============================================================
Monday Morning Motivators – April 21, 2007
============================================================
Enjoy your java with an eclectic collection of tips and ideas to use today and to get energized for the week ahead. Subscribing and unsubscribing at www.mondaymorningmotivators.com
“A leader without a vision—a direction in which he or she wants to take the organization—is simply not a leader.”
--Bob Boylan
============================================================
Table of Contents
============================================================
1. Leadership – What Do We Stand For – Linda Fayerweather
2. Sales Tactics 101 – Part 1 - Rebecca Booth
3. The Law of Cause and Effect – Pat Altvater
4. Know Your Business – Paula Frazier
5. To Do This Week
6. Fine Print
============================================================
1. Leadership – What Do We Stand For ============================================================
This was “Walleye Weekend” in Maumee Ohio which means that everyone that loves to fish was milling around my neighborhood. As a watcher, I am always fascinated to see the fishermen standing in very precise order. Each is an arm’s length apart, on the edge of the deep water AND they are quiet. They represent a perfect example of a shared vision, position and mission. That is what companies hope to achieve when each team member knows without a doubt where to stand, how to perform and what the ultimate results will be. For the fishermen it was 4 walleye caught with a hook through the lip between dawn and dusk.
To help identify what your company stands for, you may need to drag out some of the documents you created when you started your business or from that last strategic planning retreat. Don’t have those? Take heart, and create them now. Here is a starting point.
1. Draw your Vision – where you want to be in 3, 5 or 10 years? What will the revenue look like? What will the sales be? Who will be the staff?
2. Commit to your Position – where you are now – your values, principals, strongly held beliefs, those values that are the bedrock of your business.
3. Verbalize your Mission or Credo – the short sentence of what your firm does that is repeatable and believable by all, even the night janitor.
When everyone can verbalize your credo, you are ready to go fishing!
Copyright 2008 Linda Fayerweather
“Hey, I know that fishermen are women, too!”
Changing Lanes LLC
www.ChangingLanes.biz
============================================================
2. Sales Tactics 101 – Part 1
============================================================
When you’re ready to close that next sale, remember that it’s not what you said that matters but HOW you delivered what you were saying. Selling is a lot like acting. The right delivery can elicit magic. Botched pacing, incorrect inflections and low energy can turn a potential 6-figure Box Office sale into a DVD dud. Here are a few tips I found in a recent Selling Power magazine that should help you work some magic:
* Match the customer’s voice. Studies have shown that we trust people who sound like us. If your prospect is speaking slowly, slow your own gait down. With a fast talker, pick up the pace. Also pay attention to volume.
* Be positive. Don’t get defensive if your customer is short with you. Respond with positive energy. If they say they’re too busy, respond with “Great! Busy people are our best customers because we save them so much time!”
* Be Empathetic. When prospects hesitate, it’s often out of fear. In this case, let them take center stage and ask questions. After listening, use phrases like “I understand how you feel…” or “We’ve all been disappointed at some time, haven’t we?”
*Avoid canned speeches. The worst thing you can do is to sound like a robot. Switch the information up and have a little fun with it. After all, you’re selling yourself as much as you’re selling the product. People buy from people they know and trust. Be likable.
If you’d like more information on this topic, check out Scales Scripts That Close Every Deal: 420 Tested Responses to 30 or the Most Difficult Customer Objections by Gerhard Gschwandtner.
Copyright 2008 Rebecca Booth
Marketing Goddess
Imagine That!
419-855-3399
www.rebeccaboothmarketinggoddess.com
===========================================================
3. The Law of Cause and Effect
============================================================
This is the third in a 7 part series based on Deepak Chopra’s book The Seven Spiritual Laws of Success.
I’m sure you’ve heard the famous saying “What you sow is what you reap.” That’s cause and effect, which also implies that everything happens for a reason.
You are where you are because of your choices and your decisions over the previous months and years. These choices, whether conscious or unconscious, have resulted in the circumstance of your life at this moment.
To incorporate this law into your life:
Pay attention to your choices and make only conscious decisions. I teach the individuals I coach that an important key ingredient to successfully achieving any goal is to become mindful of every choice being made along the way.
Chopra says to ask two questions:
* “What are the consequences of this choice that I’m making?
* “Will this choice that I’m making now bring happiness to me and to those around me?”
Once you’ve asked the questions, listen to your body signals to get your answer and then make your decision.
Practice being mindful about every choice you are making today and see what a difference it makes in the quality of your future!
Pat Altvater
Journey to WOW – Choose Success NOW™ coach
Certified Law of Attraction Practitioner
www.transformationsinstitute.com
===========================================================
4. Know Your Business
===========================================================
I recently had the privilege of experiencing a lively presentation offered by Bryan Flanagan. He started his career with IBM as a delivery man and ultimately became a sales instructor at IBM’s national training center. He told us that selling is a communication process, not an event.
One huge “A-Ha” that I took away that day had to do with the 4 Growth Stages. It doesn’t sound fun or profound. Right? Wrong! Think about it. Your depth of knowledge regarding your products, services and industry definitely affects your ability to market and sell.
Let’s take a look at the 4 Stages of Development. Don’t worry! I’ll break the big words down into little words (mostly for my benefit):
1. Unconsciously Incompetent – You don’t know what you don’t know. You’re probably new to your business and trying to figure out how to get started. As you begin to research your company and industry you officially move on to Stage 2.
2. Consciously Incompetent – You know that you don’t know all you need to know to capably market and sell your products/services. This is where many folks get frustrated and lose motivation. You’ll advance in the process by immersing yourself in all the information and support available to you regarding your profession.
3. Consciously Competent – You know what you know and you’re ready to go. Get out there! You will experience failure and success. At this point you will learn what does (and does not) work for you. As your victories outweigh your catastrophes, you’ll proceed to Stage 4.
4. Unconsciously Competent – You’ve become skillfully proficient because you’ve PRACTICED. At times you won’t even realize just how great you are. It’s natural and believable because you know your business!
Your (educated) referral sources can connect you to all of the qualified prospects you need to build your business. It’s important to understand that your ability to convert those contacts into clients will be affected by your ability to demonstrate your industry know-how.
How well do you know your business/industry?
How well do you demonstrate your competency to your prospects/clients?
What are you currently doing to further your personal/business development?
Paula Frazier is an Executive Director for BNI and part of a select team of Master Trainers for Referral Institute. Paula’s business networking articles have been published nationally. She is also acknowledged in the New York Times best seller, Truth or Delusion – Busting Networkings Biggest Myths. To learn more about marketing your business by referral visit http://www.referralinstitute-va.com or http://www.bniswva.com
===========================================================
5. To Do This Week
===========================================================
List the three values your business will not budge.
1.__________________________________________________________
2.__________________________________________________________
3.__________________________________________________________
Monday, April 21, 2008
Monday, April 14, 2008
Leadership - Surveys - Giving - Systems
============================================================
Monday Morning Motivators – April 14, 2007
============================================================
Enjoy your java with an eclectic collection of tips and ideas to use today and to get energized for the week ahead. Subscribing and unsubscribing at www.mondaymorningmotivators.com
“It's hard to lead a cavalry charge if you think you look funny on a horse.”
-- Adlai Stevenson
============================================================
Table of Contents
============================================================
1. Leadership – Know Where We are Going – Linda Fayerweather
2. Deploying Satisfaction Surveys - Rebecca Booth
3. The Law of Giving – Pat Altvater
4. Marketing Plans and Referral Systems – Paula Frazier
5. To Do This Week
6. Fine Print
============================================================
1. Leadership – Know Where We are Going ============================================================
As a leader, we usually know where we are going and the sharing of the vision is what moves a company from just another small business to awesome. A great vision will do the basics:
Grab attention
Focuses energy
Arouses passion
Transforms purpose into action
Compels
Pulls people to it
Commits people to action
Is the rallying point, and
It is short, to the point, memorable, repeatable.
To best explain how important a vision is, let me take you to a small business that builds very tiny computer chips. Two workers side by side in their “clean room” garb are asked by a visiting consultant “what are you doing?”
Worker one: “I’m turning these plastic and metals into a computer chip.”
Worker two: “I’m making an integral part for a computer that will be used by NASA to reach the space station.”
A true leader designs the vision and inspires others to build it!
Copyright 2008 Linda Fayerweather
“Where are you heading?”
Changing Lanes LLC
www.ChangingLanes.biz
============================================================
2. Deploying Satisfaction Surveys
============================================================
Surveys are a terrific way to receive feedback. Whether the survey is targeting employees, clients, past clients, patients, or attendees of a recent special event, having their input can make/break your next big idea. Zoomerang.com is an online survey system that can help you design and deploy your survey in just minutes. Here are a few suggestions they say will to help you garner the best results:
* Ask overall satisfaction at the start of the survey
* Use a 5 point satisfaction scale
* Be consistent with your question wording
* Keep the survey short and focused
* Ask demographic or “firmographic” questions
One mistake that many marketers make is asking too many questions. Not only do the lengthy surveys increase your costs and decrease the same sizes, your customers are left feeling pestered and put upon. Remember if you ask worthless questions you will yield worthless answers. Don’t be greedy when it comes to querying. After all, if you don’t respect the customer’s time, how can you ask him to respect yours?
Copyright 2008 Rebecca Booth
Marketing Goddess
Imagine That!
419-855-3399
www.rebeccaboothmarketinggoddess.com
===========================================================
3. The Law of Giving
============================================================
This is the second in a 7 part series based on Deepak Chopra’s book The Seven Spiritual Laws of Success. http://www.amazon.com/dp/1878424602?tag=imageryconnec-20&camp=14573&creative=327641&linkCode=as1&creativeASIN=1878424602&adid=12DVMSYSAGR88TAD40CT&
Chopra reminds us that giving and receiving are different aspects of the flow of energy in the universe and our willingness to give what we seek, keeps the abundance of the universe flowing in our lives. However, it is the intention behind your giving and receiving that is most important. If you give grudgingly, there is no energy behind that giving and so the flow of receiving will not be activated. The intention instead should always be to create happiness for both the giver and the receiver.
Practicing this law is simple:
• If you want joy, give joy to others
• If you want love, give love away
• If you want to be successful, help others become successful
You name it, whatever you desire, just find a way to joyfully give it away.
Also, anytime you come in contact with someone, give something to them. It could be a hug, a flower, a smile, a compliment, eye contact, or just a silent wish for their happiness. Practice doing that with everyone you encounter today!
To find out more about this classic book, visit www.transformationsinstitute.com/Books.html.
Copyright 2008 Pat Altvater
Chief Wizard of WOW
Creator, Journey to WOW - Choose Health NOW
www.permanentweightlossebook.com
www.transformationsinstitute.com
www.thesecretofpermanentweightloss.com
===========================================================
4. Marketing Plans and Referral Systems
===========================================================
Recently I had a conversation with a client about their business, their marketing plan and their referral system. Their question was, "Should we be working by referral only, or should we consider other aspects of marketing?" My feedback was simple; you should not be doing either without a plan.
How does your marketing plan relate to your business plan, your mission statement or your vision statement? Your company's business plan provides the environment in which your marketing plan must flourish. The two documents must have continuity between them according the American Marketing Association.
Inside your marketing plan, you look at all aspects of how you get your message to prospects that might be in need to your product or service. For instance, you may have Advertising as one of your marketing activities. Under advertising you may have, TV, Billboard, Coupons, Radio, Google Ads, and so forth. For each of those you need a budget, a timetable to implement, a system to measure results, and a target market.
Your Referral System should be part of your overall Marketing Plan. Unfortunately, most people do not have a plan for referrals. They might implement a reward system for people or customers who send them referrals and they stop there.
A good referral system should have a target market, a timetable for implementation, a budget, a training system for your referral partners, and a system for tracking your results. Your referral-marketing plan should be part of your over all marketing plan.
Should you be "By Referral Only" that is really a question that you must ask yourself. There are many business professionals who are by referral only, because they know they have plenty of work, many good clients and they know that referred clients have a longer shelf life, spend more money and are more likely to refer others to them.
• Building your business by referral takes more time than money. (remember time is money)
• Relationships and trust take time and cannot be rushed or bought.
• Advertising, PR, and many other forms of marketing take more money than time.
• Both must have a plan.
• Building your brand and your business takes a combination of both.
Copyright 2008 by Hazel M Walker & Paula Frazier, Executive Directors for BNI and Master Trainers for Referral Institute. They help business people create referrals for life. To learn more about the art of networking and the science of referrals visit http://www.referralinstitute-in.com or http://www.referralinstitute-va.com.
===========================================================
5. To Do This Week
===========================================================
Review your marketing plan for effectiveness in 2008.
Monday Morning Motivators – April 14, 2007
============================================================
Enjoy your java with an eclectic collection of tips and ideas to use today and to get energized for the week ahead. Subscribing and unsubscribing at www.mondaymorningmotivators.com
“It's hard to lead a cavalry charge if you think you look funny on a horse.”
-- Adlai Stevenson
============================================================
Table of Contents
============================================================
1. Leadership – Know Where We are Going – Linda Fayerweather
2. Deploying Satisfaction Surveys - Rebecca Booth
3. The Law of Giving – Pat Altvater
4. Marketing Plans and Referral Systems – Paula Frazier
5. To Do This Week
6. Fine Print
============================================================
1. Leadership – Know Where We are Going ============================================================
As a leader, we usually know where we are going and the sharing of the vision is what moves a company from just another small business to awesome. A great vision will do the basics:
Grab attention
Focuses energy
Arouses passion
Transforms purpose into action
Compels
Pulls people to it
Commits people to action
Is the rallying point, and
It is short, to the point, memorable, repeatable.
To best explain how important a vision is, let me take you to a small business that builds very tiny computer chips. Two workers side by side in their “clean room” garb are asked by a visiting consultant “what are you doing?”
Worker one: “I’m turning these plastic and metals into a computer chip.”
Worker two: “I’m making an integral part for a computer that will be used by NASA to reach the space station.”
A true leader designs the vision and inspires others to build it!
Copyright 2008 Linda Fayerweather
“Where are you heading?”
Changing Lanes LLC
www.ChangingLanes.biz
============================================================
2. Deploying Satisfaction Surveys
============================================================
Surveys are a terrific way to receive feedback. Whether the survey is targeting employees, clients, past clients, patients, or attendees of a recent special event, having their input can make/break your next big idea. Zoomerang.com is an online survey system that can help you design and deploy your survey in just minutes. Here are a few suggestions they say will to help you garner the best results:
* Ask overall satisfaction at the start of the survey
* Use a 5 point satisfaction scale
* Be consistent with your question wording
* Keep the survey short and focused
* Ask demographic or “firmographic” questions
One mistake that many marketers make is asking too many questions. Not only do the lengthy surveys increase your costs and decrease the same sizes, your customers are left feeling pestered and put upon. Remember if you ask worthless questions you will yield worthless answers. Don’t be greedy when it comes to querying. After all, if you don’t respect the customer’s time, how can you ask him to respect yours?
Copyright 2008 Rebecca Booth
Marketing Goddess
Imagine That!
419-855-3399
www.rebeccaboothmarketinggoddess.com
===========================================================
3. The Law of Giving
============================================================
This is the second in a 7 part series based on Deepak Chopra’s book The Seven Spiritual Laws of Success. http://www.amazon.com/dp/1878424602?tag=imageryconnec-20&camp=14573&creative=327641&linkCode=as1&creativeASIN=1878424602&adid=12DVMSYSAGR88TAD40CT&
Chopra reminds us that giving and receiving are different aspects of the flow of energy in the universe and our willingness to give what we seek, keeps the abundance of the universe flowing in our lives. However, it is the intention behind your giving and receiving that is most important. If you give grudgingly, there is no energy behind that giving and so the flow of receiving will not be activated. The intention instead should always be to create happiness for both the giver and the receiver.
Practicing this law is simple:
• If you want joy, give joy to others
• If you want love, give love away
• If you want to be successful, help others become successful
You name it, whatever you desire, just find a way to joyfully give it away.
Also, anytime you come in contact with someone, give something to them. It could be a hug, a flower, a smile, a compliment, eye contact, or just a silent wish for their happiness. Practice doing that with everyone you encounter today!
To find out more about this classic book, visit www.transformationsinstitute.com/Books.html.
Copyright 2008 Pat Altvater
Chief Wizard of WOW
Creator, Journey to WOW - Choose Health NOW
www.permanentweightlossebook.com
www.transformationsinstitute.com
www.thesecretofpermanentweightloss.com
===========================================================
4. Marketing Plans and Referral Systems
===========================================================
Recently I had a conversation with a client about their business, their marketing plan and their referral system. Their question was, "Should we be working by referral only, or should we consider other aspects of marketing?" My feedback was simple; you should not be doing either without a plan.
How does your marketing plan relate to your business plan, your mission statement or your vision statement? Your company's business plan provides the environment in which your marketing plan must flourish. The two documents must have continuity between them according the American Marketing Association.
Inside your marketing plan, you look at all aspects of how you get your message to prospects that might be in need to your product or service. For instance, you may have Advertising as one of your marketing activities. Under advertising you may have, TV, Billboard, Coupons, Radio, Google Ads, and so forth. For each of those you need a budget, a timetable to implement, a system to measure results, and a target market.
Your Referral System should be part of your overall Marketing Plan. Unfortunately, most people do not have a plan for referrals. They might implement a reward system for people or customers who send them referrals and they stop there.
A good referral system should have a target market, a timetable for implementation, a budget, a training system for your referral partners, and a system for tracking your results. Your referral-marketing plan should be part of your over all marketing plan.
Should you be "By Referral Only" that is really a question that you must ask yourself. There are many business professionals who are by referral only, because they know they have plenty of work, many good clients and they know that referred clients have a longer shelf life, spend more money and are more likely to refer others to them.
• Building your business by referral takes more time than money. (remember time is money)
• Relationships and trust take time and cannot be rushed or bought.
• Advertising, PR, and many other forms of marketing take more money than time.
• Both must have a plan.
• Building your brand and your business takes a combination of both.
Copyright 2008 by Hazel M Walker & Paula Frazier, Executive Directors for BNI and Master Trainers for Referral Institute. They help business people create referrals for life. To learn more about the art of networking and the science of referrals visit http://www.referralinstitute-in.com or http://www.referralinstitute-va.com.
===========================================================
5. To Do This Week
===========================================================
Review your marketing plan for effectiveness in 2008.
Monday, April 07, 2008
Service - Truth Tellers - Potentiality - Timeline
============================================================
Monday Morning Motivators – April 7, 2007
============================================================
Enjoy your java with an eclectic collection of tips and ideas to use today and to get energized for the week ahead. Subscribing and unsubscribing at www.mondaymorningmotivators.com
“Leadership is the art of getting someone else to do something you want done because he wants to do it.”
--Dwight D. Eisenhower
============================================================
Table of Contents
============================================================
1. Customer Service Wrap-up – Linda Fayerweather
2. Today’s Speaker: Hard-Nosed Truth Tellers - Rebecca Booth
3. The Law of Pure Potentiality – Pat Altvater
4. Relational Sales Timeline vs. Traditional Sales Timeline – Paula Frazier
5. To Do This Week
6. Fine Print
============================================================
1. Leadership Principles – Know Yourself ============================================================
Leadership may not be innate in each and every one of us, but if we strive to succeed at business ownership, at some point we will need to be “leading the troops”. The leader and the troops must have mutual values. These could be a common enemy, core values or business destiny. Regardless what the values, they must be defined and expressed especially at hiring time. To figure out what your company’s “mutual values are”, first know what makes you tick.
What are the things that you want in your business each and every day?
What do you look forward to doing every day?
What do you want your customers to know you for?
What do your employees all agree about you?
These might very well be your true talents.
Now, add to these talents your core values that are essential to your well being. Common ones I hear are:
Personal integrity,
Personal growth,
Positive attitude
Financial Security
Joy – Love – Time
As leaders, we need to know what makes us tick so we can push traits forward that inspire others to follow while taming the traits that distract from the mission.
Copyright 2008 Linda Fayerweather
"What do your customers teach you this week?”
Changing Lanes LLC
www.ChangingLanes.biz
============================================================
2. Today’s Speaker: Hard-Nosed Truth Tellers
============================================================
Sales meetings have changed. The speaker who “pumps you up” is out. And he’s been replaced by someone who’s doling out the truth with a bit of tough love. These in-your-face speakers bring a distinct style to the stage and happily bridge the gap between the generations in the audience. One such speaker is Larry Winget, author of You’re Broke Because You Want to Be. Winget notes, “The more obnoxious I am, the more audiences like me.” And it works. His style of speaking focuses on taking 100% responsibility for the condition in which you live. So what does this mean to you? It’s simple, people crave the truth and they don’t mind tough love. Add a dose of humor to the speech and you’ll be able to get your point across effectively. If you’re not courageous enough, join the hundreds of other sales managers in the world who hire guys like Larry Winget to tell their minions everything they would like to tell them but they can’t. His cost: $15,000 minimum for a speech. But well worth it if you need to tell others ”Shut up. Stop Whining. Get a life!”
Copyright 2008 Rebecca Booth
Marketing Goddess
Imagine That!
419-855-3399
www.rebeccaboothmarketinggoddess.com
===========================================================
3. The Law of Pure Potentiality
===========================================================
According to Chopra, our essential nature is one of perfect balance, invincibility, unbounded possibilities and bliss. Unfortunately, we get out of balance by fears that come from things like looking for approval from others and attempting to control things outside of ourselves.
In order to tap into our true self, which is completely free of those things, Chopra offers 3 suggestions:
1. Experience silence every day through meditation
2. Practice being non-judgmental
3. Spend time in nature
Each of these three activities allows you to go beyond the turbulence of your internal dialogue to connect with the abundant, affluent, infinite, creative mind. Put these into practice today and be on the lookout for wonderful new ideas that come to you for your business and life. Anything is possible in the land of pure potentiality.
Pat Altvater
Chief Wizard of WOW
Creator, Journey to WOW - Choose Health NOW
www.permanentweightlossebook.com
www.transformationsinstitute.com
www.thesecretofpermanentweightloss.com
===========================================================
4. Relational Sales Timeline vs. Traditional Sales Timeline
===========================================================
The traditional sales timeline looks something like this:
Start Relationship --> Assess Need/Interest --> Overcome Objections & Close
(minimal time) (moderate time) (maximum time)
For the most part, you are single-handedly responsible for introducing yourself to as many new people as you possibly can to produce the results you need. YOU are working the phone. YOU are mailing notes and letters. YOU are sending emails. YOU are cold calling. YOU are attending chamber events. YOU are personally reaching out in every feasible way just to get an appointment.
Great! You got the appointment, but this new prospect really doesn’t know you. They probably know little, if anything, about your company. They many not even know your product or service exists. You’ll have to take time to acquaint them with you, your company and your product/service before they’ll willingly offer any level of need or interest.
At some point, the prospect will “hopefully” indicate that they could “possibly” need your product or service. Because so little time is invested in developing the relationship up to this point in the process, you will more than likely need to overcome objections. They may have concerns about you, your company and your product or service.
To successfully close the deal, YOU, all by yourself, will have to convince them why they should do business with YOU.
Referral Marketers know that trust takes time as it’s reflected in the relational sales model:
Build Relationships (focus on referral sources) --> Qualify Need --> Close
(maximum time) (moderate time) (minimal time)
Relational selling allows you to leap forward in the sales process as a result of someone else’s efforts:
1. Your referral source has already done all of the necessaries to build the relationship and establish trust with the prospect – NOT YOU!
2. Your referral source has identified a need the prospect has and their interest in learning more about how your products and services may be the solution – NOT YOU!
3. Every now and again, and as appropriate, your referral source may close the deal – NOT YOU!
You are all alone most of the time in traditional sales. In referral marketing you are never alone! One’s not good. One’s not bad. They’re just different. Take a look at your appointments from the last month. How many started with YOU? How many were a result of a referral source’s efforts? Visit www.referralinsitute-va.com to learn how to go further, faster with less effort through referral marketing.
Paula Frazier is an Executive Director for BNI and part of a select team of Master Trainers for Referral Institute. Her business networking articles have been published nationally. Paula is also acknowledged in the New York Times best seller, Truth or Delusion – Busting Networkings Biggest Myths. Check out #33…Delusion with a TWIST!
===========================================================
5. To Do This Week
===========================================================
List your top 5 personal strengths or traits
1.______________________________________
2.______________________________________
3.______________________________________
4.______________________________________
5.______________________________________
Monday Morning Motivators – April 7, 2007
============================================================
Enjoy your java with an eclectic collection of tips and ideas to use today and to get energized for the week ahead. Subscribing and unsubscribing at www.mondaymorningmotivators.com
“Leadership is the art of getting someone else to do something you want done because he wants to do it.”
--Dwight D. Eisenhower
============================================================
Table of Contents
============================================================
1. Customer Service Wrap-up – Linda Fayerweather
2. Today’s Speaker: Hard-Nosed Truth Tellers - Rebecca Booth
3. The Law of Pure Potentiality – Pat Altvater
4. Relational Sales Timeline vs. Traditional Sales Timeline – Paula Frazier
5. To Do This Week
6. Fine Print
============================================================
1. Leadership Principles – Know Yourself ============================================================
Leadership may not be innate in each and every one of us, but if we strive to succeed at business ownership, at some point we will need to be “leading the troops”. The leader and the troops must have mutual values. These could be a common enemy, core values or business destiny. Regardless what the values, they must be defined and expressed especially at hiring time. To figure out what your company’s “mutual values are”, first know what makes you tick.
What are the things that you want in your business each and every day?
What do you look forward to doing every day?
What do you want your customers to know you for?
What do your employees all agree about you?
These might very well be your true talents.
Now, add to these talents your core values that are essential to your well being. Common ones I hear are:
Personal integrity,
Personal growth,
Positive attitude
Financial Security
Joy – Love – Time
As leaders, we need to know what makes us tick so we can push traits forward that inspire others to follow while taming the traits that distract from the mission.
Copyright 2008 Linda Fayerweather
"What do your customers teach you this week?”
Changing Lanes LLC
www.ChangingLanes.biz
============================================================
2. Today’s Speaker: Hard-Nosed Truth Tellers
============================================================
Sales meetings have changed. The speaker who “pumps you up” is out. And he’s been replaced by someone who’s doling out the truth with a bit of tough love. These in-your-face speakers bring a distinct style to the stage and happily bridge the gap between the generations in the audience. One such speaker is Larry Winget, author of You’re Broke Because You Want to Be. Winget notes, “The more obnoxious I am, the more audiences like me.” And it works. His style of speaking focuses on taking 100% responsibility for the condition in which you live. So what does this mean to you? It’s simple, people crave the truth and they don’t mind tough love. Add a dose of humor to the speech and you’ll be able to get your point across effectively. If you’re not courageous enough, join the hundreds of other sales managers in the world who hire guys like Larry Winget to tell their minions everything they would like to tell them but they can’t. His cost: $15,000 minimum for a speech. But well worth it if you need to tell others ”Shut up. Stop Whining. Get a life!”
Copyright 2008 Rebecca Booth
Marketing Goddess
Imagine That!
419-855-3399
www.rebeccaboothmarketinggoddess.com
===========================================================
3. The Law of Pure Potentiality
===========================================================
According to Chopra, our essential nature is one of perfect balance, invincibility, unbounded possibilities and bliss. Unfortunately, we get out of balance by fears that come from things like looking for approval from others and attempting to control things outside of ourselves.
In order to tap into our true self, which is completely free of those things, Chopra offers 3 suggestions:
1. Experience silence every day through meditation
2. Practice being non-judgmental
3. Spend time in nature
Each of these three activities allows you to go beyond the turbulence of your internal dialogue to connect with the abundant, affluent, infinite, creative mind. Put these into practice today and be on the lookout for wonderful new ideas that come to you for your business and life. Anything is possible in the land of pure potentiality.
Pat Altvater
Chief Wizard of WOW
Creator, Journey to WOW - Choose Health NOW
www.permanentweightlossebook.com
www.transformationsinstitute.com
www.thesecretofpermanentweightloss.com
===========================================================
4. Relational Sales Timeline vs. Traditional Sales Timeline
===========================================================
The traditional sales timeline looks something like this:
Start Relationship --> Assess Need/Interest --> Overcome Objections & Close
(minimal time) (moderate time) (maximum time)
For the most part, you are single-handedly responsible for introducing yourself to as many new people as you possibly can to produce the results you need. YOU are working the phone. YOU are mailing notes and letters. YOU are sending emails. YOU are cold calling. YOU are attending chamber events. YOU are personally reaching out in every feasible way just to get an appointment.
Great! You got the appointment, but this new prospect really doesn’t know you. They probably know little, if anything, about your company. They many not even know your product or service exists. You’ll have to take time to acquaint them with you, your company and your product/service before they’ll willingly offer any level of need or interest.
At some point, the prospect will “hopefully” indicate that they could “possibly” need your product or service. Because so little time is invested in developing the relationship up to this point in the process, you will more than likely need to overcome objections. They may have concerns about you, your company and your product or service.
To successfully close the deal, YOU, all by yourself, will have to convince them why they should do business with YOU.
Referral Marketers know that trust takes time as it’s reflected in the relational sales model:
Build Relationships (focus on referral sources) --> Qualify Need --> Close
(maximum time) (moderate time) (minimal time)
Relational selling allows you to leap forward in the sales process as a result of someone else’s efforts:
1. Your referral source has already done all of the necessaries to build the relationship and establish trust with the prospect – NOT YOU!
2. Your referral source has identified a need the prospect has and their interest in learning more about how your products and services may be the solution – NOT YOU!
3. Every now and again, and as appropriate, your referral source may close the deal – NOT YOU!
You are all alone most of the time in traditional sales. In referral marketing you are never alone! One’s not good. One’s not bad. They’re just different. Take a look at your appointments from the last month. How many started with YOU? How many were a result of a referral source’s efforts? Visit www.referralinsitute-va.com to learn how to go further, faster with less effort through referral marketing.
Paula Frazier is an Executive Director for BNI and part of a select team of Master Trainers for Referral Institute. Her business networking articles have been published nationally. Paula is also acknowledged in the New York Times best seller, Truth or Delusion – Busting Networkings Biggest Myths. Check out #33…Delusion with a TWIST!
===========================================================
5. To Do This Week
===========================================================
List your top 5 personal strengths or traits
1.______________________________________
2.______________________________________
3.______________________________________
4.______________________________________
5.______________________________________
Monday, March 31, 2008
Customer Service - Presentation Savvy - Polarity - Recession
============================================================
Monday Morning Motivators – March 31, 2007
============================================================
Enjoy your java with an eclectic collection of tips and ideas to use today and to get energized for the week ahead. Subscribing and unsubscribing at www.mondaymorningmotivators.com
"Customer complaints are the schoolbooks from which we learn.”
--Unknown
============================================================
Table of Contents
============================================================
1. Customer Service Wrap-up – Linda Fayerweather
2. Presentation Savvy: The Right Foot - Rebecca Booth
3. The Law of Polarity – Pat Altvater
4. How Do I Build My Business In a Slow Economy? – Paula Frazier
5. To Do This Week
6. Fine Print
============================================================
1. Customer Service Wrap-up ============================================================
After four weeks of fun stories about customer service, let's end with some tips you may find helpful. I, like many, cringe when I do evaluations of myself because I am drawn to the negative comments and sometimes forget to enjoy the positives. But I know to get what we want in business (profit) we need to give others what they need and that includes customer service. As leaders of departments, businesses, As leaders of departments, businesses, teams or companies, we need to regularly do several things.
1. Contact a random sampling of customers to find out “how did we do?”.”
2. Track complaints AND solutions.
3. Empower staff to solve problems.
4. Reward staff for solving problems before they spiral out of control.
5. Do postmortems for the benefit of all on what did work and kept a customer.
Although these sound simple, they do require putting procedures in place, testing those procedures and making sure that all staff members are following them. Consistency works best when everyone on the team knows that asking for feedback from customers -- either on a specific call or in general -- is perhaps the best way to assess their performance.
To wrap up this month of customer service, remember your company’s core values are being tested each and every time a complaint happens. Making sure everyone knows these values will surely help 2008 be great.
Copyright 2008 Linda Fayerweather
"What do your customers teach you this week?”
Changing Lanes LLC
www.ChangingLanes.biz
The Customer Service Rules
http://www.changinglanes.biz/index.cfm?p=page&ar77=Y&id=89&blog_cat_name=Getting%20and%20Keeping%20Customers%20-%20Marketing%20and%20Sale
============================================================
2. Presentation Savvy: Starting Off on the Right Foot
============================================================
Do you hate to stand up in front of a crowd and speak? What about sitting there and listening to someone else drone on and on about something you really don’t care that much about. Well, here’s some good news: the power of presentation success is in your hands! When you’re getting ready for your next speech be sure to:
• Use questions to jump-start the audience. Get their input as to what they’d like to get out of the day’s discussion. For those of you who have to listen – go into the meeting with a list of questions you’d like to have answered.
• Keep your presentation to 20-30 minutes. By the end of a 55-minute speech, no one’s in the mood to ask questions that might prolong the meeting. So keep it short in nature and break off into groups so that people can discuss what they’ve learned. This period of reflection and sharing often yields more productive questions. Those who are listening: get involved. Share your thoughts and don’t be afraid to play devil’s advocate.
• Avoid death by PowerPoint. PowerPoint is often over used. You don’t need to have every talking point listed in your presentation. Limit your slides to 10 or less. And don’t completely darken the room – those who are reading this have my permission to fall asleep if the speaker doesn’t follow the rule of 10.
• Be creative! If part of your mission is to get people thinking in new ways, ask them to draw their goals, role-play or do free-form writing about plans, goals and struggles. Opening up the right brain in your audience elicits unique insights and solutions. For those who are stuck listening, doodle!
Copyright 2008 Rebecca Booth
Marketing Goddess
Imagine That!
419-855-3399
www.rebeccaboothmarketinggoddess.com
===========================================================
3. The Law of Polarity
===========================================================
Have you ever pondered the fact that everything in the Universe has its opposite? This is the result of the Law of Polarity which states that anything can be separated into two opposite parts, with each part having its own essence.
This law is essential for defining objects; for example, white and black, up and down, right and left help us be clear. However, this law is also crucial to helping us fully experience our lives. If what we perceive as bad did not exist, how would we know when we are having a good experience? If failure did not exist, how could we know success?
Both sides always exist simultaneously. So consider this, the polar opposite of a question is the answer. By law, you couldn’t have an idea without the way to do it also being present. If it were not possible, you couldn’t think it. So in your business, know that if you have a creative idea but don’t know HOW to bring it to life, there is an answer or you wouldn’t have thought of the idea. Just move forward with confidence and slowly the HOW will unfold.
Pat Altvater
Certified Law of Attraction Practitioner
www.thesecretofpermanentweightloss.com
www.permanentweightlossebook.com
www.transformationsinstitute.com
===========================================================
4. How Do I Build My Business In a Slow Economy?
===========================================================
Dear Monday Morning Motivator Readers,
So many folks are tossing around the “r” (recession) word. I wanted you to benefit from this (partial) article from Dr. Ivan Misner. When it comes to referral marketing, he is a world’s leading expert, my mentor and my friend. My best to your success…Paula Frazier.
When the economy is slow, new business is harder to get. What can you do to build your business in a recessionary economy?
It’s been about ten years since our last recession in the United States. For the most part, the U.S. economy has been strong and business has been good. However, the fact is that the economy goes through cycles and business has slowed down for many people. Unfortunately, every time it takes a downturn the fallout is felt strongly by salespeople, business owners, and professionals alike.
Successful business professionals learn from the past. For many of us, this will not be our first recession. So, what did we learn from previous economic downturns? While you cannot control the economy or your competition, you can control your response to the economy.
If you want to do well in business, you must understand that it does absolutely no good to complain to people about tough things are. When you complain about how bad business is – half the people you tell don’t care and the other half are glad that you’re worse off than they are!
Referrals can keep your business alive and well during an economic downturn.
During the last recession, thousands of business people grew and prospered. They were successful because they consciously made the decision to refuse to participate in the recession. They did so by developing their networking skills and learning how to build their business through word of mouth.
Don’t let a bad economy be your excuse for failure. Instead, make it your opportunity to succeed. It’s not “what you know,” or “who you know,” it’s “how well you know people” that counts. In a tough economy, it’s your social capital that has value. Make good use of it and you will thrive while others struggle.
By Ivan R. Misner, Ph.D. & Contributed by Paula Frazier
To learn more about Dr. Misner, read this article in its entirety and weigh in on the subject visit http://NetworkingEntrepreneur.com.
Dr. Ivan Misner is the Founder and Chairman of BNI, the world's largest business networking organization, which has more than 4,900 chapters in 37 countries. Dr. Misner is also the author of several books, including the most recent addition to the bestselling Masters Series—Masters of Sales (www.mastersbooks.com), and the New York Times bestseller TRUTH OR DELUSION? (www.truthordelusion.com); and he is the Senior Partner for the Referral Institute (www.referralinstitute.com), a referral training company with operations around the world.
===========================================================
5. To Do This Week
===========================================================
Last day of March, make sure your back-ups are working.
Monday Morning Motivators – March 31, 2007
============================================================
Enjoy your java with an eclectic collection of tips and ideas to use today and to get energized for the week ahead. Subscribing and unsubscribing at www.mondaymorningmotivators.com
"Customer complaints are the schoolbooks from which we learn.”
--Unknown
============================================================
Table of Contents
============================================================
1. Customer Service Wrap-up – Linda Fayerweather
2. Presentation Savvy: The Right Foot - Rebecca Booth
3. The Law of Polarity – Pat Altvater
4. How Do I Build My Business In a Slow Economy? – Paula Frazier
5. To Do This Week
6. Fine Print
============================================================
1. Customer Service Wrap-up ============================================================
After four weeks of fun stories about customer service, let's end with some tips you may find helpful. I, like many, cringe when I do evaluations of myself because I am drawn to the negative comments and sometimes forget to enjoy the positives. But I know to get what we want in business (profit) we need to give others what they need and that includes customer service. As leaders of departments, businesses, As leaders of departments, businesses, teams or companies, we need to regularly do several things.
1. Contact a random sampling of customers to find out “how did we do?”.”
2. Track complaints AND solutions.
3. Empower staff to solve problems.
4. Reward staff for solving problems before they spiral out of control.
5. Do postmortems for the benefit of all on what did work and kept a customer.
Although these sound simple, they do require putting procedures in place, testing those procedures and making sure that all staff members are following them. Consistency works best when everyone on the team knows that asking for feedback from customers -- either on a specific call or in general -- is perhaps the best way to assess their performance.
To wrap up this month of customer service, remember your company’s core values are being tested each and every time a complaint happens. Making sure everyone knows these values will surely help 2008 be great.
Copyright 2008 Linda Fayerweather
"What do your customers teach you this week?”
Changing Lanes LLC
www.ChangingLanes.biz
The Customer Service Rules
http://www.changinglanes.biz/index.cfm?p=page&ar77=Y&id=89&blog_cat_name=Getting%20and%20Keeping%20Customers%20-%20Marketing%20and%20Sale
============================================================
2. Presentation Savvy: Starting Off on the Right Foot
============================================================
Do you hate to stand up in front of a crowd and speak? What about sitting there and listening to someone else drone on and on about something you really don’t care that much about. Well, here’s some good news: the power of presentation success is in your hands! When you’re getting ready for your next speech be sure to:
• Use questions to jump-start the audience. Get their input as to what they’d like to get out of the day’s discussion. For those of you who have to listen – go into the meeting with a list of questions you’d like to have answered.
• Keep your presentation to 20-30 minutes. By the end of a 55-minute speech, no one’s in the mood to ask questions that might prolong the meeting. So keep it short in nature and break off into groups so that people can discuss what they’ve learned. This period of reflection and sharing often yields more productive questions. Those who are listening: get involved. Share your thoughts and don’t be afraid to play devil’s advocate.
• Avoid death by PowerPoint. PowerPoint is often over used. You don’t need to have every talking point listed in your presentation. Limit your slides to 10 or less. And don’t completely darken the room – those who are reading this have my permission to fall asleep if the speaker doesn’t follow the rule of 10.
• Be creative! If part of your mission is to get people thinking in new ways, ask them to draw their goals, role-play or do free-form writing about plans, goals and struggles. Opening up the right brain in your audience elicits unique insights and solutions. For those who are stuck listening, doodle!
Copyright 2008 Rebecca Booth
Marketing Goddess
Imagine That!
419-855-3399
www.rebeccaboothmarketinggoddess.com
===========================================================
3. The Law of Polarity
===========================================================
Have you ever pondered the fact that everything in the Universe has its opposite? This is the result of the Law of Polarity which states that anything can be separated into two opposite parts, with each part having its own essence.
This law is essential for defining objects; for example, white and black, up and down, right and left help us be clear. However, this law is also crucial to helping us fully experience our lives. If what we perceive as bad did not exist, how would we know when we are having a good experience? If failure did not exist, how could we know success?
Both sides always exist simultaneously. So consider this, the polar opposite of a question is the answer. By law, you couldn’t have an idea without the way to do it also being present. If it were not possible, you couldn’t think it. So in your business, know that if you have a creative idea but don’t know HOW to bring it to life, there is an answer or you wouldn’t have thought of the idea. Just move forward with confidence and slowly the HOW will unfold.
Pat Altvater
Certified Law of Attraction Practitioner
www.thesecretofpermanentweightloss.com
www.permanentweightlossebook.com
www.transformationsinstitute.com
===========================================================
4. How Do I Build My Business In a Slow Economy?
===========================================================
Dear Monday Morning Motivator Readers,
So many folks are tossing around the “r” (recession) word. I wanted you to benefit from this (partial) article from Dr. Ivan Misner. When it comes to referral marketing, he is a world’s leading expert, my mentor and my friend. My best to your success…Paula Frazier.
When the economy is slow, new business is harder to get. What can you do to build your business in a recessionary economy?
It’s been about ten years since our last recession in the United States. For the most part, the U.S. economy has been strong and business has been good. However, the fact is that the economy goes through cycles and business has slowed down for many people. Unfortunately, every time it takes a downturn the fallout is felt strongly by salespeople, business owners, and professionals alike.
Successful business professionals learn from the past. For many of us, this will not be our first recession. So, what did we learn from previous economic downturns? While you cannot control the economy or your competition, you can control your response to the economy.
If you want to do well in business, you must understand that it does absolutely no good to complain to people about tough things are. When you complain about how bad business is – half the people you tell don’t care and the other half are glad that you’re worse off than they are!
Referrals can keep your business alive and well during an economic downturn.
During the last recession, thousands of business people grew and prospered. They were successful because they consciously made the decision to refuse to participate in the recession. They did so by developing their networking skills and learning how to build their business through word of mouth.
Don’t let a bad economy be your excuse for failure. Instead, make it your opportunity to succeed. It’s not “what you know,” or “who you know,” it’s “how well you know people” that counts. In a tough economy, it’s your social capital that has value. Make good use of it and you will thrive while others struggle.
By Ivan R. Misner, Ph.D. & Contributed by Paula Frazier
To learn more about Dr. Misner, read this article in its entirety and weigh in on the subject visit http://NetworkingEntrepreneur.com.
Dr. Ivan Misner is the Founder and Chairman of BNI, the world's largest business networking organization, which has more than 4,900 chapters in 37 countries. Dr. Misner is also the author of several books, including the most recent addition to the bestselling Masters Series—Masters of Sales (www.mastersbooks.com), and the New York Times bestseller TRUTH OR DELUSION? (www.truthordelusion.com); and he is the Senior Partner for the Referral Institute (www.referralinstitute.com), a referral training company with operations around the world.
===========================================================
5. To Do This Week
===========================================================
Last day of March, make sure your back-ups are working.
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