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Free digital sales and marketing courses

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Digital Sales & Marketing World 2021

The premier, hybrid event for growth-focused business leaders, digital marketers, and sales pros. Virtual passes are free for IMPACT+ Pro members. In-person passes on sale soon.

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They Ask, You Answer
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Free They Ask, You Answer course

Learn the principles of the They Ask, You Answer by taking our most popular course, taught by Marcus Sheridan himself.

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They Ask, You Answer, the book

“One of the 11 Marketing Books every CMO should read.” — Forbes

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Virtual Selling
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Virtual Selling Mastery

Equip your sales team with proven methods to connect with today’s buyer, shorten the sales cycle, and close more deals, faster.

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Virtual Selling Summit 2021

Your one-day virtual selling crash course! Today, sales reps are struggling to sell remotely. Learn how to close more deals in a virtual world.

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Video
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Zach Basner teaches you the fundamentals of making video for sales and marketing work inside your organization.

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Video Sales and Marketing World 2021

Video Sales & Marketing World 2021 is in the works. In the meantime, enjoy the 2020 event on-demand - free for IMPACT+ Pro Members.

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The Visual Sale, the book

Learn how to use video to ignite sales, accelerate marketing, and grow your business in a virtual world in this book from Marcus Sheridan and Vidyard’s Tyler Lessard.

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Master video inside your organization

Video is a critical component of any high-performing digital sales and marketing program, and is a key part of Digital Sales and Marketing Mastery.

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Why Hugging Your Haters Can Help Improve Customer Relationships

Why Hugging Your Haters Can Help Improve Customer Relationships Blog Feature

Ramona Sukhraj

Associate Director of Content, Strategized Initiatives That Increased IMPACT’s Website Traffic From ~45K to ~400K

June 13th, 2016 min read

In the past, companies were obsessed with making everyone love them.

Even though we all know it’s impossible for everyone to love us, it could hurt to try, right?

As a result, business owners would (and still do) freak out when someone says something negative about them online or they got an overly-critical review in the media, but now they are starting to change their tune.

Haters are now viewed as a necessary evil that all businesses have to deal with.

Thanks to social media and sites like Yelp, Angie's List, etc. and the perceived anonymity of the internet, people are sharing their critical and hateful opinions without hesitation or remorse -- but this doesn’t have to spell disaster for your organization.

In his latest book, Hug Your Haters: How to Embrace Complaints and Keep Your Customers, Jay Baer shows how haters are actually a good thing.

If the idea of dealing with haters makes you uncomfortable or customer service isn’t your strong suit, you’ll definitely want to give this book a read.

How to Make Customer Service Interactions Count

Hug Your Haters is ultimately about delivering good customer service and using the criticisms from your haters to improve your products and services.

According to Baer,customer service is the new marketing – and since modern marketers end up interacting with the most customers publicly, it’s important that we all understand customer service to do our jobs well.

You might be afraid of complaints, but it's time to change your mindset.

People that complain are putting in an effort to share their opinions, which is much more valuable to your business than the silent frustration of the unimpressed customer.

Complaints can easily be dealt with, and when you handle them the right way, you will see positive results. Here’s how.

1. Seek Our Your Haters

Baer suggests actively seeking out complaints, criticisms, and things that simply make your customers less than happy. If you wait for your haters to find you, it’s already too late.

Customer complaints are indications of areas in your business that need improvement – the quicker you can address those issues, the better off your business will be now and in the future.

2. Address All Complaints

It’s natural to write-off some complaints that you think don’t matter, but that’s not always the best move.

In many cases, if one person has a specific complaint, there are thousands of others who have the same complaint but have chosen to keep it to themselves.

Of course, not every complaint is valid or needs to be fixed, but you should at least look into every complaint you can find.

At a minimum, let your customer know that their voice is heard and possibly offer an explanation of your point of view, a solution, or some sort of compensation.

3. Create a “Hatrix” to Guide Your Responses

A Hatrix is an internal document for your customer service and social media marketing teams to reference when dealing with haters.

Your Hatrix basically sets the guidelines for how your employees should respond to haters based on the context of their complaint – where they complained, the type of complaint, who they are, etc.

(Source)

Not all haters are created equal and you shouldn’t address all of them – especially the trolls, but you do want to document all of the legitimate to semi-legitimate complaints you receive as sometimes your haters are aware of small problems that can later turn into big issues.

The way you keep track of trends in either direction is by keeping track in the first place – with your Hatrix.

The Benefits of Hugging Your Haters

To continue on to the benefits of hugging your haters and more, click "keep reading" below. 

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