Friday, January 20, 2006

More Nuggets from the Room

Today at the Proactive vs. Reactive Seminar Ed gave his usual insights.

He mentioned the story of the man who had the goose who laid the golden eggs. Once he realized they were real gold, he was able to amass quite a fortune. Then he became inpatient. His child took over and thought, instead of waiting for the eggs to be laid one at a time, he would go into get them. So he cut off the head of the goose only to find they weren't in there and the source of his wealth is permanently done. So it pays to slow down to speed up. Patience is worth it.

Wednesday, January 18, 2006

It works if you work it

Today was my first day as an official member of ERN, the networking group I mentioned last week. What a great group. Already I have two referrals to follow up on, and I know the possibilities are endless. I was also able to give out five of my own referrals. What is really great is I already have an informal network within the network of clients who are the "who says" in my world. They will be able to vouch for me as I share my story and give my 30 second commercial. I am looking forward to a long a fruitful relationship.

Friday, January 13, 2006

The "I" Matters

I received this from one of my clients and I felt I should share it:

Your life has purpose and meaning.
Consider this: nothing would be the same if you did not exist. Every place you have ever been and everyone you have ever spoken to would be different without you. We are all connected, and we are all affected by the decisions and even the existence of those around us.

.....The 100 Simple Secrets of Happy People....

Wednesday, January 11, 2006

Networking - An ingredient in your cookbook

I am in the process of joining a local networking group. The group meets weekly and is dedicated to helping build each other's businesses. What makes me so excited about this group is there are 57 members who will get to know me. Why is that important, because I have always built my business on introductions I have received by the relationships I have developed. I know in time that this group will be a big part of my referral/introduction tree.

As I read through articles today, I just happened across an article "The Three R's of Networking" that talks about how to best utilize a group like this to get the maximum impact. I thought I would share it because there was some good stuff in there.

Keep tweaking your cookbook and have fun.

Monday, January 09, 2006

What did I say?

Have you ever had a conversation with an employee and wonder, "What just happened?" What started like a routine conversation, checking in or comparing notes, turned into a completely different situation. Who knows, maybe they woke up on the wrong side of the bed? Or maybe they fell out of bed? But it could be that you are not communicating in a way that they understand.

We talk about different reference filters in our training and this is where a lot of miscommunication happens. For example, if you are talking to a Visual and you are using Auditory language and techniques, they might not get it. So what do you do? First try to find out what their style is and what your style is? Then once you have determined the styles, learn how to communicate to their filter. If they are visual, use handouts and visuals as well as words.

Our clients love the assessments we have that help them determine the various styles their employees have and what is the best way to manage them using those styles. Good luck and happy communicating.

Saturday, January 07, 2006

When is a good time to prospect?

All the time!!!! David Sandler has talked about the three foot rule. Basically, anyone that is within three feet of you is a prospect. He suggested that if they are that close, you should talk to them. I have always felt that no matter where I am, there might be someone near me that needs our services, or they know someone who does. But how do you get to the point that you are having that conversation?

For me it just starts with an ice breaker and some small talk. Usually after I have established some bonding and rapport, I usually ask something like "So when you're not here shopping (or whatever it might be), what do you do?" People love to talk about themselves and we are off an running.

So no matter where you are, keep your eyes and ears open for opportunities to make connections.

Thursday, January 05, 2006

You've got to give a little . . .

A song has been rattling around in my head all day that I think Frank Sinatra used sing, and I keep hearing the words "You've got to give a little." And as I thought about it I realized that in life and in sales, sometimes you need to give a little to get a little. What I mean is that when you take care of other people, lead them to things that they need by way of referrals and introductions, all of a sudden you become someone who cares about them. So when the time comes and someone is need of a service you provide, you will be paramount in their minds.

I might be thinking like this because I am in the process of joining a lead generating referral group called ERN. The whole premise of this group is to help each other build each other's businesses. They use creative ways to get to know each other's business and they are loyal to their members. It becomes a warm market to work. So as you give referrals, you are also receiving. Great concept.

So as you are about your day, don't forget to give first. Not only does it feel good, but the rewards maybe more than you even could imagine.

Monday, January 02, 2006

2006 - Do You Have a Plan

As we reflect on last year and look to the future, it is hard not to have mixed emotions. Maybe you did not reach some goals, maybe you surpassed them and maybe things happened that you did not have a plan for at all. That is life. In sales having a plan is critical. In our world we talk about a behavioral plan. One that outlines what kind of behavior you plan on doing which will help you to reach your ultimate goals. Breaking down those behaviors on a weekly basis and even daily helps you stay on track. With the plan, there should be very few surprises. And when they come, you are able to make adjustments. So what's the plan? What are you going to do tomorrow? And what does next week look like? Don't wait until June to create and implement at plan. Start today.