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I Love Marketing

I Love Marketing

Di: Joe Polish and Dean Jackson
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I Love Marketing is an ever expanding world-wide community of people that love marketing and want to keep innovating and learning. This podcast is for Entrepreneurs, small business owners or even start-ups that want inspiration and ACTIONABLE marketing strategies about direct mail ideas, lead generation, lead conversion, getting referrals, email marketing and more. Joe and Dean also discuss psychology, books, people and productivity delivered every Monday to help jump start your week! Economia Marketing Marketing e vendite
Episodi
  • How Do You Make Sales Calls Fun: I Love Marketing Live Series with Joe Polish and Dean Jackson - I Love Marketing Episode #474

    How Do You Make Sales Calls Fun: I Love Marketing Live Series with Joe Polish and Dean Jackson - I Love Marketing Episode #474
    Jun 19 2026
    What if sales calls were more fun? In this special I Love Marketing Live series hosted by Paul Colligan, Joe Polish and Dean Jackson answer real audience questions and reveal how to make business growth easier, more profitable, and a lot more enjoyable. Here's a glance at what you'll learn from Joe and Dean in this episode: Why sales feels draining when you are emotionally attached to the outcome of every conversation.How the pressure to "close" prospects often creates the very resistance salespeople are trying to avoid.Why confidence in your ability to create results is more valuable than any sales script or persuasion technique.The distinction between convincing people to buy and helping people make good decisions.How focusing on outcomes instead of activities can make sales more profitable and significantly more enjoyable.Why some of the highest-performing salespeople rarely think of themselves as salespeople at all. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. Show Notes: The Problem Isn't Sales, It's How Most People Think About Sales Many Entrepreneurs associate sales with pressure because they approach conversations hoping for a transaction rather than looking for an opportunity to help.When someone enters a sales conversation worried about being rejected, their attention shifts away from the prospect and toward their own needs.The most effective sales conversations occur when the focus stays entirely on understanding what the other person wants and whether you can genuinely help them achieve it.People naturally trust those who are committed to helping them make a good decision, even if that decision is not to buy.Joe's frame: do not delegate marketing or the checkbook to anyone you have not first learned to lead in those areas yourself. Confidence Comes From Certainty, Not Persuasion Joe and Dean discuss how sales becomes dramatically easier when you are certain about the value you can provide.Confidence is not generated by memorizing scripts. It comes from knowing your product, service, or process consistently creates results.Prospects often sense uncertainty long before they hear it directly. The most expensive thing you can communicate is a lack of belief in your own offer.The more confidence you have in the outcome, the less energy you spend trying to convince people.Dean's working principle: sell something you would be thrilled for your closest friends and family to buy, with the same energy you would bring to a recommendation made for free. Sell the Destination, Not the Vehicle Customers are rarely excited about the mechanics of what you do.What they actually want is the result your solution makes possible.Great marketing and great sales both focus on the transformation rather than the process.Businesses that communicate outcomes clearly tend to attract more qualified prospects and experience less price resistance.Joe's frame from the live: when you sell travel, you sell the destination, not the TSA line. When you sell anything else, the principle holds. Helping Is More Enjoyable Than Convincing Conversations become easier when your goal is understanding rather than persuading.The best sales interactions feel collaborative rather than confrontational.Prospects are more likely to buy when they feel understood. People do not buy because they understand what you do, they buy because they feel understood.A service mindset creates stronger relationships and better long-term customer retention.Rapport is trust with comfort. Build the comfort first, build the trust over time, and the sale almost makes itself. Resources: What's In It For Them? | Joe Polish, bookInfluence | Robert Cialdini, bookPre-Suasion | Robert Cialdini, bookI Love Marketing Breakthrough DNA Report | Free DownloadAverage Joe's Marketing | Joe Polish's marketing book Genius Network | Joe Polish's Genius Network
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    15 min
  • From Marketing Frustration to Marketing Foundation with Joe Polish and Dean Jackson - I Love Marketing Episode #473

    From Marketing Frustration to Marketing Foundation with Joe Polish and Dean Jackson - I Love Marketing Episode #473
    May 20 2026
    Joe Polish and Dean Jackson go live and ask the audience the same simple question. What is your biggest marketing frustration right now, and what does it actually feel like? The answers cluster into five patterns, and underneath all of them is the same diagnosis. People know what to do. They are stuck on focus and follow-through. This episode is the masterclass that unsticks them. Here's a glance at what you'll learn from Joe and Dean in this episode: Why Dean says "a compelling offer is 10 times more powerful than a convincing argument," and the jet-stream principle that makes it work every timeThe four-word filter Dean has used for 30 plus years to write every piece of marketing he touches (you can run it on anything you have already written tonight)Why your Customers do not know your biggest advantages, and the Schlitz beer story that turned a forgotten brand into number two in the country with a single campaignThe 10-handwritten-notes-a-day discipline that quietly rebuilds the muscle most marketers are losing to AIWhy Joe says "most people do not use social media, social media uses them," and the single question that flips itThe five clusters of marketing frustration that came up live in the audience poll, and the one thing all of them shareThe Prospect Vending Machine versus the Prospect Slot Machine: Dean's framework that explains why your funnel feels randomThe financial advisor case study that produced a billion-dollar honey hole inside a 20 mile radius (you can run this exact play in your own market)Why Gary Halbert made his copywriting students hand-write his sales letters five times in a row, and what that means for working with AI without quietly making yourself dumberGary Chapman's tip on why complaints are actually love letters from your market, and how to read themDean's 50-Minute Focus Finder, the simple practice that empties the open browser tabs in your brain so you can actually finish what you startWhy selling something nobody wants to buy taught Joe more about marketing than any course or book ever did Show Notes The Question That Started the Episode Paul Colligan opens with a single live prompt. "What is your biggest marketing frustration right now and what does it actually feel like?"Frustrations come in clusters. Lack of clarity on the target market. Censorship. Too many ideas and too little time. Missed calls. Replacing meta ads. Poor organizational skills. LinkedIn that reads like it was written by an LLM. Overspending on stuff you cannot confirm is working.Dean's reframe is the foundation of the whole episode. Marketing is people, and people pursue self-interest with absolute reliability. If you can embrace that, you have a cheat code. If you try to fight it, you are in trouble. Compelling Offer vs. Convincing Argument Dean's signature line: "A compelling offer is 10 times more powerful than a convincing argument."A compelling offer moves people in the direction they are already moving. You get in the jet stream and friction drops.A convincing argument tries to drag people in a direction they are not naturally going. It is exhausting for you, and it feels like pressure to them. Marketing vs. Selling Joe's working distinction: selling is what you do when you are face to face or on the phone with someone. Marketing is what you do to get them to be face to face or on the phone with you, properly positioned, pre-interested, pre-motivated, pre-qualified, and pre-disposed to do business with you.Frustration is fear plus anger. The reason Joe used to hate marketing was that he did not understand it. He had a definition of marketing that was based on bad salespeople.Trust is not the same as rapport. Rapport is trust with comfort. Rapport can be built quickly. Trust takes time, and trust is rarely destroyed in one moment. It is a series of small choices that add up. Get Benefit Now: The Four-Word Filter Dean got these four words from Jeffrey Lant's 1995 book Cash Copy. He has used them as the through-line on every piece of marketing he creates for 30 plus years.Get. The destination, not the transportation. The outcome the prospect actually wants.Benefit. The result, not the mechanism. What the Customer ends up with.Now. The only time to act. Every piece of communication must tie back to one of these four anchors or it does not earn its space. Select a Single Target Market (Procter and Gamble Style) Profit Activator one is to select a single target market. Most Entrepreneurs try to make it convenient for themselves by bundling people together. Blue collar home service workers is not a target market. Electricians are. Carpet cleaners are. Procter and Gamble runs 23 billion-dollar brands, each one focused on a hyper-specific market. The biggest companies on earth narrow, they do not broaden.Dean's e-bike catalog Facebook ads ran four different creatives to four different segments. Single guy on a trail for men 25 to 50. A couple riding around a lake for 50 and over. A super-mom cover ...
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    1 ora e 15 min
  • Lead Conversion Mastery LIVE: The Nine Word Email with Joe Polish and Dean Jackson - I Love Marketing Episode #472

    Lead Conversion Mastery LIVE: The Nine Word Email with Joe Polish and Dean Jackson - I Love Marketing Episode #472
    Apr 9 2026

    Dean Jackson and Joe Polish go live with Entrepreneurs to share the one strategy that keeps working... The Nine Word Email. With real stories, hot seats, and the "mouse brain" insight, they show why simple, personal marketing still wins.

    Here's a glance at what you'll learn from Joe and Dean in this episode:

    • Why the most powerful email strategy most marketers know about is also the one they're most reluctant to send, and the mindset problem behind the hesitation
    • The two prime directives of a mouse and why Dean says they explain virtually every buying decision your prospects are making right now, including the reason your last campaign probably didn't land the way you expected
    • How a trade show operator sent one text message while literally packing up the booth and generated thousands of dollars in orders from people already on planes flying home
    • The difference between a nine word email that starts a real conversation and one that reads like a salesperson wearing a casual disguise, and exactly how to tell them apart
    • Three live hot seats where Dean and Joe build a nine word email in real time: a medical director company, an AI compliance lawyer, and a St. Lucia adventure tour operator who can't get a list of people on a cruise ship
    • Why Dean says a compelling offer is ten times more powerful than a convincing argument, and what that means for the conversation you're actually trying to start

    If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com.
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    1 ora e 18 min
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