fact that X amount of people are going to buy X amount of stuff. I would laugh and say that it is a fact; you can look it up on the Internet. 
I am in agreement, opportunities are not lost they simply migrate somewhere else. I am still “old school” and even though I sell sales force automation I am firmly rooted in the belief that people buy from people and a solid sales person will out think, out wit and outperform the very best algorithms built into marketing automation. Boy – I hope I am right. 

  Thanks for the post, 


Posted @ Thursday, November 10, 2011 9:26 AM by Ken Murray

I’ve learned so much about sales leads and sales lead management listening to your weekly radio show on our network. Now if only I’d implement some of it, I might get somewhere!

Posted @ Thursday, November 10, 2011 2:54 PM by Paul Roberts

A great post- entertaining and meaningful. James (and Andy) always seem to hit the nail on the head. Thanks!

Posted @ Thursday, November 10, 2011 4:44 PM by Maria Pergolino