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The Marketing Mentor Podcast

In the Marketing Mentor podcast, Ilise Benun, founder of Marketing-Mentor.com, offers short but meaty conversational interviews with creative professionals who are doing what it takes to stop feast or famine, get better clients and command the fees they deserve – and sharing what they’ve learned.
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Now displaying: October, 2010

Ilise Benun, founder of Marketing-Mentor.com and author of 7 books, including The Creative Professional’s Guide to Money, interviews her clients and other successful creative professionals about what’s working when it comes to the latest marketing tools and pricing strategies. Ilise’s conversational style is friendly and engaging as she presses her interviewees to reveal the details that you don’t hear anywhere else about what exactly they are doing and how it is working. Each episode is a no-fluff chat about the nuts and bolts of how designers, copywriters, photographers and other creatives are doing to grow their business to get better clients with bigger budgets. Topics covered include taking control over your business, ending the feast or famine syndrome, finding your niche, identifying the ideal clients who value your services and can pay what you’re worth, developing your own marketing style and cultivating relationships that will last.

For more, sign up for her Quick Tips at marketing-mentortips.com

Oct 19, 2010
Martha Retallick, of Western Sky Communications, told Ilise recently about her daily "Prospecting Hour."  

I don't know about the rest of this planet, but here in my studio, taking whatever comes along is a recipe for failure. I can't depend on business coming to me. I have to be a go-getter and go get it. That's why the first hour of every workday is The Prospecting Hour. That's when I make calls and send e-mails to cold and warm leads. 
 
I've been in the design business for 15 years, and I've never had the luxury of depending on word of mouth. Instead, I've had to pick up the phone and ask strangers for their business. And, in my case, cold calling has led to the most lucrative clients I've ever had.

When she spoke to Ilise in August, Martha had made an amazing 3081 phone calls, 80% of which went to voice mail. Of those, 99 prospects had expressed some level of interest (approximately 3% positive response).
 
In their 20-minute interview, Martha describes her target market and her simple process to find and reach them. She explains how she tracks her calls and actually recites her no-BS phone script.

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