Why a marketing concept from 1936 still accounts for 85 percent of sales today

“About 15 percent of one’s financial success is due to one’s technical knowledge and about 85 percent is due to skill in human engineering — to personality and the ability to lead people.”

Dale Carnegie wrote these words in 1936 as part of his groundbreaking book, “How To Win Friends and Influence People.”

“Dealing with people is probably the biggest problem you face, especially if you are in business,” Carnegie also wrote.

And while much has changed in the way we conduct business since 1936, the ability to win over people remains to be the critical component to closing deals.

If you want to be successful in g enerating sales on LinkedIn, or any digital platform for that matter, you must understand and master the concept of one-on-one personalized marketing.

This means going beyond old-school advertising like blasting out a press release, an advertisement or an offer.

In order to be successful selling on LinkedIn you must understand people. Get to know what they're passionate about, what their problems are and what they need help with.

Small talk to sales
And while this, in theory, is great — I’m sure we’d all love to grab coffee with and chat up all our prospects personally — time is a very valuable commodity.

Read the full article here: http://www.bizjournals.com/boston/how-to/marketing/2017/01/marketing-concept-from-1936-85-percent-of-sales.html