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Everybody out there in the sales arena or in the online space is looking to have an impact. For some, that means making lots of money for themselves, but for those who are truly in it to be of benefit to others, there are some great opportunities in the modern age. Today’s guest, Chris Brogan, is one of the few people who has taken the time to truly observe what is going on and figure out how it works to the advantage of sales professionals and consumers alike. You will enjoy this conversation between Anthony and Chris as they unpack his new book, “The Impact Equation.”

The Impact Equation with Chris Brogan - Episode 1Click To Tweet

Why contrast is a powerful part of your impact.

With the rise of the internet, every market of products and services is becoming more and more crowded every day. If you were going to stand out it is going to require you to create some sort of contrast that makes a difference to your customer. One of the points and Chris broke his new book, “The Impact Equation,” is that contrast is vital to making an impact in the modern era. You can hear help Chris describes the concept of contrast and how he suggest you can go about creating a contrast that matters.

Your difference has to be a difference that makes a difference to your client

When you think through the issue of how you were going to differentiate your product or service from the competition you need to be sure that you’re not just resorting to a gimmick. The contrast you highlight between yourself and your competition has to be a difference that makes a difference to your client or customer. That is how you speak their language in a way that highlights how you benefit them in a way that your competition does not. You can hear Chris Brogan speak about this issue of contrast on this episode of In The Arena.

Your difference has to be a difference that makes a difference to your clientClick To Tweet

Why you need to build a platform before you need the platform.

Every sales professional or business person needs the benefits that come from having a personal platform. Chris Brogan is convinced that every person needs to build a platform before they actually need it. His belief is that you are able to provide precursors to your products or services that will lead your ideal clients into a business relationship with you over time. But you can’t do that if you don’t have a platform where you are able to produce content and those valuable resources that your pre-customers need. You could hear how Chris goes about doing that on this episode and learn some things that will help you but your own platform into place.

How social media is like free mind reading

Most sales people or business professionals think of social media as the place where they shout about what they have to offer. But Chris Brogan sees that from the other side of the fence. He believes that social media is a great tool for customer research and observation. Everyone is telling about their own life, they’re on it, and their own needs for the entire world to see. It’s a great way to become attuned to the very people you want to sell your products and services to, which in turn enables you to position your products and services to be the answer to the needs they are expressing.

How social media is like free mind reading ~ from Chris BroganClick To Tweet

Outline of this great episode

  • Anthony’s introduction to Chris Brogan and why he’s on the show today.
  • What brought Chris to write his book, “The Impact Equation.”
  • The idea of “picking yourself” and why everyone needs to do it.
  • What contrast has to do with the impact you’re able to make.
  • What “Echo” means and why it’s important.
  • What role does vulnerability play in relating to your customers?
  • Why you need to build the platform before you need the platform.

Resources & Links mentioned in this episode



The theme song “Into the Arena” is written and produced by Chris Sernel. You can find it on Soundcloud

Connect with Anthony

Website: www.TheSalesBlog.com

Youtube: www.Youtube.com/Iannarino

Facebook: https://www.facebook.com/iannarino

Twitter: https://twitter.com/iannarino

Google Plus: https://plus.google.com/+SAnthonyIannarino

LinkedIn: https://www.linkedin.com/in/iannarino

Tweets you can use to share this episode

Why you need to build a platform before you need the platform ~ Chris BroganClick To Tweet
Why contrast is a powerful part of your impact, with Chris Brogan on this episodeClick To Tweet

Podcast editing and show notes - www.PodcastFastTrack.com

Post by Anthony Iannarino on January 28, 2013

Written and edited by human brains and human hands.

Anthony Iannarino

Anthony Iannarino is an American writer. He has published daily at thesalesblog.com for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success.

Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. You can reach Anthony at thesalesblog.com or email Beth@b2bsalescoach.com.

Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at iannarino@gmail.com

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