The secrets to attracting new customers

In this episode of the My Business podcast, our guest Tom Panos – real estate auctioneer and sales educator – discusses the secrets to getting more customers through the door.

 


“Doing something well is not necessarily doing something important,” says Tom Panos – well-known in real estate circles as an independent auctioneer and sales educator, as well as an executive with News Corp Australia.

In this episode, he speaks with My Business editor Phillip Tarrant and publisher Russell Stephenson about understanding the difference between sales and marketing, his three-phase approach to client attraction and the value of what he refers to as ‘educational selling’.

Listen to other instalments of the My Business Podcast:
Episode 13: 'How I've kept my first customers for 22 years'
Episode 12: Navigating your best routes to market
Episode 11: Expert tips for getting your marketing right
Episode 10: Tips for qualifying new business leads
Episode 9: How I structure a 90-hour working week
Episode 8: How to negotiate better payment terms
Episode 7: The most important part of making a sale
Episode 6: The most common trait of successful businesses
Episode 5: The do’s and don’ts of managing cash flow
Episode 4: How to avoid getting bogged down in managing staff
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