============================================================
Monday Morning Motivators – October 8, 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
“The greatest homage we can pay truth is to use it.”
--Ralph Waldo Emerson
============================================================
Table of Contents
============================================================
1. Lead by Example – Linda Fayerweather
2. The Power is in Your Hands Rule Four - Rebecca Booth
3. Ah. . . a Good Night’s Sleep! – Pat Altvater
4. The Usual Suspects – Paula Frazier
5. To Do This Week
6. Fine Print
============================================================
1. Lead by Example
============================================================
Whether you are the business owner, head of a
department or a sole proprietor, we are all leaders to
someone else. I recently observed the CEO of a local
company walking to his car and he did two things in
route:
1) He picked up some litter and
2) He helped a customer with his shopping cart.
Even if I had not known who this person was, I would
have smiled and enjoyed watching this engaged
individual. The customer likely did not know who he
was but several employees that were nearby did and
will remember. Simple acts of respect to the
world around us are hard to ignore and often cause others
to respond similarly. Not all people will follow our
good examples, but the more we try, the harder it will
be to ignore our leadership.
Copyright 2007 Linda Fayerweather
Changing Lanes LLC
www.ChangingLanes.biz
============================================================
2. In Sales: The Power is in Your Hands – Rule 4 or 4
============================================================
Never be afraid to say no. Sometimes you’ll come across the prospect or client who is being unreasonable or demanding things that don’t make sense for your company. While you’re goal is to have a successful relationship with this person, you don’t have to give away your product and the kitchen sink! Yet you don’t want to be perceived as being uncooperative. The way to handle a situation such as this to be fully be aware of your worth, the company’s worth and the worth of your company’s offerings. Don’t be afraid to say no to those clients who are asking too much from you. You’ll not only retain your equal footing, who knows they might recognize their errors and acquiesce to you!
Copyright 2007 Rebecca Booth
Marketing Goddess
Imagine That!
www.marketingsolutioneers.com
===========================================================
3. Ah…a Good Night’s Sleep!
===========================================================
Are you getting the recommended 7 – 9 hours of sleep per night? Not sleeping enough and not sleeping sound is not OK! Chronic sleep deprivation can weaken your immune system, making you prone to illnesses such as high blood pressure, heart attack, stroke, and depression. Lack of z’s can also cause decreased performance and alertness by as much as 32%! Obesity researchers have found that the further one is away from the recommended number of hours of sleep, the higher the risk of obesity.
So if you suffer from chronic sleep deprivation:
• Get checked for sleep apnea,
• Control your stress, and
• Practice relaxation exercises.
The evidence is overwhelming; getting sensible amounts of good quality sleep is essential to achieving optimal health.
Copyright 2007 Patricia Altvater
Transformations Institute
Author, Journey to Health 12-Month Total Transformation Program
www.transformationsinstitute.com
===========================================================
4. Don’t Just Chat It Up With the Usual Suspects
===========================================================
My husband and I work together, but we’re rarely in the same place at the same time to net-WORK together. We recently had the opportunity to attend a local chamber event. As referral marketing specialists, we love the chamber as it provides us an opportunity to “practice what we teach”.
Instead of chatting it up with the usuals, Neal purposefully approached someone new . . . someone NOT already in his network! After they introduced themselves and talked a while Neal said, “I’ve enjoyed meeting you and learning more about your business. My goal tonight is to meet 10 new people. Is there someone here that you know that you’d be willing to introduce me to?”
For the next hour, I watched him get “danced” around the room. Eventually, he made his way over to me with the business cards he’d collected and a well deserved plateful of food. When it comes to building your networks, remember to honor your established relationships, but don’t forget the value of the “new”.
Copyright 2007 Paula Frazier
Executive Director
BNI – Southwestern Virginia
http://bniswva.com
===========================================================
5. To Do This Week
===========================================================
Thank 3 customers with a simple card this week.
Monday, October 08, 2007
Monday, October 01, 2007
The Last Quarter - Sales - Dancing - Networking
============================================================
Monday Morning Motivators – October 1, 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
“Giving money and power to government is like giving whiskey and car keys to teenage boys.”
--P. J. O'Rourke
This week, help me welcome Paula Frazier from Southwestern Virginia as our new networking coach for MMM! Welcome, Paula, and we look forward to having you keep us on track. LLF
============================================================
Table of Contents
============================================================
1. The Last Quarter? – Linda Fayerweather
2. The Power is in Your Hands Rule Three - Rebecca Booth
3. Maybe You Should Dance All Night – Pat Altvater
4. So You’re There to Network – Paula Frazier
5. To Do This Week
6. Fine Print
============================================================
1. The Last Quarter?
============================================================
October first marks the beginning of the fourth quarter for most businesses. Are you thinking “where has the year gone?”; take heart, you are not alone. If we set realistic goals in January, chances are we have met some, exceeded others and yes, there may be some we haven’t achieved and likely won’t by December 31. Facing the plan now will often invigorate us to action. When we don’t do this comparison, human nature often resorts to ruminating on what we know we haven’t completed instead of celebrating our successes. Before you surrender to the holiday hoopla, really look at where you have been this fiscal year and plan what can happen in this last quarter so 2007 will be the year of your dreams. Just do it! I promise it won’t hurt.
Copyright 2007 Linda Fayerweather
Changing Lanes LLC
Changing Lanes LLC
============================================================
2. In Sales: The Power is in Your Hands – Rule 3 or 4
============================================================
Insist on a “quid pro quo” for every customer request. When was the last time you had a prospect or client ask you to do an RFP based upon 35 pages of detailed questions? A lot of work, right? And you’re gambling for the business. Well, the good news is you should feel confident to ask the client in return for “quid pro quo” (meaning that anything the client asks you to do gives you the right to ask them to do something comparable in return). This strategy helps you to not be taken advantage of, but it also gives you the opportunity to strengthen your competitive position. The next time you are asked for the detailed RFP, ask the prospect/client for the opportunity to present your findings to the decision makers personally. Chances are the client will tell you that your competitors haven’t asked to do this, to which you can answer, ”Well, I guess they don’t care as much about getting your business!”
Copyright 2007 Rebecca Booth
Marketing Goddess
Imagine That!
Marketing Solutioneers
===========================================================
3. Maybe You Should Dance All Night
===========================================================
According to a recent study by the Center of Aging, Health and Humanities, dancing offers many health benefits, such as building muscle strength, improving coordination, and boosting the immune system. Dance to your favorite music for 10 - 30 minutes. Dancing, even just bopping around in a small area, is great exercise. Move all your body parts any way that feels good. If you have kids, ask them to join in; hey, that beats having them on the sidelines laughing!
Copyright 2007 Patricia Altvater
Transformations Institute
Author, Journey to Health 12-Month Total Transformation Program
Transformations Institute
===========================================================
4. So You’re There to Network!
===========================================================
The definition of networking, according to Dr. Ivan Misner, is “helping other people as a way of growing their business.” Too often, we walk into business meetings, boardrooms, networking events and then go on autopilot. We trust ourselves to know our businesses so well that we simply go through the motions. We intend to net-WORK, but we end up net-sitting, net-eating and net-SELLING.
Simply put . . . our networking behavior does not always support our networking intentions. We actually start “selling” to people we’ve just met. We don’t realize we’re trying to “close” perfect strangers. A trained networker would be able to “see” invisible armor going up all around the room.
True networkers are committed to establishing long term business relationships that become strong enough to put their reputations and credibility on the line for one another. They are compelled to refer one another!
Copyright 2007 Paula Frazier
Executive Director
BNI – Southwestern Virginia
http://BNIswva
===========================================================
5. To Do This Week
===========================================================
Review your 2007 Plan.
Monday Morning Motivators – October 1, 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
“Giving money and power to government is like giving whiskey and car keys to teenage boys.”
--P. J. O'Rourke
This week, help me welcome Paula Frazier from Southwestern Virginia as our new networking coach for MMM! Welcome, Paula, and we look forward to having you keep us on track. LLF
============================================================
Table of Contents
============================================================
1. The Last Quarter? – Linda Fayerweather
2. The Power is in Your Hands Rule Three - Rebecca Booth
3. Maybe You Should Dance All Night – Pat Altvater
4. So You’re There to Network – Paula Frazier
5. To Do This Week
6. Fine Print
============================================================
1. The Last Quarter?
============================================================
October first marks the beginning of the fourth quarter for most businesses. Are you thinking “where has the year gone?”; take heart, you are not alone. If we set realistic goals in January, chances are we have met some, exceeded others and yes, there may be some we haven’t achieved and likely won’t by December 31. Facing the plan now will often invigorate us to action. When we don’t do this comparison, human nature often resorts to ruminating on what we know we haven’t completed instead of celebrating our successes. Before you surrender to the holiday hoopla, really look at where you have been this fiscal year and plan what can happen in this last quarter so 2007 will be the year of your dreams. Just do it! I promise it won’t hurt.
Copyright 2007 Linda Fayerweather
Changing Lanes LLC
Changing Lanes LLC
============================================================
2. In Sales: The Power is in Your Hands – Rule 3 or 4
============================================================
Insist on a “quid pro quo” for every customer request. When was the last time you had a prospect or client ask you to do an RFP based upon 35 pages of detailed questions? A lot of work, right? And you’re gambling for the business. Well, the good news is you should feel confident to ask the client in return for “quid pro quo” (meaning that anything the client asks you to do gives you the right to ask them to do something comparable in return). This strategy helps you to not be taken advantage of, but it also gives you the opportunity to strengthen your competitive position. The next time you are asked for the detailed RFP, ask the prospect/client for the opportunity to present your findings to the decision makers personally. Chances are the client will tell you that your competitors haven’t asked to do this, to which you can answer, ”Well, I guess they don’t care as much about getting your business!”
Copyright 2007 Rebecca Booth
Marketing Goddess
Imagine That!
Marketing Solutioneers
===========================================================
3. Maybe You Should Dance All Night
===========================================================
According to a recent study by the Center of Aging, Health and Humanities, dancing offers many health benefits, such as building muscle strength, improving coordination, and boosting the immune system. Dance to your favorite music for 10 - 30 minutes. Dancing, even just bopping around in a small area, is great exercise. Move all your body parts any way that feels good. If you have kids, ask them to join in; hey, that beats having them on the sidelines laughing!
Copyright 2007 Patricia Altvater
Transformations Institute
Author, Journey to Health 12-Month Total Transformation Program
Transformations Institute
===========================================================
4. So You’re There to Network!
===========================================================
The definition of networking, according to Dr. Ivan Misner, is “helping other people as a way of growing their business.” Too often, we walk into business meetings, boardrooms, networking events and then go on autopilot. We trust ourselves to know our businesses so well that we simply go through the motions. We intend to net-WORK, but we end up net-sitting, net-eating and net-SELLING.
Simply put . . . our networking behavior does not always support our networking intentions. We actually start “selling” to people we’ve just met. We don’t realize we’re trying to “close” perfect strangers. A trained networker would be able to “see” invisible armor going up all around the room.
True networkers are committed to establishing long term business relationships that become strong enough to put their reputations and credibility on the line for one another. They are compelled to refer one another!
Copyright 2007 Paula Frazier
Executive Director
BNI – Southwestern Virginia
http://BNIswva
===========================================================
5. To Do This Week
===========================================================
Review your 2007 Plan.
Monday, September 24, 2007
Wrenches - Sales - Time
=========================================================
Monday Morning Motivators – September 24, 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 determined soul will do more with a rusty monkey wrench than a loafer will accomplish with all the tools in a machine shop.”
--Robert Hughes
========================================================
Table of Contents
========================================================
1. Where Are Your Allen Wrenches? – Linda Fayerweather
2. The Power is in Your Hands Rule Two - Rebecca Booth
3. Can’t Find 30 Minutes? – Pat Altvater
4. To Do This Week
5. Fine Print
========================================================
1. Where Are Your Allen Wrenches?
========================================================
This weekend my son moved to his new home and since it is just blocks away; my house was a great location for food, drinks, and tools. Several times during the weekend, I was asked for tools and in 5 seconds or less I was able locate them.
Now, I don’t have a large toolbox, in fact it is smaller than many women’s purses. My son gave it to me several years ago and it has a molded shape for each tool so you know visually what has been lost, stolen or strayed even if the name eludes you. At that time, he was with the Air National Guard (ANG) as an F16 avionics technician. He explained to me that all the ANG toolboxes are designed so the tech quickly sees that NO tools are left behind in the guts of a jet. That is LEAN.
Back to the move, finds my husband unable to locate his Allen wrenches; he asked if I had any. I looked puzzled and said “Are those the “L” shaped things?” Yes they are and I gave him two sets from their form fitted location – one set metric and one English.
Keeping track of anything requires a system so you don’t have to remember where each thing is but the place where like objects are kept. Saves brain time for more important tasks like playing with my grandson – that was my job this weekend. And the Allen wrenches were returned!
Copyright 2007 Linda Fayerweather
Changing Lanes LLC
www.ChangingLanes.biz
=======================================================
2. In Sales: The Power is in Your Hands – Rule 2 or 4
=======================================================
Last week we discussed finding an equal footing between our salespeople and potential prospects. This week we continue learning Bob Beck’s rules for sales success:
Rule #2
Emphasize the value you’re bringing to the table.
Many sales reps lose their credibility to apologizing for the interruption and even for their product and wind up begging for the business. The savviest of customers can smell this fear and will use it to their advantage. But salespeople beware! Rather than taking a back seat to this fear-sniffing prospect, be bold. That prospect has a problem to solve. And your product can do just that! Never before have decision makers been so under the gun to solve problems and create new growth. At the same time, they are stretched to their limits with time and money. While they don’t have time to visit with cookie-cutter, product-focused sales reports, they always have time for someone who has the answers to their problems!
Copyright 2007 Rebecca Booth
Marketing Goddess
Imagine That!
www.marketingsolutioneers.com
=======================================================
3. Can’t find 30 Minutes?
=======================================================
If you find it difficult to exercise for 30 minutes or more each day, instead try doing 10 minutes of brisk exercise three times a day. The American College of Sports Medicine and the American Heart Association updated their Physical Activity Guidelines in August 2007. One new guideline is that for moderate-intensity exercise, such as brisk walking, it is OK to break up your 30 minute workout into 10 minute segments. What a great break from your daily activities, morning, noon and night. It’s easy on the knees and could be considered the ultimate health enhancer.
Copyright 2007 Patricia Altvater
Transformations Institute
Author, Journey to Health 12-Month Total Transformation Program
=========================================================
4. To Do This Week
=========================================================
Network with a banker!
Monday Morning Motivators – September 24, 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 determined soul will do more with a rusty monkey wrench than a loafer will accomplish with all the tools in a machine shop.”
--Robert Hughes
========================================================
Table of Contents
========================================================
1. Where Are Your Allen Wrenches? – Linda Fayerweather
2. The Power is in Your Hands Rule Two - Rebecca Booth
3. Can’t Find 30 Minutes? – Pat Altvater
4. To Do This Week
5. Fine Print
========================================================
1. Where Are Your Allen Wrenches?
========================================================
This weekend my son moved to his new home and since it is just blocks away; my house was a great location for food, drinks, and tools. Several times during the weekend, I was asked for tools and in 5 seconds or less I was able locate them.
Now, I don’t have a large toolbox, in fact it is smaller than many women’s purses. My son gave it to me several years ago and it has a molded shape for each tool so you know visually what has been lost, stolen or strayed even if the name eludes you. At that time, he was with the Air National Guard (ANG) as an F16 avionics technician. He explained to me that all the ANG toolboxes are designed so the tech quickly sees that NO tools are left behind in the guts of a jet. That is LEAN.
Back to the move, finds my husband unable to locate his Allen wrenches; he asked if I had any. I looked puzzled and said “Are those the “L” shaped things?” Yes they are and I gave him two sets from their form fitted location – one set metric and one English.
Keeping track of anything requires a system so you don’t have to remember where each thing is but the place where like objects are kept. Saves brain time for more important tasks like playing with my grandson – that was my job this weekend. And the Allen wrenches were returned!
Copyright 2007 Linda Fayerweather
Changing Lanes LLC
www.ChangingLanes.biz
=======================================================
2. In Sales: The Power is in Your Hands – Rule 2 or 4
=======================================================
Last week we discussed finding an equal footing between our salespeople and potential prospects. This week we continue learning Bob Beck’s rules for sales success:
Rule #2
Emphasize the value you’re bringing to the table.
Many sales reps lose their credibility to apologizing for the interruption and even for their product and wind up begging for the business. The savviest of customers can smell this fear and will use it to their advantage. But salespeople beware! Rather than taking a back seat to this fear-sniffing prospect, be bold. That prospect has a problem to solve. And your product can do just that! Never before have decision makers been so under the gun to solve problems and create new growth. At the same time, they are stretched to their limits with time and money. While they don’t have time to visit with cookie-cutter, product-focused sales reports, they always have time for someone who has the answers to their problems!
Copyright 2007 Rebecca Booth
Marketing Goddess
Imagine That!
www.marketingsolutioneers.com
=======================================================
3. Can’t find 30 Minutes?
=======================================================
If you find it difficult to exercise for 30 minutes or more each day, instead try doing 10 minutes of brisk exercise three times a day. The American College of Sports Medicine and the American Heart Association updated their Physical Activity Guidelines in August 2007. One new guideline is that for moderate-intensity exercise, such as brisk walking, it is OK to break up your 30 minute workout into 10 minute segments. What a great break from your daily activities, morning, noon and night. It’s easy on the knees and could be considered the ultimate health enhancer.
Copyright 2007 Patricia Altvater
Transformations Institute
Author, Journey to Health 12-Month Total Transformation Program
=========================================================
4. To Do This Week
=========================================================
Network with a banker!
Monday, September 17, 2007
Whining - Walking - Selling
============================================================
Monday Morning Motivators – September 17, 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
“Focus 90% of your time on solutions and only 10% of your time on problems.”
--Anthony J. D'Angelo
============================================================
Table of Contents
============================================================
1. Need Some Cheese & Crackers with that Whine? – Linda Fayerweather
2. The Power is in Your Hands Rule One - Rebecca Booth
3. Walking towards Health – Pat Altvater
4. To Do This Week
5. Fine Print
============================================================
1. Need Some Cheese & Crackers with that Whine?
============================================================
If you are not working ON your business at least 5 hours a week, then maybe on your way home tonight you will want to pick up some cheese and crackers so when you “whine” you won’t be doing it on an empty stomach. In Michael Gerber’s E-Myth Revisited
as entrepreneurs, we are reminded to work ON our business and not IN our business. In reality, the business owner with less than 15 employees will often not have the luxury to spend all her time ON the business. Here are some questions to start your thinking beyond the day to day work:
1. When will you spend 3 hours planning weekly? Is it scheduled?
2. What can you do this week to create a better tomorrow?
3. What core competencies do your employees posses which can be leveraged to affect sales growth?
4. What is the number one bottleneck in your business that is holding back growth of sales, profit or both?
5. If you had to price everything your employees and you do on an invoice for your customer, how many of these items would your customer recognize as value-added?
Carving out some time each week to plan and reflect will lead to a better tomorrow and maybe a celebration with wine and not whine.
Copyright 2007 Linda Fayerweather
Changing Lanes LLC
www.ChangingLanes.biz
============================================================
2. In Sales: The Power is in Your Hands – Rule 1 or 4
============================================================
Bob Beck, CEO of Sales Builders, Inc. believes the sales person and the customer are equals. In order to keep you on an equal level with the decision make, Beck offers four strategies for success.
Rule #1:
Reframe apparent weaknesses into real strengths. Many people think you need to acquiesce because the client hasn’t heard of your company before. Here are a few responses to gaining that equality:
“If nobody has ever heard of my firm, they can’t have negative preconceptions.”
“We may be new, but we have something different to offer.”
“Yes, we’re a small company, but the truth is we don’t have a bureaucracy to weigh us down.”
Copyright 2007 Rebecca Booth
Marketing Goddess
Imagine That!
www.marketingsolutioneers.com
===========================================================
3. Walking towards Health
===========================================================
Walking is one of the best things you can do for your health. Research shows that a regular walking regimen decreases the risk of cardiovascular disease, diabetes, stroke, high blood pressure and even cognitive decline. In addition, may people who walk regularly report less stress, better sleep, more energy and a sense of empowerment from taking an active role in their health. If you want to walk for exercise but tend to procrastinate, start a walking club in your neighborhood; the rewards will pay off in more ways that you can imagine.
Copyright 2007 Patricia Altvater
www.TransformationsInstitute.com
Author, Journey to Health 12-Month Total Transformation Program
===========================================================
4. To Do This Week
===========================================================
Don’t confuse Memos with Reality.
Monday Morning Motivators – September 17, 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
“Focus 90% of your time on solutions and only 10% of your time on problems.”
--Anthony J. D'Angelo
============================================================
Table of Contents
============================================================
1. Need Some Cheese & Crackers with that Whine? – Linda Fayerweather
2. The Power is in Your Hands Rule One - Rebecca Booth
3. Walking towards Health – Pat Altvater
4. To Do This Week
5. Fine Print
============================================================
1. Need Some Cheese & Crackers with that Whine?
============================================================
If you are not working ON your business at least 5 hours a week, then maybe on your way home tonight you will want to pick up some cheese and crackers so when you “whine” you won’t be doing it on an empty stomach. In Michael Gerber’s E-Myth Revisited
as entrepreneurs, we are reminded to work ON our business and not IN our business. In reality, the business owner with less than 15 employees will often not have the luxury to spend all her time ON the business. Here are some questions to start your thinking beyond the day to day work:1. When will you spend 3 hours planning weekly? Is it scheduled?
2. What can you do this week to create a better tomorrow?
3. What core competencies do your employees posses which can be leveraged to affect sales growth?
4. What is the number one bottleneck in your business that is holding back growth of sales, profit or both?
5. If you had to price everything your employees and you do on an invoice for your customer, how many of these items would your customer recognize as value-added?
Carving out some time each week to plan and reflect will lead to a better tomorrow and maybe a celebration with wine and not whine.
Copyright 2007 Linda Fayerweather
Changing Lanes LLC
www.ChangingLanes.biz
============================================================
2. In Sales: The Power is in Your Hands – Rule 1 or 4
============================================================
Bob Beck, CEO of Sales Builders, Inc. believes the sales person and the customer are equals. In order to keep you on an equal level with the decision make, Beck offers four strategies for success.
Rule #1:
Reframe apparent weaknesses into real strengths. Many people think you need to acquiesce because the client hasn’t heard of your company before. Here are a few responses to gaining that equality:
“If nobody has ever heard of my firm, they can’t have negative preconceptions.”
“We may be new, but we have something different to offer.”
“Yes, we’re a small company, but the truth is we don’t have a bureaucracy to weigh us down.”
Copyright 2007 Rebecca Booth
Marketing Goddess
Imagine That!
www.marketingsolutioneers.com
===========================================================
3. Walking towards Health
===========================================================
Walking is one of the best things you can do for your health. Research shows that a regular walking regimen decreases the risk of cardiovascular disease, diabetes, stroke, high blood pressure and even cognitive decline. In addition, may people who walk regularly report less stress, better sleep, more energy and a sense of empowerment from taking an active role in their health. If you want to walk for exercise but tend to procrastinate, start a walking club in your neighborhood; the rewards will pay off in more ways that you can imagine.
Copyright 2007 Patricia Altvater
www.TransformationsInstitute.com
Author, Journey to Health 12-Month Total Transformation Program
===========================================================
4. To Do This Week
===========================================================
Don’t confuse Memos with Reality.
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