THE DIFFERENCE BETWEEN SALES AND MARKETING | Why Giving Discounts is Different Than Running a Sale

what we're talking about is people who are afraid afraid to ask for money afraid to sell themselves at the actual value that they're worth if I am a designer and I have a thirty thousand dollar project and I cheapen it down to twenty thousand dollars so I get the business so I get the clothes guess what you failed hi everybody welcome back to the channel I am Neil winter I'm joined by dr. Craig winter egg and today we're gonna tackle a topic that we've covered in several different ways over the last eight nine months or so and here comes the next iteration and we're gonna do it again this might be your first time seeing us talking about this or whatever but basically the idea that we're gonna talk about here and this was spurred by a comment that we got and some of our social media stuff that we've been putting out there and it just shows the confusion that people have between the difference between marketing and selling marketing is not selling and selling is not marketing they are two different columns of business you use marketing to generate interest and reach into your main service line and people have become convinced based off of Lexus based off of Mercedes based off of Amazon based off of Madison Avenue marketing which does not work that you know selling and marketing are the same thing mm-hmm now you run an ad and then money just comes into your bank account and people just call your office and want to buy your product well and it's gotten so confused now that many companies have a Director of Sales and Marketing yes but there are two different things completely different functions so let's let's dive into this phone I think this is where yeah it really becomes so we did a video talking about you know why discounts are harming your brand and we got a comment from somebody who was talking about this and it says it's not a cure in my mind to say a discount hurts your brand in relation to like let's say new customer specials Lexus for example runs discounts like crazy for new customers these are marketing promotions aren't harming the Lexus brand or reflecting a lack of quality in the slightest they give a reason to consider them over the competition and so it goes on to talk about other different things so we're not saying don't run a special I'm not saying that you can't have some sort of a new customer discount right I think right now Chevrolet will offer a $3500 discount for people who currently own a Mustang or lease a Mustang so it's a way of offering them to come in and instead of buying a Mustang you buy a Camaro okay that's an enticement that's some sort of a thing that you get to so marketing on my job is to bring somebody in yes to create a reach a phone call an email a text message or walking in the front door that's what marketing is yes its packaging it up it's part of the brand it's attracting attention so that somebody reaches yes that's what marketing is there to do its to create somebody walking into that dealership and saying hey I heard you've got a $3,500 off thing for people on a Mustang or whatever it might be right it's now to the sales departments job to sell the product or service now what we're specifically talking about in the video that we did that got some reaction is that what we're saying is that it's okay to offer a discount on something it's okay to offer some sort of an enticement or a new customer special or a hey if you pay in full we offer a 3% discount that's totally fine what we're talking about is people who are afraid afraid to ask for money afraid to sell themselves at the actual value that they're worth if I am a designer and I have a thirty thousand dollar project and I cheapen it down to $20,000 so I get the business so I get the clothes guess what you failed yeah and that is what we're trying to talk about here marketing and selling are different functions of a business they work hand in hand but if you can't sell don't market yeah and that's really what it comes down to yeah you're wasting your marketing dollars if you think that sales and marketing are the same thing now like I've said before if I'm selling chapstick on Amazon then yes it's totally up to how well I can entice people come in and buy my product and do that that's not what we're talking about here okay yep I'm going on a little bit of a rant like not you you know this person's talking about let's say you were a dentist yeah so let's talk about medicine or whatever I'm looking for eyeglass surgery or you know LASIK service say LASIK yeah yeah and somebody says free consultation and somebody else has a $200 consultation for LASIK okay I might go to the place that's offering me a free consultation for my LASIK but they might be more expensive in the end of place yes but I might say man I really like you guys and they know that if they offer a free consultation they're going to sell more so they don't have a problem offering a free comps and let's stick with that so let's say you have a free consultation for LASIK and the procedure is $5,000 yeah and I I know that it's much less than that but let's just stick with this even though I've doubt eat yeah so it's $5,000 for lasik surgery now the person's like oh wow that's a lot of money you know what if you just go ahead and do it today I'd do it for 2500 boom that's not marketing now you've cheapened your problem just cheapened your brand yes and like I said before in this video that we're getting the comment on you say it's 5,000 and someone hasn't wrote best in the best and yeah we have the newest machinery is amazing you got a two million dollar machine it's the only one in the state and then it's $5,000 and then so goes oh wow that's a lot can you do it for 2500 you go oh yeah sure sold the lowest bidder that just lets that person know that everybody who's paying five thousand is being ripped off that happens because you can't close that is a that is a flunk on the sales process yes and that's what we're that's we're trying to use this video now in this comment to distinguish the difference between marketing and sales yes now some organizations are only motivated by making the smallest amount of profit off of the most amount of people coming in their doors and that's a model and that's a model yes at that point in time you are trying to just get as many people to come in because you know that if every person who comes into this LSA that eye clinic again yeah okay let's say everybody does at twenty five hundred bucks and they take all the insurances and they know that at the end of it they're gonna make $300 a procedure okay at that point time it's okay how can I get so many people to come in every day to make $300 a procedure to make a bit of okay then yes at that point in time you've cheapened your product down to the point that marketing is doing you're selling for you but then don't tell anybody it's worth five thousand bucks yes if you know you're selling it for 2,500 this is normally five right but today we do it for 2,500 yeah yes that's a lie and a con yes and that's different from Lexus that is different Chevrolet totally you know at different times of the year for instance to stick with the cars you know you might be able to buy a Corvette in New York State for a lot cheaper than in Florida because in the wintertime nobody's driving their Corvette so they're sitting there and they need to get rid of it that's a supply and demand issue right and that's when it's a good time to buy that car exactly okay that is different they're not cheapening the Corvette at that point is that it's sitting there taking up space I need to get rid of it this is different from me selling a custom table and saying this is a $30,000 tators table yeah this concrete table in civ but for you I'll give it to you for five that's desperation that's the inability to actually sell yeah that's desperation that's fear yeah right and we have also seen sales reps who cannot close will always blame marketing there will always tell more Greentree gravity leads these people have no money it's also too expensive and and and we're charging way too much we're charging way more than our competitors and I can't sell it at this and it's the CEOs problem yeah at that point just like well the buyer the salesman you can't close these unable to sell you don't believe in the product you don't believe in the service you don't believe that it's worth that the any rep who says that wouldn't pay for that yeah think they would never do it themselves so again it's just an inability to sell it's not believing in the product or service and it's just blaming then marketing yeah and it's it's a cop-out in a corporate arena of some sort yes what we're talking about won't work right because they can't think for themselves and it's all dumbed down to just answer the phones and do this and do that we're talking about a private business owner yeah we're talking about a smart business owner yeah we're not talking robots you guys so that's our take on that we went on a little bit too long maybe but I just wanted to comment on it because selling when people would people when we talk about selling people think we're talking about Black Friday right we're talking about Cyber Monday that we're talking about selling bed sheets on Amazon that's not what I'm talking about I am I am here for the people that are out there actually using sales techniques and being professionals added not cheap gimmicky marketing tools to try and make a buck you got it and that's the difference that's the difference leave your comments down below tell us how dumb we are we'll see you next time [Music] [Applause] [Music]

Channel: Matterhorn Business Development

Views: 2,440

Keywords: Matterhorn Business Development, Greg winteregg, neil winteregg, sales and marketing, Sales and marketing training videos, sales and marketing difference, the difference between sales and marketing, what is the difference between sales and marketing, what is sales and marketing

Id: kU0ROkRUQN4

Length: 9min 36sec (576 seconds)

Published: Wed Jan 15 2020