Part of History

I am still climbing down from the clouds after spending the weekend at a historic event. Milana Leshinsky, best known for her "Telesummits," came out of her home and held her first live event. I have the pictures to prove it. My business and the business of my clients' will never be the same!

"A relationship is not something that you pursue; it's what happens to you when you are immersed in serving the dreams of your customer." ~~ Tom Peters

Planting seeds . . .

I sometimes find myself frustrated with the "quick fix" "get rich quick" schemes you hear over and over. People go in with their eyes glazed over with visions of money and fame. Within a short time they are disillusioned. Only a few will make it in those programs. The rest struggle and end up losing money.

I do believe you can make a lot of money, and you can make it as quickly as you want. However, I believe it takes a lot of work, a behavioral plan of action and a great shift in your thinking.

For example: When you first start out in the career as a sales professional, you find yourself face to face with a phone and the dreaded cold call. Yet if you keep your eyes on the goal and stay focused on the task, that "behavior" is a short lived behavior. Why? Because the cold calls are little seeds you plant along the your path. Once the seed is planted you start to cultivate, fertilize and nurture those lovely seeds until one day it turns into a sale. After a while you get better at planting, you learn what fertile soil looks like and the harvest is sooner than before. But you have to plant the seeds. You have to do the behaviors.

Jim Rohn said it best: "Either get good at planting in the spring or become very good at begging in the fall."

Enjoy the harvest!!

Coaching Super Summit

I just got back from an amazing weekend in Baltimore, Md. I attended Milana's First Coaching Super Summit and it was just mind shifting. I hope over the next few days to pull my thoughts together and share some of my "ah ha" moments. For now I wanted to share this:

Do, Document & Delegate

Everything you do in your business, document the process down to every letter and email you send. Create a file to store all this information. This will then become your SOP (Standard Operating Procedures) or your Business in a Box/File. Then assess what someone else can do more effectively both in cost and time. Let it go, delegate it and then you do what you do best. Do those things that bring out the brilliance in you and your clients. If you do this you will create a business with the lifestyle you have always wanted. You will also have a business you can sell or license later on.

More to come . . .

Coaching as a Tool

I work with many entrepreneurs. Each is unique in their business models, industries and offerings. However, there seems to be one common thread that I find with my clients, they all like to coach their clients. No they are not all coaches.

Mini-Case Study of a Coaching Non-Coach
I work with an accountant who is not satisfied with preparing taxes, he wants to guide his clients to help them make good decisions in their businesses. He coaches his clients so they look ahead and make good decisions that will secure their financial future and insure a sustainable business. The funny thing is that he never realized he was "coaching." It was just part of what he does. So now, when tax season is over, he is not done. He offers a quarterly coaching program. This includes several phone conversation, reviewing of monthly financial statements and a set amount of email communication.

The benefits for his clients: They get on-going support throughout the year. They also do not get surprises at the end of the year. In the last quarter of the year, they are able to make educated decisions in order to ensure they are not hit with a high tax liability. They also get long-term as well as short-term strategies.

The benefits for him - the accountant/coach: He now has a new revenue source/profit center. This is a great source of cash flow that is predictable. This also allows him to continue to grow and develop a long-term relationship with his clients.

When you start to add up all the benefits you see the win-win. The next step is to create a deeper win. As he grows the coaching/retainer accounts, he can create a mastermind group or training for his clients. This will allow him to do some group coaching/training (for a fee) and his clients will be able to network and possible develop some business relationships that had not been possible before. Pretty cool.

So if you think that coaching might be a great profit center to add to your practice, consider going to the following training. I will admit that I am a volunteer helping the facilitator with this event. I cannot imagine a more worthwhile event. To learn more about how you can add coaching to your practice or your business tool bag, check out: The Coaching Super Summit. It is going to be in Baltimore and it will be life and business changing.

Moms, Summer, Kids and Business

What do all of those words have in common? For me it is a bit of chaos. I must be honest, I find Summer to be a difficult time to maintain, let alone build a business. I find myself juggling meetings and running kids to camp. I find the mind shifts getting harder and harder to make. Maybe its an age thing, I don't know, but I know from September to May, I feel much more present in all of my worlds than I do during the Summer. I might be the only one experiencing this, but if not take heart, you are not alone.

So what can be done. Well as you know hind sight is 20/20. As I reflect on my year and start to plan next year I have developed an outline of a plan. For me I will need to focus generating the bulk of my revenue from Mid-September to May. I will plan events and trainings during those times. I will schedule R&D (Research and Development) of new products and trainings during the Summer. I can do that on vacation or during those moments when I am waiting to pick up or drop off. I will plan limited meeting for the Summer and know that I am set.

I don't mind the pain I feel now knowing I have a plan for next year. You see I have chosen to learn my lessons and to hopefully not repeat history.

It pays to know your customers

I just finished working with a client who owns a small fireworks tent business. He is basically in business two weeks a year and some planning the rest of the year.

One of the things he does is ask people to sign his mailing list. In the town he is set up in that is a daunting task. People are very private and don't want to get on a list. He typically gets about 10 to 15 people per year to sign up. Each year he adds to his list and sends out a letter a few weeks before he sets up his tent. In his letter, he lets his customers know when he will be set up and makes a limited time offer. This year he sent out 22 letters. Of the 22 letters 2 were returned because of bad addresses. Of the 20 remaining, 11 were returned. That is an amazing statistic. What is more amazing is how excited the people where that he was coming back and how they looked forward to coming to his tent. They all made substantial purchases and felt welcomed.

The main comment my client heard was how nice it was that he personalized the letters. The key was the letter was short and sweet, one paragraph long. Then he hand wrote a note to each one, mentioning something he noticed about them. They knew he paid attention to them. One simple letter that probably took him an hour to write, generated lots of good will and revenue.

Yes Virginia There is a Santa Claus

Every now and then you need a bit of a lift, a pick me up. Yesterday was one of those days. I was checking my emails and my mentor sent me this link which he had on his web site: www.vicjohnson.com. He is a motivational guru. Anyway, if you ever have one of those days, open this link and enjoy and remember anything is possible. Link: Dream a big Dream.

To blog or not to blog . . .

That is the question? I say blog. I love to write and to pontificate. So what if no one is reading, it is still out in the universe.

For business, blogging is an opportunity to share insights, thoughts, concerns and latest tips and tricks to help your clients. It's all good stuff. I like to think of a blog as an online newsletter. It gives companies a way to stay current and relevant in a rapidly changing and disposable world. Here you can be up to date in seconds.

So I say go ahead, blog away.

Blogging as a Metaphor

I just found a cool blog and the blogger sent out a challenge as a group blogging challenge. How would you explain blogging to your mother? Specifically, as a business strategy. I found it because I was looking for cooking metaphors, so here is how I would explain it to my mom.

Mom, in business we have many tools we use to get the word out about our businesses. Traditionally, we use yellow page ads, networking, word of mouth and web sites to name a few. A new tool that I like to keep in my tool box of marketing strategies is a blog. Blogs are a way to stay relevant and current, to unleash my creativity and allow my web site to to be a place people come back to. It is my hope that if I blog often and well, people will long for the next edition and thus I will be in the "top of their minds" when they are in need of my services.

So for me a blog is a tool I use to help me get the word out. I like having lots of tools.

The Verdict Is In -- The Business Marketing Gym is a Success!

I have to admit I was nervous about today. When ever I launch a new program I have butterflies in my stomach. The good news is they were flying in formation. I was able to harness the energy.

After everyone was fed and formally introduced, we jumped right into the meeting. In no time the group was helping each other create customized "30-second commercials." It was amazing how quickly everyone bonded. Before the meeting was over two members found a way they could work together in a Joint Venture. In fact, it took a little creativity, because it was not obvious at first that they would make good joint venture partners, but once the match was made, I could see the wheels turning.

I find myself really looking forward to the next meeting.

Why You and Why Now?

Those are words that might strike fear in the heart of normal people. It doesn't have to though. If you take time to know what your fit is and what makes you different, then this will be just a normal every day conversation. Over the years I have done lots of research on this topic of "differentiation" and my favorite way to describe it is this way. There are three ways companies can differentiate themselves.

1. Cost - They are the cheapest in town (when you think low price I am sure a company pops into your mind immediately.
2. Technology - You can have cutting edge technology, the latest and greatest. Usually this is not low price. (Again, if you think about it you can come up with a company that is known for its technology savvy.)
3. Customer Intimacy - This is when you take the time to really service your customers, get to know them and stay in touch with them, even if they don't buy right away. (This is how a lot of the VIP programs were developed, to learn more about their customers so they can service them in a meaningful way.)

So the question is do you want to be known for low price, high tech/expensive or customer intimate/driven? Once you make that determination, then you can put your game plan together.

Are you fishing in the right hole?

I was reading a book on Rainmaking and the author suggests that sometimes being a Rainmaker is as simple as fishing where there are fish. He notes that people spend lots of money and time on the right fishing rod, bait and tackle. They work on their technique. They spend their day wondering why the fish aren't biting, only to realize there aren't any fish. Do we do that when we are out marketing and selling our wares?

Do we know our niche? Who are we selling to? Do we know where they hang out? Do they have the money to buy? Are we speaking their language? Do they understand our fit? After all what good is walking into an assisted living facility with play equipment for children. Are we networking at a Manufacturers Association when we need to be speaking to Human Resource Professionals.

Go where the fish are and then carry use the right bait.

Have you found your voice!

I had a delightful Mother's Day weekend which included a Family Movie Night. The movie we watched was Happy Feet. It was a delightful story and for me the take away was "Find your voice and be the best you you can be - In other words, Be Authentic." I have seen this lacking in the business world. Especially when it comes to Entrepreneurs who go from one project to another depending on which way the wind blows or where the money is. I have come to understand that it might make sense to slow down to speed up and find your self. Your True North as Covey says. Then, and only then, can you know what your fit is in the world. That will be the passion you bring to the marketplace. Then the money will flow and it will never feel like work for you will be honoring who you are.

Coming of Age

It sounds silly, I have been in business for over 14 years, yet this week I did something that was way out of my comfort zone and made me feel "grown up." I had a professional picture taken. It seems like a little thing, but for me it was huge. At first it felt somewhat self indulgent. Then I realized this is all about business. I teach my clients to put their best foot forward, after all you only get one chance to make a first impression. So I decided it was time to have my first impression a lasting one.

So take a look at your pictures, are they professional, are they outdated? If you answered yes, consider meeting with a photographer and getting it updated. And by the way, they can work miracles.

Press Releases

I am always looking for ways to help my clients. I recently stumbled across an online Press Release service that is easy to use and pretty affordable. It is PR.com. What is cool is about it is that you can create a press release and send it to a specific target audience. For example: I created one that I wanted to get out to the business community. I used the general category of Business. You get one category for free, so it was free. In one day it came up on a search engines! With just a little budget you can get more exposure. Check it out.

Drip, Drip, Drip . . .

Have you heard the term "Drip Marketing?" I intuitively knew what it was, but just learned the term. What it means is to continually keep a client or prospect taken care of by touching base with them on a regular basis. This is called "customer intimacy." I love the concept of creating a schedule of events that you implement on a monthly basis so that you can let your clients and top prospects know you are there. It is as simple as once a month sending items like a relevant article, a thank you card, a survey, a referral request/card or a holiday card. The key to making this work is a good contact management system so that you can automate the process. So don't forget to drip on your customers, or they won't grow with you!

Birth of a Gym

After some market research and some conversations with clients and friends, the Business Marketing Gym was born. What is the Business Marketing Gym? It is a mastermind group for business owners who want to build their businesses and create a lifestyle not a job. In the Business Marketing Gym there will be a training session and then there will be a mastermind session. During the mastermind session the group will problem solve and create together. It is very exciting. What is more exciting is that I get to work with the people I already love to work with and help build their businesses. I will partner with some of the brightest minds in the area to bring real value to the group. Stay tuned to hear more. And to check out more about the Business Marketing Gym got to www.businessmarketinggym.com.

Are you Referable?

As I help my clients with building not only a business development program (new revenue) but a retention program, I am struck by the concept "are you referable?" After all the best way to get new business is to work referrals, but that asks us to assume that we are worth referring. Is that always true?

I recently sat in on a meeting to help hire an administrator for our school. As the parents sat in a circle grilling (interviewing) the candidate, it became very clear that there was a clear sense of unhappiness amongst the ranks. I am relatively new to the school so I had not formed an official opinion one way or the other. My needs are being met. However, my kids are young, still in the pre-school and lower-school. Clearly it becomes more critical as they move their way up the school system. So I started to hear the rumblings of unsettled and unheard parents. What struck me came from a marketing standpoint. Retention was an issue. And clearly it was not being addressed to the satisfaction of the parents. So I asked myself the question, if we cannot retain our families, how are we going to get referrals.

Even in a school environment, customer service is critical. In fact, it is the most important thing. Yes, the kids getting a superior education is important. Yet if we don't treat the families being served by the school with respect (which include the parents and kids), the school cannot expect to grow.

This is a good lesson to learn as I help my commercial clients to take care of their customers before they are asking to be taken care of. When you do that, the business will come.

Sharing the Love - Love of Customers!!!

Have you ever thought of doing something special for your customers? After all it is Valentine's Day and we love our customers, right? So try something different to stand out from the crowd. Take your top 20% and send them chocolate and tell them how much you appreciate their business. If there is a gatekeeper you have been trying to get past, send her a stuffed bear holding a heart and say "I've been trying to win you over, Happy Valentine's Day." Use this time to think outside the box.

Tell me a story . . .

I just mentioned my 5-Minute Networking experience. While I was there one of the participants sat down in front of me and asked me to tell her a story of what I do. I was taken back. And then I realized how easy it was to give a testimonial through a story. In those 5-minutes I shared more and learned more with her just because we each told stories. We were both excited and proud to share our experiences. It felt more like I was talking to a friend.

The next time you are out at a networking event, try using a story to make your point. In fact, start collecting your stories now and have them ready to use when you need them. It works!

5-Minute Networking

I just experienced a new form of networking. Our local Chamber held it's first 5-Minute Networking event. There is a web site that explains more about it: http://www.5minutenetworking.com/. I was not sure what to expect at first. After all, what can you get done in 5 minutes. It's amazing how nice it is to have minutes to truly talk to someone and hear what they do and share what you do. It was a fun event, and beneficial.

When I think back on the Business After Hours, I realized you don't even get that much time and no one wants to hear your sales pitch then. Here we were in a focused meeting to just give our sales pitch and we had 5 minutes to do it. Brilliant. I cannot wait until the next one.

Goal Setting on Steroids

Ok, I know that sounds a bit crazy, and maybe it is. I am so excited that I wanted to share with you an article I found about a goal setting program that is so amazing I am convinced that I will hit new marks this year! I hope you enjoy it.

How to Set Personal Goals That Inspire You to Take Action
Remember when you thought you could do and be anything? The innocence of early childhood is perhaps the last time you were unencumbered by perceived limitations and labels. Personal goal setting was simple, and there was no doubt you could achieve anything.

When asked, “what do you want to be when you grow up?” you would have responded with whatever struck your fancy that day, whatever you were “in to.” You did not concern yourself with how you would do it, if you could do it, or if you should do it. Your dreams were based on what you wanted, pure and simple. You set personal goals based on wonder and curiosity, not practicality.

The dreams of childhood were big dreams. Travel into space, win a medal at the Olympics, become a rock star. Soon enough the dreams become modified to reflect what is practical and expected of us. This is precisely when most people start having trouble setting personal goals. The dreams are no longer larger than life, so why take steps to achieve them?

Big dreams inspire big action. When you set personal goals, they need to have huge payoffs for you in order for you to take consistent steps to achieving them. You need to feel excited – even giddy – at the prospect of seeing your dream come true.

When you aspire to something that is less than what you really want, procrastination sets in. With a big dream in your sights, procrastination is a lot less likely to occur. You may have heard of making a “life list” of places you would like to see, things you would like to try, and dreams you would like to see realized. Instead of making a list of goals based on what you think is attainable or would fit into your life, start your personal goal setting with a life list of the big stuff that really gets you going.

Here again, draw on the feelings of childhood for inspiration as you set personal goals. Remember the annual letter to Santa Claus? Even if you did not celebrate Christmas, you can imagine the wish lists sent to the North Pole were not full of realistic, practical requests. They included the biggest, best gifts a child could think of, because there was always the possibility that Santa would bring you exactly what you wanted.

Dreaming big has the added benefit of inspiring others to come to your aid in your pursuit of the goal. If your personal goal setting is limited, or “small,” why would anyone want to help you achieve them? People want to be part of something special. Big goals motivate friends, family, and even complete strangersto help you reach them.

When you set personal goals, go back to those childhood aspirations. Sure, you may not want to be an astronaut anymore, but the old dreams can spark new life goals. Perhaps you would like to go to a grown-up space camp or become an amateur astronomer. Whatever goal you set, make it big. As the ancien temperor Marcus Aurelius said, “Dream big dreams; only big dreams have the power to move men’s souls.”
Copyright © 2006 Vic Johnson

Vic Johnson is a popular motivational speaker, author and Internet Infopreneur who has created some of the most visited personal development sites on the Web. To learn more about the power of big dreams in goal setting, download a free copy of 13 Secrets of World-Class Goal Achievers

A Time of Renewal

I have been so busy in the last month that I have not updated my blog. In fact, I was so busy, I didn't even remember I had a blog. So today I took a deep breath and decided it was time to reflect and regroup. Here I am at the computer, just me and my thoughts. As I look back on 2006 and look forward to 2007, I am amazed at what a difference a year can make. I think everyone should take a few minutes to review and refocus. It is a time of reflection, a time to purge and time to cleanse. As it relates to business, it is a time to set goals, eliminate distractions and to slow down to "smell the roses" while you plan the year.

With planning in mind, I recommend developing a plan that looks out and then focuses in. For example:
How much money do you want to make in 2007?
How many sales a year will that be?
How much is each average sale?
How many people do you need to see and how many will you close?
How much vacation do you want?
When you obtain that goal, what will be your reward?
How will you reward yourself along the way?
How will you know when you are successful?
What is success to you?

These are just some of the questions I ask myself as I develop my annual plan. Good luck, and I will look forward to great new things for all of us!

To Blog or Not to Blog . . .

I have just stumbled across several articles about why businesses should add blogging to their marketing activities. I do it because I just love to blog. It gives me an outlet for my creative side and a chance to stand on a soapbox or two. Yet, according to these articles there is a practical side, one that will enhance the bottom line. Blogging will drive traffic to your site, be a revenue generating profit center and adds a human side to your site. I have to agree. As I blog and share my stories or those of my clients, I find that I process outloud (online), and I have revelations that I share with the world. Okay, only those few people who chance upon it. Now imagine promoting it and actually being proactive about your blog. Millions of people could be reading your posts. Pretty cool.

As a business owner and coach, I suggest to my clients to add a blog to their sites and use it as an online newsletter. A way to add fresh content to their web sites. Now I have proof and validation that I am right. Read the article for yourself. Cool Blog Article!

Showing Up Can Be Half the Battle

It's amazing the stories I hear about customer service, or the lack of it, from my clients. I am starting to believe that if you just show up you can get the job. The question is what do you have to do to keep the job. Well, I think good old fashioned work ethics and ingenuity will get you there.

1. Show Up
2. Be Fair and Honest
3. Do what you said you would do
4. And, follow-up.

Seems almost too simple, but if you do these simple things, you will have more business than you can handle.

Mom's and Business

I work with a lot of "momprenuers," and I love doing that. Not only can I help them with their businesses, but I understand their world. I just ran across a nice article that talks about how to juggle both and keep balance. Enjoy it if this is something you want to know more about. It's called: 10 Tips for Balancing Work and Motherhood.

How can you qualify a prospect on the web?

Have you ever wondered if someone who clicks on your website is really serious about your product or service? I have! Then I ran across an awesome tool that I added to my website, an assessment. It is there to help me generate leads and qualify suspects from prospects. I just set it up today, and I already see what a valuable tool this might be. I think with a little time and tweaking, you can create really good assessments that will allow you to pre-qualify clients that are a good fit, and one's that are not. Check out my assessment (which only took me 5 minutes to create and 5 minutes to put on my website). Marketing Assessment

Entrepreneurial Mom's - A breed of their Own

I just read a great article about mom's who want to have it all and are finding ways of doing it. They create businesses so they can have the flexibility to raise a family, bring in an income and maintain their professional side of their lives. Clearly when women have children they don't stop being the individuals they were they just add a new role. Read this article to see how some are doing it. I find it fascinating and not surprising. After all I am one of them. Working Mom Shift

A Moment of Pause

Last month was a whirlwind. I really enjoyed what I was doing. As I sat down today to work on my business, I realized that I had billed 49 hours for just one client. I remember feeling tired, now I know why.

Today, I enjoyed writing press releases, working on business cards and doing some research. It was great. I had no appointments. I was on my schedule. For me it was a moment to recharge my batteries and re-group. I forget how important it was to do. I certainly suggest it to my clients, but you know how that goes.

Tomorrow, I am back to usual hectic schedule. I am ready and energized to face the day. I am grateful for my moment of pause.

Remember - It's not about you!

I was doing research for a client on customer service and came across a good web site that talked about the definition of customer service and the mindset you need to hold. I thought I would share it with you.

"Customer Service"
From Susan Ward,
Definition: Customer service is an organization's ability to supply their customers' wants and needs.

Customers and business managers alike like to talk about what good customer service is (and isn't), but I think this definition by ACA Group sums up what excellent customer service is beautifully: "excellent customer service (is) the ability of an organization to constantly and consistently exceed the customer's expectations."

Accepting this definition means expanding our thinking about customer service; if we're going to consistently exceed customers' expectations, we have to recognize that every aspect of our business has an impact on customer service, not just those aspects of our business that involve face-to-face customer contact.

Improving customer service involves making a commitment to learning what our customers' needs and wants are, and developing action plans that implement customer friendly processes.

So remember, you are not the customer. So if you want to provide "good customer service" why don't you find out what the customer wants.

Time Management . . . I think Not

Okay, I know I have probably been on this soap box before, but it's worth going there again. How can you manage time? The truth is there are only 24 hours in the day and you have to sleep and eat. So really, when all is said and done, the only thing you can do is manage behavior or the things you do with your time.

As I do research for my clients on marketing tools and resources they can use, I run across all kinds of articles on time management, and I become frustrated with the term. Call it what it is, Behavior Management! Now the question becomes what do you want as the outcome, and what behavior will help you attain that goal.

For example: If you want more clients and you set a goal of getting one new client in the next month, then you can say to yourself, "self, what do I have to do to get that new client?" Then you create the list and implement the plan. Yes, time is involved in so much as you have to schedule activities on a calendar and you have to coordinate schedules with other people. Other than that, you are managing the things you do. Once you do that, the time falls into place and the results are a given.

If you build it will they come?

Hmm, sounds like a great line for a movie. But does it work in the internet world. I have always been puzzled by billboards on the highway (not the super highway) that only have a web site address on it. My thought was why would someone go to the expense of creating a web site and then hosting and maintaining it, and then still have to put it on a billboard, yet another expense. Then I realized (yes, I can be a little slow in processing at times) that people need to know you are there to find the site. So again I ask, if you build it will they come? Or How do they know you are there? How can you get the word out so people will find your site? Visibility, key words, search engines? All this stuff makes marketing on the internet a whole new game. This is something I am working on with a colleague to really understand and then articulate to our local audience how this works. Right now, a lot of people think it's web magic. I know better, you have to know the secret password? Stay tuned to find out.

Back in the Saddle Again

Being a business owner is an awesome thing. For me it gives me the flexibility I need. For example, I am also a mom of two young boys (7 and 4) who are full of life and energy. The summer has been a challenge keeping up with my business and them. So I made a conscious decision not to load up during the summer and wait until they are back in school. What does this have to do with business. Well for me I would be just spinning my wheels trying to meet obligations I could not meet. So I needed to set realistic goals and sometimes adjust.

So today was their first day in school. They had a blast. And so did I. I had two great meetings, I worked on a project for a client, picked up items for a silent auction I am helping with and now I am taking care of some administrative stuff (kids are in bed). All in all it is a great day. Already my week is booked solid. For me when the day is done and I go to bed, I will know that my clients are being taken care of and my kids are well. It's good to be back in the saddle again, although I like to rest sometimes with my little guys.

Knowing When to Walk Away Can be The Best Thing You Can Do For Yourself

I recently parted ways with a client after realizing that the project we were working on was really not suited for my tempermant. It was a difficult decision, I really enjoyed the project. What I realized was the project was not a good fit for me. I am a big picture person and this was a project for a micro-manager. So even though the content was fun, the project became a burden. Now I am free to work on projects for my clients that use my talents where they are better suited. This was a valuable lesson.

So if you ever find yourself feeling uneasy about a project ask yourself:
Is this a good project for me?
Is this the best use of my talents?
Can I be more productive and fulfilled working on something else?

If the answer is yes then you might want to consider moving on. It can be the best decision you make for yourself or your business.

Accountability is a Good Thing

I had a great coaching call with a client the other day and he commented on how powerful the accountability was to him. He noted by just knowing he had to review his week with me, made him focus more on his business. Clearly the goals he set were his and not mine. Yet knowing that we would discuss where he is in the process and what challenges he is facing in getting there was critical to his success.

When Marketing a Service - You Are Marketing You

CJ Hayden asks in this article, are you lost in your marketing material? Or can you be found in your marketing material? What she means is when you market a service, people are buying you and a relationship with you. Take a look at the article and then your marketing material and see if your message is clear and if people have the ability to get to know you and develop a relationship with you. Here is the article: What You are Marketing is Yourself

Do you have a niche?

I just got off a great coaching call with an expert marketer. She contends that the reason most people are finding it difficult to take their business to the next level is because they do not have a well defined niche. For example, saying that you work with parents is a niche, but way to broad. Now lets say you work with parents of children with ADD. Now that is a specific target audience. She gave the following formula:

Target Audience + Problem/specialty = Niche

So take a look at what you do and ask yourself, am I working in a specific enough niche?

Accountability is the Key

Today I held my first Get Clients Now! Seminar. I must say I was a bit nervous. I felt it went well, and I now have an even deeper belief in the process and the program. What struck me the most from the training was the effect the accountability sessions had on my attendees.

In 3-hours my attendees developed a well thought out marketing plan with daily actions steps they are going to utilize in the next 28 days. They really enjoyed the process and the plans they had developed. As we talked at the end of the session about what the next step was going to be, they were excited about the accountability sessions. That is where the rubber will hit the road.

I look forward to our weekly calls to hear their successes and to help work through any issues, concerns or challenges they maybe facing. This really is a great program.

Armed & Dangerous

I have been thinking about what I want to do for my clients and I realized that I want them to be armed and dangerous. That means successful, wildly successful. What am I talking about? Well, as I work with my clients and spend time listening to what they need, where they have been, what they have done, and where they want to go, it is my hope to help them develop a plan to succeed. The plan will be useful and spelled out so they can walk into their office on any given day and know what needs to be done and how. Why is this important? Having a plan is critical to the success of any business. If you don't have a plan, you don't have a business. You have a series of activities that generate money (if you are lucky). But not a business that is viable and sustainable.

So the plan is the key, and then clear action steps around the plan is what makes you armed and dangerous. Imagine getting directions on Mapquest, but they forget to tell you what roads to take. They just say, turn left and then right and then left and in five minutes you will be there. Not much help, right. The action steps are the actual directions to get you there faster and in one piece.

I have pants on now!!!

It's official, my web site is up. Here it is: www.liaallen.com. The team I worked with was terrific. They made it so easy. Not only did they educate me along the way, they did not make me feel stupid in the process. John, the owner of Flash Avenue, says going to business with out a web site is like going to work without your pants on. Well, I love my pants.

It's all about the plan . . .

And of course working the plan. Today I was able to check of lots of stuff on my list even though I only had 4 hours to work. It was great. I networked, had lunch with a person from my center of influence, asked for referrals, set appointments and got referrals. This was not an accident. It happened because I laid out the plan and then I worked the plan. I also missed a few things on my list, but that's ok. Tomorrow is another day. The key is to have the plan and then work it.

The birth of a logo . . .

Thanks to my friends at www.flashavenue.com I have a logo. Did I mention it was really hard to pick a logo. Yes, first we talked about who and what my organization is about and then we talked about the image I was hoping to portray. Next they went to the drawing board and sent me over 15 logos to choose from. I loved them all. So what was I to do? What else can any savvy business women do when perplexed with a major decision. I polled the key people in my life. I asked clients and peers. And here is what we chose. Thank you Flash.

It's Win-Win-Win

I love when a plan comes together. It's amazing what happens when you make one phone call and just ask for something you want (sale or donation). In my efforts to help an organization with an event they are planning, I asked the owner of a radio station if she would be willing to be a sponsor. After a brief conversation it was a done deal. The event is a fund raiser for an organization that works with young girls and helps them make good choices. So the beauty of this 10 minute conversation was the radio station was thrilled at the deal they are getting, the organization is getting an excellent sponsor that will give them tons of exposure and a non-profit agency is going to benefit from all of this. And that is just the beginning. It really is going to be win-win-win-win, etc.

All Roads Lead to Follow Up

I had a great session with my coach/trainer the other day. And I heard something that I have heard before, but it really struck me this time. She said "all roads lead to follow-up."

We were discussing what areas of the business people get stuck in. For some it might be filling the pipeline, getting presentations, closing the sale and of course follow-up. But she pointed out that when it come right down to it, what you are doing to follow-up is the key.

Today I sat with a client discussing his issues and it did not take long to realize that he already had great potential (pipeline). We talked about who he knows, and within no time his circle of influence was expanding. The key was informing those in his circle of influence what he was doing. That is the follow-up piece. Now he has to decide how he wants to do that.

It Takes A Village . . .

To Raise an Entreprenuer!!!

Okay, some of you are probably going what are you talking about? Well I believe that entrepreneurs are rare breeds. They tend to be idea people, they are creative, bold and energized. However, they are not always great as sticking with things once it is started. Because of how they are wired, they tend to move on to the next challenge. What I have seen happen next is a wake of frustrated people floating behind and a clueless entrepreneur on to their next challenge. What I recommend to my entrepreneurial clients is to find a team of people that can help them be more effective.

The first step is determine what the entrepreneur is good at doing. Then determine what key areas of management or processes are missing. Then fill in the blanks with competent people. Now I am not necessarily saying hiring a bunch of employees. It might mean outsourcing key areas. For example: If you create products for the internet and sell them on the web you are called a "Infopreneuer." There are lots of steps to creating a product that can be sold. Some of those steps can be outsourced like a fulfillment company can copy the CDs and Documentation and mail it. A Virtual Assistant can type up the documents or manage the customer service aspect. You might also hire someone just to market the product. This frees up the entrepreneur to use their creative talents to make money.

Logistically this can all be managed from a home office. Pretty amazing how, if you create a village (global village), you can create an amazing business and have the life you always dreamed of having.

Marketing Step 1 - Feels like a mile

But each time you move you are that much closer. There are times when it seems almost impossible to reach who you want to reach. Sometimes you are not even sure who you should reach. That's okay. The trick is to keep moving forward. It might be a baby step, but a baby step is better than not moving at all. What I mean is some people get stuck getting ready to get ready and never get anywhere. Don't get stuck. Make one call. Send out one email. Write an article. Start a blog. Post a message on a board. Do something. As you make this a habit, you will be surprised to see how much you start to get done.

It all starts with a plan . . .

Well really it starts with a goal and then a plan to reach the goal. Goal setting is so important there are web sites devoted to it. I found one that is pretty good. I wanted to share it with you. Enjoy Goals-2-Go.

It's Official . . .

It's official, I just signed up to be a licensed facilitator for CJ Hayden's Get Client's Now!(tm) Marketing Program. With this program I will be able to help my clients develop a plan for marketing including identifying who they should market to, how to reach them and then a daily strategy to get them. It's simple and easy to use and does not require marketing knowledge from my clients. The best part, no matter how busy my clients get, they can do a few things each day to keep their funnel full.

Thoughts to Live By

“There are two kinds of people: those who don’t do what they want to do, so they write down in a diary about what they haven’t done, and those who haven’t time to write about it because they’re out doing it.”
Richard Flournoy and Lewis R. Foster

“If you have something to do that is worthwhile doing, don’t talk about it . . . do it.”
George W. Biount

Is it May already?????

As I went about my business today, I suddenly realized that a quarter of the year is gone. Yes, a whole Quarter is behind us!!! To some that can be a scary thing or it can be a good thing. This is a good time to ask yourself, "Am I where I need to be to get to where I projected I would at the end of the year?" If the answer is no, now is the time to get serious. Look at your plan (if you have one) and see what worked? What didn't? What should I be doing differently? Don't wait till November when there is no time to adjust. It's time to look at the plan and if you don't have a plan it's time to write the plan. Good luck.

Who was that masked man?

Have you ever watched a commercial and it was so entertaining you couldn't wait to tell a friend about it. Usually they are very funny and sometimes they are very serious. What I find most striking about them is, they spend so much time trying to make the commercial entertaining, they forget to market the product. My mother was carrying on about a commercial with an Elephant. She asked "did you see it?" I said, "No, at least I don't think so. What was it for?" She and my father talked for quite sometime and never remembered the product. Hmm, so who was that masked man anyway? So remember, it's nice to entertain, but don't forget, it's about the product!!!!

Sales Vs. Marketing

Over time I have had discussions with clients about the difference between sales and marketing. In my Sandler Training I came across a great paper that describes it. In essence: "Marketing is the role of identifying groups of people or companies that may fit your product or service before the person-to-person contact is made. Selling is the effort applied to those "possible fits" initiated by person-to-person contact. So you need a plan for both. First, you need a marketing plan that defines who you are, what you do, who needs it and why. Then you need to go and get them.

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.

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.

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....

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.

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.

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.

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.

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.

If you look, smell and sound like a Dog then . . .

You are probably wondering what this has to do with sales. It might be a stretch, but here’s what I was thinking: Communication Pie. I know quite a few people who utilize the internet for sales. In essence, they may have very little contact with the public or their prospects. So the words they use (7%) of the communication pie is critical. In fact, it is everything. What you say, the tone in the words and how you lay them out will make the difference between you and another company. I believe that even on the internet people can tell the difference between an “amateur” salesperson and a sales professional. So be careful – whether it’s your web site or a follow-up email, use the system.

Third Party Stories - A Great Tool

I think third party stories are an under utilized tool. It allows you to brag about your self or share some concerns you might need to share. For example: When some ask you "Why should I buy from you?" Of course you go negative and use the usual softening statements and then you can share stories why some of your clients have bought from you. You can use a statement like: Hmm, that's a great question, I hear that a lot. I don't know that you should buy from me. I won't know that until we have a conversation. I can tell you what my clients have told me. Some of my clients say after working with me they no longer accept "I need to think it over" and they have gotten out of the proposal writing business or you can give a specific example of a success story and then say, "I don't know if that is something you were looking for."

Try to think of these stories ahead of time, even right them down and practice them so you are ready. You never know when you will have an opportunity to share a story.

Coaching is not a Fad anymore . . .

The results are in and the news is as I thought it would be. In a recent study conducted by Best Practices, LLC they noted that ongoing and incremental training/coaching is now the norm. They studied 36 companies across multiple industries including Fortune 500 companies. In those companies up to 90% of the companies utilitized ongoing coaching and training. They also noted that up to 75% of those surveyed utilized an outside vendor to provide the sales training/coaching support. This was not new to me. This is our philosophy. I often hear, "But our industry is so different." The truth is sales is sales. Sure there are nuances that need to be dealt with but when it is all said and done, we are selling a service, product or concept. It is always good to see that companies are seeing the value to what we have been doing all along.

The Sales Roller Coaster . . . Weeeeeee

Even the best sales professionals experience the sales roller coaster. Sometimes you get them and sometimes you don't. The question is are you enjoying the ride? And are the highs as high and lows as low.

I was thinking about this today as I looked over my week and the various activities I was involved in and the outcomes of some of those activities. What keeps you from becoming overwhelmed with the ride? For me, as I reflected back on this, it is the focus I have on my goal - my BHAG (Big Hairy Audacious Goal). When I am cresting the top of the hill and know it's about to drop, I remember where I am heading. Then I continue to behave, stay true to the plan and move on.

However, during those times when you feel like you are on a roller coaster, it might be wise to revisit the plan. Make some adjustments and look at the cookbook to see if the recipe is working. Maybe something you thought made sense, doesn't anymore. Find something else. When you stay focused on the goal, everything is just a hill not a mountain because you are looking out and not down.

Good To Great is for Individuals Too

Recently I was talking with several people about the book Good To Great. It really is a powerful book with some great concepts. In particular, the flywheel concept really has been resonating with me. Basically, in the book Jim Collins says a lot of companies give up just before all their hard work was about the pay off. Just like a flywheel the hardest part is getting the momentum started, all the effort is on the bottom, pushing up. But once it gets going it takes on a life of it's own, and starts moving almost effortlessly. Today, I realized that is true with our individual sales efforts.

For me I have been working for a year at various networking organization, sitting on committees, helping out at school and behaving consistently. There have been times when I wondered it is worth it? Are my efforts going to pay off? I can safely say that a year later, the consistent behaving at all of my chosen "cookbook" sources of potential prospects, is paying off. (Wow that was a mouthful.) The truth is that I am having fun, making friends as well as contacts and building relationships.

So don't give up. Take a look at your plan. Make sure you are at the right places. Make sure you are there consistently and be involved in what ever you choose. It is not enough to just show up, get on a committee. And then over time you too will reap the benefits of working a plan. And I too believe you will have fun doing it.

Customer "Rage"

I am not making this stuff up. It's out there. In a recent article named 'Customer Rage' Is on the Rise, customers are no longer accepting poor service. The article states "According to a Customer Rage Survey released today, 15% of shoppers surveyed who received unsatisfactory service actually sought revenge for their suffering." I found that statistic to be staggering. Read the article for yourself. It pays to be nice, or it may pay to hire security.

Seriously, most people who experience poor customer service will leave for another provider. They will leave quitely, at first. Then they will tell anyone who will listen how bad it was. Sales does not end with the sale. Take care of the customer, during and after the sale.

Nuggets from the Room

It was week one again and that means a whole new mix of people. As always, great lessons. Today I heard two things, one new and one not so new but the both hit home.

"Pain and suffering are inevitable, misery is an option."

"Manager the behavior, not the personalities."

I hope you enjoy them too.

The story continues - UFC with Vendors

On October 10^th, I wrote about an experience utilizing UFC (Up Front Contracts) with a vendor. I am here to tell you that it not only worked, but it was win-win. He came for his appointment, he was done in 30-minutes as I requested, and I had a quote that was within the budget we had set aside. There were no games or misunderstandings. The best part is my son will have brand new windows within 6 weeks. That was the goal. The goal was not to have the sales person move in until a decision was made.

This was my fear after talking to my neighbor who had a window company come in and literally stay 8 hours until he was kicked out of their home. The worst part was the quote he gave was so high they could have bought another home for what he wanted to replace their windows. He did not get the business. Now the man who helped me will be meeting them to investigate the same project, and I am confident he will get the business. Why? Because, he is a professional.

Ah Ha Moments from The Millionaire Mind

Today Ed presented the Millionaire Mind. As always, it was terrific. For me it was bittersweet. I learned that for the most part I am doing a lot of the things that were talked about. I am also working on improving the right areas. My ah ha moment came when we talked about scripting and messages we have learned growing up. For me it was the phrase "You are not living up to your potential." And then I heard it again today. I guess I need to figure out what is holding me back so that I can live up to my potential. I also need to cover my belly while I am trying to do it because that can be a tough pill to swallow.

Macro or Micro

I heard a great quote today at a presentation: "Don't build me the clock, just tell me the time." It brought home the difference between "macro" people and "micro" people. While the amateur is trying to impress his prospect with all the bells and whistles of the clock, all his clients wants is the time. Zig Ziglar uses the example of a 1/2 inch drill bit. He notes that most people don't really want the drill bit, they just need a 1/2 inch hole.

Bonding & Rapport ?

When all else fails, Plan Z

I was all ready to head to my training today. I always feel great when I hear our clients share their stories of growth. Ed is an amazing trainer. As I slept last night and heard my poor little three year old wheezing and coughing, I knew it was not good on many levels. Today we are home, David is on steroids to get it under control and I am working from my home office. So the good news is that I can still work and I get to take care of my boy.

This is how life is in sales. You make appointments with clients and then for one reason or another they are cancelled. Sometimes you've traveled a long distance to get there only to find out that the person you were meeting with had a crisis and cannot meet. So what do you do? Plan Z. When that happens to me, I get on the phone and make calls, try to get something local if I can. Great time for walk-in cold calls. After all you are in the neighborhood. So never be dismayed. There is always a reason, and sometimes Plan Z was the right plan after all. In fact, I have had Plan Zs turn into major accounts.

Get a Mentor

I never realized just how powerful having a mentor can be. That is something I have done throughout my life. I have had a series of mentors to guide me throughout my life. They have taken different shapes and genders, but they have always been the one to push me, encourage me and nurture me. They always seemed to know what I needed.

I must admit I was having one of those days. A bit discouraging in the sales arena. Something that I thought would happen this quarter is probably not going to happen until next year. It was no ones fault. It was one of the "Life Comes At You Fast" moments. I took a moment to share my concerns with a mentor.

Today I know why she's my mentor. Her response is okay, now what? She suggested to make a list of 10 things I am going to do now, specifically different from what I was doing. It took me right out of the pity party and on to a proactive mode. I went from victim to victor. I am reminded of what Ed says all the time which is that winners do what non-winners won't do. As a I winner, I will move on!

This stuff works when you're a customer too!!!

I just set up an UFC (Up Front Contract) with a vendor. This stuff is cool. We need some windows in my son's room and I have heard horror stories of the vendors who come in to your house and won't leave until they get an order. I determined before I made the call that I was not going to play by those rules. So when I made the call (after getting a reference - who says!), I asked some very targeted questions which helped layout the ground rules. I even told him why by utilizing the "horror story of my neighbor" to lay the ground work of what I did not want to happened.

In then end I have an appointment with a set time, I have established with the vendor what my decision making process is and that I have a budget. I also told him what I will not accept in the process based on my "biggest fear" and then we created an up front contract and what the call will look like. Now when the appointed time comes there should be no mystification, after all we all want the same thing (in different ways). I want a warm room with new windows and he wants to sell me windows. Now let's see what happens. To be continued . . .

On a personal note

Today I went through all my old files from my previous business. It was time to clean out storage space where it was stored and it ended up in my living space. As I went through each box representing 6 years of my business (life), I was amazed at how much I had grown over those years. I also saw the progress I had made, and I enjoyed the walk down memory lane. Yes, I felt some sadness, but only for a brief moment. I also know that is not who I am today.

For me I realized what I do now is what I am really passionate about. Helping people solve their problems, develop new and effective process in their world and create a financially rewarding future is the most amazing thing. I think that is why looking through all those memories was not as painful as I expected, because I was ready and I had moved on to where I am supposed to be. Pretty awesome.

If you don’t take care of your customer’s . . .

Someone else will. Dianna Booher, President of Booher Consultants, defines customer services as: "Good customer service is no longer enough. It has to be superior, WOW, unexpected service. In a nutshell, it means doing what you say you will, when you say you will, how you say you will, at the price you promised-plus a little extra tossed in to say I appreciate your business."

Ed in our last class gave a tool to do just that, take care of your customers. It’s like a maintenance check with a call for action at the end. Here are the five steps:

• Appreciate: Call them and let them know how much you really appreciate them and their business.
• Changed: Ask them if anything has changed in their business lately. It might turn out that things have and you have something you can offer them or you can refer them to someone who can help them.
• How are we doing?: Yes, ask them. And then really listen and want to know. Now is the time to deal with any issues. If you ask you are a hero. If you don’t and there’s a problem, they will go away and you won’t know why, but chances are lots of other people will.
• If you were me, what would you do to improve the process/service/product? This is powerful. Give you clients a chance to be CEO for a minute and give you their feedback on what you can do better. Or what you should stop doing.
• Introduction: At this point you can see if there is anyone they would feel comfortable introducing you to.

By the time you have gotten to the last step, you have become a trusted advisor and they will be thinking of someone they can call on your behalf. It is important to do this all the time. This is part of the sales process and it will allow you to go back and re-sell over and over again.

"Successful people ask better questions and, as a result, get better answers."

Tony Robbins

The Sales Funnel

I have been doing some study on the sales funnel, what it is, what to do with it and why it is important. Since I am a high Visual I needed a spiffy graphic to help me understand it. Here is one I found that really describes it in simplistic terms.

What became apparent to me is that you need to first identify who fits into section "C" or what is your niche and who is your target audience. Then you need to find them for section "B" and make them aware of your product or service. You will then need to facitilate a process to allow them to be in a position to buy it from you "A."

On a tape that I have been listening to it even suggests that you attach a dollar value to each of the potential customer so that you can track the potential dollars you can earn. When you don't get the sale, you can see what that might have cost you. The goal is to then debrief and see why it didn't happen and then determine what each transaction cost you. The best part is you can really learn from this and create strategies for the future on how you handle future opportunities.

Be there or Be Square

I have to tell you that when my alarm clock went off at 5:30 this morning I was not jumping for joy to get up to get to an early morning networking event. I actually thought, well it wouldn't be so bad if I missed this one, I'll just go to the next one. Then I heard the responsible adult say, get up and make it happen. So out of bed and out the door I went. I took the kids to the before school program (which they love-helps with the guilt) and got to the meeting. This was an interesting exercise in itself since there is a huge convention at the convention center and all the gates were closed to get in and the room was not set up for anyone to easily find the meeting. Finally, I arrived and was able to sit down and enjoy my meal and some great conversation.

The presentation was terrific. Actually, it was alarmingly short which allowed for a great interaction with the group and some really deep conversations. I felt really good about some the feedback I was able to contribute and the contacts I made there. Overall it was a great event.

So what's my point? At any time in the process I could have bailed on going to this event. I could have let being tired keep me from being there. I could have been frustrated with getting into the facility be enough to send me back to the office. I persevered and kept my focus on the goal which was the consistent behavior of being out there to capture opportunities. The good news is that this was a fruitful event that will lead to a qualified future. All in all a successful event.

Nuggets from the Room

It was a great class on Tuesday. It usually is, but the energy this week seemed to be pretty amazing. Some great stuff was said that really stuck with me. I am sure I heard some of it before, but it really hit home this time.

• You can't manage time, you manage behavior. Basically, we all have the same amount of hours in a day, so what we do in the hours is what matters.
• Presidents Club and Quick Start was likened to the need to consistently sharpen a knife after some use because it gets dull. So for those of us in the trenches, selling and/or allowing our customer's to buy from us, we need to be in the room on a regular basis to make sure we don't get rusty, dull and loose our skills. That is when we hone them.

Good stuff. Sometimes I have to pinch myself, because I love what I do so much.

Focus Grasshopper

You are probably wondering what happened to the posts. It has been a month since the last post. Well, for me life kind of got in the way, and I am just now getting back into my grove. I had a death in the family, there was a week of vacation and the back to school dance which now translates into the more time for Lia shuffle. So now that I have a handle on my schedule, and I've sorted through the last month, what is next?

The Power of Focus!!! I am creating a plan with behaviors that will generate quantifiable results. The plan is well rounded to include both cold and warm activities as it relates to prospecting as well as the activities of nurturing current clients. I am sharpening my saw with new tools that will help me help my clients and grow as a professional. All in all it is a great time.

Although the last month was a bit hectic and more like a roller coaster ride, it was a time for growth and great insight which will lead to giving me the ability to go from good to great.

Sharpening the Saw

One of the things that I do to Sharpen My Saw is to participate in Toastmasters. It serves many purposes. My main goal is to develop my speaking skills so that I will be prepared to train for Ed when the time comes. It also helps me develop meeting planning and implementation skills as well as leadership skills. This year I have been fortunate to be elected President of the Club. The most important piece has been my ability to think on my feet. Something that is critical in my line of work.

Last night was the Humorous Speech Contest and the Table Topics Contest. Table Topics is an opportunity to give a 2 minute impromptu speech about what ever the person wants you to speak on. They escort the contestants out of the room and each one is brought back in to answer the same question. The one who most effectively answers it is the winner and goes on to the next level. Sounds easy, right. After all it is a Humorous Speech contest, how hard can the Table Topic be. That's what I thought. Imagine my surprise when Ash presented me with the following table topic "You come face to face with a Suicide Bomber, what do you do or say to him."

Don't ask me what I said, it's all a blur. I know I breathed a lot, like Ed taught us. Before the night was over, I was surprised to find that I had won that portion of the event. I am always looking for ways to keep sharp and stay on top of my game. Who know when I might have to answer that question again, hopefully never.

Farmer's Need Hunters

The results are in regarding hiring the right person. As you may know, there are farmers (generally people who service their customers) and hunters (people who bring in new accounts - sometimes called rainmakers). For me the ideal candidate is a hunter who knows how to farm (cultivate). Afterall what is a farm without rain, barren. I just saw some statistics that were eye opening based on companies that use assessments. See for yourself.

In a recent analysis of the last 5000 sales candidates assessed, the data showed that 24%, 1 out of every four candidates, could not, do not, and will not prospect for new business. How would you like to hire one of them? Oh, you already did?

The same data showed that 45%, nearly 1 out of every 2 candidates could not, do not and will not close. I'm certain that you've hired some of them. In reality, 92% of all candidates will have fewer than 23% of the attributes in the closer skill set and 36% of all candidates will have fewer than 53% of the attributes of the hunter skill set.

What does this mean?If you don't use a pre-employment assessment, that can identify the small percentage of candidates who will close and the small percentage of candidates who will hunt, your chances of hiring a winner are quite slim.

Source: http://www.objectivemanagement.com/

So when I look at sales people I look for someone who can hunt and also has the ability to farm. What does this do? Well they will find and close, and then they will service the heck out of them. After that they will reap the benefits of the seeds they have sown by way of referrals. Sounds good to me.

The Results Are In

I didn't set my goals high enough. I am learning our new Sales Accountability Software by utilizing it myself. As part of the program, you set activity goals for your self. Except for a few I exceeded my expectations. That does not mean that I am that good, by no stretch of the imagination. What it means is that I need to reach higher, stretch. I also might need to better understand the goals that I am setting to see if I really am being realistic. To make my point here is my week.

Activity	Goal	Mon	Tue	Wed	Thu	Fri	Sat	Total	Percent
Cold Phone Calls	15	17	0	5	0	0	0	22	146%
Follow Up Phone Calls	15	2	0	11	1	2	0	16	106%
Conversations with Decision Makers	5	7	0	3	0	1	0	11	220%
Appointments Set	2	1	0	2	0	0	0	3	150%
Referrals Asked For	3	0	1	0	0	2	0	3	100%
Networking Events	2	0	1	0	1	1	0	3	150%
Client Calls	2	1	0	0	0	0	0	1	50%
Client Notes Sent	3	0	0	2	1	0	0	3	100%
Prospects Disqualified/Closed Files	5	1	0	0	0	0	0	1	20%

When I really look at this I realize that when I was filling in Cold Calls some might have actually been warm calls. So I need to be careful that I am really understanding what my standards are so that when I fill it in that it is accurate so Ed and I can use this as a tool for me to grow.

This is way too cool.

Sales Accountability - What's That???

Picture managing a sales force with targets they are supposed to reach and behaviors they are supposed to perform. At the end of the week they don't seem to be bringing in the results. So what's the problem? Now picture a sales person who is surpassing all their goals. Hmm. What's going on? Now you can know! And now there is a tool to help you manage the sales people who are not performing to their potential and learn from the ones who are exceeding your expectations.

Sales Accountability is a program that you can use online to manage your team. Each team member creates a profile with realistic goals and objectives. Then on a daily basis they quickly update it, online, no matter where they are. Then at a quick glance they can see how they are doing. No surprises at the end of the month or quarter.

When you have a team member who is struggling you can coach them on their behaviors and what they are doing and help them discover what they could be doing differently to get better results. Check out the web site and let us know if you want to try it out. We can set you with a demo to see this tool.

I have been using it and I can tell you it is eye opening. No more head in the sand and sad sob stories of why things aren't happening. Now I can focus my attention and work on what I need to in order to get the job done. Wow, for me it is awesome. I love what we do.

Dog Days of Summer

It is interesting what you hear in the summer. Everyone I talk to says how they are so slow and can't get anyone on the phone to do business with. So what do they do, they stop behaving, after all what's the point. Right????

One thing I have learned over the years is not to let the outside conditions such as weather affect my game plan. As you develop your cook book and then your list of activities, it should be the same Spring, Summer, Winter or Fall. Sure you might need to adjust a little, for example, I find that it is hard to get a live person on Friday's in the Summer so I call on Thursday.

Sage advice I received when I first started in business was to create a marketing plan and market whether you are busy or slow and you will never be slow. It was so true. When I waited till I had time to market then I had lots of time. But if I built it into my plan, I was always busy. Same with sales. Always be behaving no matter what the weather.

Thinking For A Change

I just started a new book called "Thinking for A Change" by John C. Maxwell. One of my fellow Toastmaster's recommended it highly. Within the first 10 pages I can see why. In Chapter 1 - Understanding the Value of Good Thinking, Mr. Maxwell opens with the following quote from Benjamin Disraeli

"Nurture great thoughts, for you will never go higher than your thoughts."

Wow! That spoke volumes to me. We teach that through our I/R Theory and how you will only attain what you believe you are worthy of attaining. So in order to raise your "I" you must feed you mind with strong, positive and great thoughts. Read great books and spend time with great people. In a short time your "I" will grow.

Monday Monday

As I sat in my air conditioned office (thank goodness for air conditioning) I reviewed what I did last week. Then I set up my plan for the day. I only had 3.5 hours to work on my activities, and I wanted to get the most bang for my buck. At the end of my 3.5 hours I was not sure if I had done enough so I took a moment to reflect. What did I get done?

• I made 20 calls (cold and warm).
• I actually had four meaningful conversations that gave me two qualified "no's," one qualified future and an appointment.
• I wrote and mailed two letters to follow-up on networking meetings.
• I finalized a document I needed for Toastmasters and made copies.
• I organized my schedule for the week.
• I sent out several emails and printed some articles to read.
  

Although that might not seem like a lot to some, for me it was a huge accomplishment. What does this all represent? The continuation of my behavior that I defined in my cookbook last week. I am seeing that as I behave each day and do that consistently, I am seeing results. So I am thrilled for the day and my activities and see it as a step in my gradual and incremental growth. Have you looked at your daily activities lately?

Cook Book

I was meeting with Ed and getting some advice. I felt a bit confused on how to allocate my time. I have several things I am involved in as well as the work that I do. I am a Toastmaster and this year they elected me President of our Club. I am a member of Women's Network of York and I am serving on a committee to promote an event that is happening in October. I am involved in the Chamber's Partnership campaign. And I also need to fit in my behavior for Staub & Associates.

My dilemma is that I have about 10 hours a week to work at this point on pay-time activities. Ed noted that I was talking cook book. It's funny how I was talking cook book, some thing we teach and yet it did not seem that obvious to me. Then it hit me, I do it naturally without labeling it. So right now my recipe for success has to only include those things that will provide me with tangible results in a short time. Once I defined the results needed to be successful, it was easy for me to decide where to spend my time.

I love our system.

Does this "Sandler Stuff" work in a Commodity Business?

This was a question posed today in our training by someone who was relatively new to the program. In fact, today was week one. So what is the answer? Well, as always, the room came to the rescue with an answer. You know the best lessons come when the students become the teachers.

The example was given that in a commodity business such as buying a truck load of sunflower seeds the client does not always buy strictly on price. Sure that is a consideration. When all is said and done there are lots of things that go into the decision making process. Will the sunflower seeds be there when they said it would be? Will they be in good shape (wet or dry)? Will the process of ordering it and getting it delivered by an easy one? Will the terms be right?

The question then becomes, how do you let your prospects know all of this? By asking the right questions, and finding out what is important to them about their sunflower seeds and the process. How was it handled in the past? Do they currently get their deliveries on time from their current vendor? Are they happy with their current terms?

Sure you might still have to be part of a bid. And, if you do it right, you will develop the "trusted advisor" relationship with your prospects and clients so that the bid is a formality because of the bond you have developed. Why? Because they know you care. You not only asked but you listened and heard. So whether you are selling sunflower seeds or office equipment you still can have an edge over the other vendors who place their bids.