============================================================
Monday Morning Motivators – June 9, 2008
============================================================
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
“We are all competing against mediocrity.”
--Blue Man
============================================================
Table of Contents
============================================================
1. – Linda Fayerweather
2. The Power of the Testimonial – Part 2 - Rebecca Booth
3. Release Instant Gratification - Pat Altvater
4. Follow Up – Paula Frazier
5. To Do This Week
6. Fine Print
============================================================
1. Vacation, Yeah, Take One!
============================================================
When was the last time you took off two weeks? Business owners need to plan and then take vacations to refresh, reinvigorate and renew their commitment to their business. Other things that may happen when you vacation include:
1. Identify Number 2;
2. Test “What if” scenarios for an extended owner absence;
3. Test Standard Operating Procedures;
4. Identify things you don’t need to do leading to new space in your calendar;
5. New ideas for the future!
Planning for a vacation is a key step to long range planning. Next time you hear someone say “I haven’t had a vacation in 2 or 3 or 5 years, image a big “L” for loser on their forehead. Business owners that forget to vacation usually have no long term plans. If you are still a skeptic, read Joe Albanese’s story about his start-up and Iraq. http://www.inc.com/magazine/20080601/when-absence-makes-the-team-grow-stronger.html
Copyright 2008 Linda Fayerweather
I’m on vacation this week!
Changing Lanes LLC
www.ChangingLanes.biz
============================================================
2. The Power of the Testimonial – Part Two: Dissecting the Testimonial
============================================================
A good testimonial needs to be short and to the point. But just saying, “XYZ Company saved me time and money” isn’t going to cut it. Readers want to know how XYZ Company saved that person time and money. Here’s a stronger testimonial: “I worked closely with XYZ Company on developing a new software system for my business. Not only did they listen to my needs, I’ve been able to increase my profits twofold thanks to the time I saved by using XYZ’s software!”
This testimonial is stronger because it mentions:
1) Specifics (increased profits twofold)
2) That you listen to your clients and respond to their input
3) That you work closely with them (no one trusts a lone wolf to deliver products/service any more).
By demonstrating through testimonials that your product or service can save a prospect time, make them more efficient, and allow them to get more business done during the day you have a strong testimonial. By telling them you can also save them money, you have a tried and true winner!
Copyright 2008 Rebecca Booth
Marketing Goddess
Imagine That!
419-855-3399
www.rebeccaboothmarketinggoddess.com
===========================================================
3. Release Instant Gratification
============================================================
We’ve become an instant gratification society; we want everything NOW! We’re accustomed to fast food, changing the TV channels with a push of a button and instant information on the Internet. When this mindset flows over to our business, it can be harmful.
Studies show that individuals who cultivate the ability to delay gratification are more successful, financially stable and happy people. They know that a choice today that may result in waiting for results is typically better than the quick fix of instant gratification.
The ability to delay gratification can be developed by practicing with small goals. Select one behavior change and do it every day. Keep track daily to keep yourself accountable for making this change. Here are some things you can do to build your self-discipline muscle:
1. Check email only twice a day.
2. Eliminate TV for an entire week. No exceptions, no TV.
3. Put the $3.50 from your daily café mocha into a savings account for something you’d like to buy; rather than buying it now with credit, wait until you have the cash to purchase the item.
4. Get up an hour earlier to have quiet time for yourself.
Each small victory leads to greater victories so keep your momentum going by selecting other goals to work on; goals that may be more long-term in nature.
Pat Altvater
Certified Law of Attraction Practitioner
www.thesecretofpermanentweightloss.com
www.permanentweightlossebook.com
www.transformationsinstitute.com
===========================================================
4. Follow Up
===========================================================
Dear Monday Morning Motivators Readers – This is an article written by my long time colleague and friend Hazel M Walker. Enjoy!!!
You have just spent 3 hours at a networking event, you get back to your office and the phone rings, there are 37 emails that need to be answered, clients need help and life happens. What happened to those business cards? Two weeks pass, three weeks pass and the next thing you know there is a rubber band around the cards and they are put in a drawer, sound familiar?
Business people all over the world spend a great deal of time going to networking events. Often it is wasted time because there is little or no follow up. If you consider the value of your time, these events can be expensive.
For instance, you drive 30 minutes to an event, you are at the event for 2 hours, and you drive 30 minutes back to your office, for a total of 3 hours. If, as a business owner, you calculate the value of your hour as $100, you have now spent $300 for this networking event. Take this times 10 events per year, you are now at $3000 per year for just this one event. Add to that cost, the cost of the event, cost of the fuel or any other cost, then multiply it times the number of events and you can rack up $10,000 to $15,000 in networking expenses.
If you are investing this kind of money in your networking, wouldn't it make sense to have a follow up system in place?
I asked Dr. Ivan R. Misner, founder of BNI and the Referral Institute, what he thought was the very best system for follow up. After all he is known as the "Father of Modern Networking", so certainly he would have the best system. I was surprised by his response, "The best system is the one that works for you. Everyone has a different style, so what might work for one might not be the best for another. The important thing is that you have a system that you will stick to."
Copyright 2008 Hazel M Walker is a Master Trainer for the Referral Institute teaching business professionals how to implement the Science of Referrals. She is a member of the National Speakers Association and she is the owner of an award winning BNI Franchise, where she works with business owners to implement the power of referrals in their businesses. Hazel can be reached at hazel@referralinstitute.com
Paula Frazier is a referral marketing trainer, coach, consultant and keynote speaker. She 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. Check out #33, Delusion with a twist!
===========================================================
5. To Do This Week
===========================================================
Plan your next day before you leave the office.
Monday, June 09, 2008
Monday, June 02, 2008
Monday Morning Motivators - June 2, 2008
============================================================
Monday Morning Motivators – June 2, 2008
============================================================
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 is not the employer who pays the wages. Employers only handle the money. It is the customer who pays the wages.”
--Henry Ford
============================================================
Table of Contents
============================================================
1. Business Purpose – Linda Fayerweather
2. Testimonials – Part 1 - Rebecca Booth
3. How Are You Tending Your Garden? – Pat Altvater
4. 5 MAGIC WORDS – Paula Frazier
5. To Do This Week
6. Fine Print
============================================================
1. Business Purpose
============================================================
What is the Purpose of your business? When I ask owners this questions, they often stumble through their mission or vision statement and miss the bigger point – customers. A business won’t survive without them and a business won’t thrive without satisfied ones. The key is developing your business’s satisfaction model that is identifiable for marketing and doable!
Both Whole Foods and Kroger sell food. If organic and sustainable is important, you might choose Whole Foods, but strolling the isles of Kroger you will find organic products, too. Whole Foods is an experience in shopping. The prepared foods and the always available knowledgeable staff do cost! Both stores have loyal customers and some customers shop both.
In the end, to satisfy customers you may have
Low prices,
Tremendous service OR
Top quality.
In fact you can have TWO of these – just not THREE! Make sure your business’s purpose equals the message your marketing is sending.
Copyright 2008 Linda Fayerweather
Do – Doing - Done! It really is that simple
Changing Lanes LLC
www.ChangingLanes.biz
============================================================
2. The Power of the Testimonial – Part One: The Overview
============================================================
Last week we talked about how important it is for you to know why people buy. In most significant purchases people buy either because they can save money or they’re saving time. One of the very best ways to get this point across in your marketing materials is to use a testimonial from a satisfied customer. Better yet, pair that testimonial with a photo. People are drawn to pictures and are more apt to read the copy by the photo than they are to read the ad or the brochure.
When approaching clients for testimonials make sure:
1) They are respected in their field
2) They are speaking the truth
3) What they say is short and to the point
Copyright 2008 Rebecca Booth
Marketing Goddess
Imagine That!
419-855-3399
www.rebeccaboothmarketinggoddess.com
===========================================================
3. How Are You Tending Your Garden?
============================================================
Robin Sharma, author of The Monk Who Sold His Ferrari, makes the analogy between a garden and our minds. He wonders why, if we are appalled at the thought of throwing toxic waste on our beautiful flower gardens, we allow negative thinking to harm our minds!
He says “To live life to the fullest, you must stand guard at the gate of your garden and let only the very best information enter. You truly cannot afford the luxury of a negative thought – not even one.”
How is your garden? Remember you have the power to choose how you react and think about everything that occurs in your life, so tend your garden well, look for the positive in every circumstance and your life will bloom vividly.
Pat Altvater
Certified Law of Attraction Practitioner
Chief Wizard of WOW
www.thesecretofpermanentweightloss.com
www.permanentweightlossebook.com
www.transformationsinstitute.com
===========================================================
4. 5 MAGIC WORDS
===========================================================
We’ve been wired for convenience in our society – fast track, fast food, instant everything! We attempt to have scheduled and impromptu conversations everyday but they’re more like shallow chit chats. People get so intent on sending their own message when they interact with others that they end up having face to face monologues. There’s no real exchange of ideas or communication.
How many times a day do you have one of these predictable, superficial discussions?
How are you? Fine.
What’s new? Nothing much.
(Insert a little catch up chit chat here or some sort of business exchange)
You know where to find me if you need anything! (They just offered to help you!!!)
Thanks. You too. (You just offered to help them!!!)
Take care. Bye.
At some point in nearly every conversation people offer to help each other! Most of us aren’t prepared to accept help in the moment because we haven’t given enough thought to the kind of help we need AND because we’re truly not listening. Next time, be prepared - “Thanks for offering. It would be great if you would . . .”
1. Display my literature and products
2. Endorse my products and services
3. Nominate me for (specific) award
4. Provide me with referrals
5. Identify prospects that need my products/services
6. Introduce me to prospects
7. Arrange a meeting on my behalf (including other referral sources)
8. Follow up on the referrals you’ve given to me
9. Publish information for me
10. Serve as a sponsor
The key is to pick one that best suits the person that’s offering to help you. Make your request doable not overwhelming as they’ve got their own business to build.
You and your referral partners can help each other accomplish some pretty amazing results when you honor each and every conversation. If you want to increase the chances of someone offering assistance to you sincerely say these 5 magic words to them, “How can I help YOU?”
Paula Frazier is a referral marketing trainer, coach, consultant and keynote speaker. She is an Executive Director for BNI and part of a select team of Master Trainers for Referral Institute. Paula’s business networking articles are published nationally. She 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
===========================================================
Plan your next day before you leave the office.
Monday Morning Motivators – June 2, 2008
============================================================
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 is not the employer who pays the wages. Employers only handle the money. It is the customer who pays the wages.”
--Henry Ford
============================================================
Table of Contents
============================================================
1. Business Purpose – Linda Fayerweather
2. Testimonials – Part 1 - Rebecca Booth
3. How Are You Tending Your Garden? – Pat Altvater
4. 5 MAGIC WORDS – Paula Frazier
5. To Do This Week
6. Fine Print
============================================================
1. Business Purpose
============================================================
What is the Purpose of your business? When I ask owners this questions, they often stumble through their mission or vision statement and miss the bigger point – customers. A business won’t survive without them and a business won’t thrive without satisfied ones. The key is developing your business’s satisfaction model that is identifiable for marketing and doable!
Both Whole Foods and Kroger sell food. If organic and sustainable is important, you might choose Whole Foods, but strolling the isles of Kroger you will find organic products, too. Whole Foods is an experience in shopping. The prepared foods and the always available knowledgeable staff do cost! Both stores have loyal customers and some customers shop both.
In the end, to satisfy customers you may have
Low prices,
Tremendous service OR
Top quality.
In fact you can have TWO of these – just not THREE! Make sure your business’s purpose equals the message your marketing is sending.
Copyright 2008 Linda Fayerweather
Do – Doing - Done! It really is that simple
Changing Lanes LLC
www.ChangingLanes.biz
============================================================
2. The Power of the Testimonial – Part One: The Overview
============================================================
Last week we talked about how important it is for you to know why people buy. In most significant purchases people buy either because they can save money or they’re saving time. One of the very best ways to get this point across in your marketing materials is to use a testimonial from a satisfied customer. Better yet, pair that testimonial with a photo. People are drawn to pictures and are more apt to read the copy by the photo than they are to read the ad or the brochure.
When approaching clients for testimonials make sure:
1) They are respected in their field
2) They are speaking the truth
3) What they say is short and to the point
Copyright 2008 Rebecca Booth
Marketing Goddess
Imagine That!
419-855-3399
www.rebeccaboothmarketinggoddess.com
===========================================================
3. How Are You Tending Your Garden?
============================================================
Robin Sharma, author of The Monk Who Sold His Ferrari, makes the analogy between a garden and our minds. He wonders why, if we are appalled at the thought of throwing toxic waste on our beautiful flower gardens, we allow negative thinking to harm our minds!
He says “To live life to the fullest, you must stand guard at the gate of your garden and let only the very best information enter. You truly cannot afford the luxury of a negative thought – not even one.”
How is your garden? Remember you have the power to choose how you react and think about everything that occurs in your life, so tend your garden well, look for the positive in every circumstance and your life will bloom vividly.
Pat Altvater
Certified Law of Attraction Practitioner
Chief Wizard of WOW
www.thesecretofpermanentweightloss.com
www.permanentweightlossebook.com
www.transformationsinstitute.com
===========================================================
4. 5 MAGIC WORDS
===========================================================
We’ve been wired for convenience in our society – fast track, fast food, instant everything! We attempt to have scheduled and impromptu conversations everyday but they’re more like shallow chit chats. People get so intent on sending their own message when they interact with others that they end up having face to face monologues. There’s no real exchange of ideas or communication.
How many times a day do you have one of these predictable, superficial discussions?
How are you? Fine.
What’s new? Nothing much.
(Insert a little catch up chit chat here or some sort of business exchange)
You know where to find me if you need anything! (They just offered to help you!!!)
Thanks. You too. (You just offered to help them!!!)
Take care. Bye.
At some point in nearly every conversation people offer to help each other! Most of us aren’t prepared to accept help in the moment because we haven’t given enough thought to the kind of help we need AND because we’re truly not listening. Next time, be prepared - “Thanks for offering. It would be great if you would . . .”
1. Display my literature and products
2. Endorse my products and services
3. Nominate me for (specific) award
4. Provide me with referrals
5. Identify prospects that need my products/services
6. Introduce me to prospects
7. Arrange a meeting on my behalf (including other referral sources)
8. Follow up on the referrals you’ve given to me
9. Publish information for me
10. Serve as a sponsor
The key is to pick one that best suits the person that’s offering to help you. Make your request doable not overwhelming as they’ve got their own business to build.
You and your referral partners can help each other accomplish some pretty amazing results when you honor each and every conversation. If you want to increase the chances of someone offering assistance to you sincerely say these 5 magic words to them, “How can I help YOU?”
Paula Frazier is a referral marketing trainer, coach, consultant and keynote speaker. She is an Executive Director for BNI and part of a select team of Master Trainers for Referral Institute. Paula’s business networking articles are published nationally. She 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
===========================================================
Plan your next day before you leave the office.
Monday, May 26, 2008
Knowing - Buying - Routines - Who You Know
============================================================
Monday Morning Motivators – May 26, 2008
============================================================
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 final test of a leader is that he leaves behind him in other men the conviction and the will to carry on.”
--Walter Lippmann
============================================================
Table of Contents
============================================================
1. Knowing Doing Gap – Linda Fayerweather
2. Why People Buy - Rebecca Booth
3. Routines – Pat Altvater
4. It’s NOT Who You Know; It’s How Well You Know Them – Paula Frazier
5. To Do This Week
6. Fine Print
============================================================
1. Knowing-Doing Gap
============================================================
Smart companies, big or small, all struggle with taking knowledge and applying it to every day work. One of my first consulting gigs was a landscape company in 1993 that had paid $20,000 for a marketing plan. Three things shocked me then about the marketing report.
1. It was only one page long;
2. It was on target and good;
3. It was never implemented.
Taking the plan’s cost and the “projected lost revenue” the unimplemented plan actually cost over $100,000. When I came along, we implemented the plan and managed to turn a struggling business into a strong viable one. The owner of the firm KNEW what needed to be done; she just didn’t know HOW to start DOING it. This Knowing-Doing Gap, popularized by Jeffry Pffeffer of Harvard, is a documented growth factor for successful businesses. Statistically, businesses that DO will surpass those that KNOW but fail to implement. In Lean Culture, we often say DO SOMETHING because you can always do something else if the first DOING doesn’t get the results you want. What do you know about your business that you are not doing?
Copyright 2008 Linda Fayerweather
Do – Doing - Done! It really is that simple
Changing Lanes LLC
www.ChangingLanes.biz
============================================================
2. Why People Buy
============================================================
Don’t you love it when you make a sale? If you’re like most, you’re heady with success and joy. But, amid all the glee you are missing a critical opportunity: assessing the reason “why the client bought”.
Knowing what motivated the client to buy and what was the tipping point between your product and your competitor’s product is crucial to continued success. You want to know these things for two reasons:
1. It enhances your chances to sell your product/service to someone else
2. It’ll also help you make a repeat sale to that same client in the future.
Most significant purchases involve the saving of either time or money. Why did this client sign up with you? Was it time or money? Are you promoting this reason in your marketing materials? If not, think again. Saving time and money is like a one-two punch in boxing. It gets your prospects’ attention and gets them to question if they could do better.
Copyright 2008 Rebecca Booth
Marketing Goddess
Imagine That!
419-855-3399
www.rebeccaboothmarketinggoddess.com
===========================================================
3. Routines
============================================================
There’s something that feels really good about routines. We know what to expect because we do it over and over. Some of our daily habits help us and some are just big time wasters. One of my worst routines is that every time I sit down at my computer, after having been gone for even as little as 20 minutes, I check 5 email accounts! I might miss something really important if I don’t continuously check, right? WRONG!
I’m now replacing that procrastination technique with a new routine. Every evening before I leave my office I write down 6 action steps that need to be completed the next day. Then, first thing in the morning, I write out (by hand) 6 major intentions I have for my life and take a moment to visualize each of those intentions as complete. It feels great to do this; I accomplish much more and feel good about myself for incorporating a new positive routine into my life.
So now, every time I log back on to my computer, I review my list of important actions for the day. This really helps me stay on track and not waste time. And oh, if I don’t respond to your email within 10 seconds of receiving it, just know I will get to it before the day is over!
Pat Altvater
Chief “Wizard of WOW”
www.transformationsinstitute.com
www.permanentweightlossebook.com
www.guidedimagerytoreleaseweight.com
===========================================================
4. It’s NOT Who You Know; It’s How Well You Know Them
===========================================================
Most business professionals rely on referrals to generate revenue, but they don’t make much effort to strategically build their network (a system of people who serve as resources for you and your business). They leave it up to chance and circumstance. Consistently receiving quality referrals depends on your ability to develop quality relationships with quality people.
First you need to identify prospective members for your three main networks. Every network has a different function. While there may be some overlap, the goal is to select 24 different people for each group:
1. Information Network
a. People who are in the business or profession you are in
b. People who train others in your profession
c. People who regulate, audit or monitor others in your field
2. Support Network
a. Your co-workers, colleagues, associates or classmates
b. Your mentors (current or past)
c. People you have helped
3. Referral Network
a. People who get more business when you get business
b. People you do business with (other than your suppliers or vendors)
c. People you have given information, support and referrals to
Now that you’ve begun to develop the breadth of your network it’s time to focus on its depth. When it comes to building your business by referral, it’s not who you know; it’s how well you know them. Referral Institute’s VCP™ model facilitates the evolution of a referral relationship:
1. Visibility – First people must know who you are and what you do.
2. Credibility – With time and effort they will consider you to be reliable and worthy of their confidence.
3. Profitability – This is when you’ve established a mature referral relationship that is mutually rewarding.
As you begin building and strengthening your network remember that trust takes time. Neal Frazier, a local BNI Executive Director, says it well – “You can’t expect to plant a seed today and pick fruit tomorrow.” Over the next week, take a look at who’s in your network, where you are in the relationship and what you’re doing to purposefully and strategically develop them.
Paula Frazier bases her businesses in Roanoke, Virginia. She is an Executive Director for BNI and part of a select team of Master Trainers for Referral Institute. Over the last year, Paula’s business networking articles have been published nationally. She is also acknowledged in the New York Times best seller, Truth or Delusion – Busting Networking’s Biggest Myths. Check out #33, Delusion with a twist!
===========================================================
5. To Do This Week
===========================================================
Commit to an exercise routine that may be as simple as walking 30 minutes per day.
Monday Morning Motivators – May 26, 2008
============================================================
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 final test of a leader is that he leaves behind him in other men the conviction and the will to carry on.”
--Walter Lippmann
============================================================
Table of Contents
============================================================
1. Knowing Doing Gap – Linda Fayerweather
2. Why People Buy - Rebecca Booth
3. Routines – Pat Altvater
4. It’s NOT Who You Know; It’s How Well You Know Them – Paula Frazier
5. To Do This Week
6. Fine Print
============================================================
1. Knowing-Doing Gap
============================================================
Smart companies, big or small, all struggle with taking knowledge and applying it to every day work. One of my first consulting gigs was a landscape company in 1993 that had paid $20,000 for a marketing plan. Three things shocked me then about the marketing report.
1. It was only one page long;
2. It was on target and good;
3. It was never implemented.
Taking the plan’s cost and the “projected lost revenue” the unimplemented plan actually cost over $100,000. When I came along, we implemented the plan and managed to turn a struggling business into a strong viable one. The owner of the firm KNEW what needed to be done; she just didn’t know HOW to start DOING it. This Knowing-Doing Gap, popularized by Jeffry Pffeffer of Harvard, is a documented growth factor for successful businesses. Statistically, businesses that DO will surpass those that KNOW but fail to implement. In Lean Culture, we often say DO SOMETHING because you can always do something else if the first DOING doesn’t get the results you want. What do you know about your business that you are not doing?
Copyright 2008 Linda Fayerweather
Do – Doing - Done! It really is that simple
Changing Lanes LLC
www.ChangingLanes.biz
============================================================
2. Why People Buy
============================================================
Don’t you love it when you make a sale? If you’re like most, you’re heady with success and joy. But, amid all the glee you are missing a critical opportunity: assessing the reason “why the client bought”.
Knowing what motivated the client to buy and what was the tipping point between your product and your competitor’s product is crucial to continued success. You want to know these things for two reasons:
1. It enhances your chances to sell your product/service to someone else
2. It’ll also help you make a repeat sale to that same client in the future.
Most significant purchases involve the saving of either time or money. Why did this client sign up with you? Was it time or money? Are you promoting this reason in your marketing materials? If not, think again. Saving time and money is like a one-two punch in boxing. It gets your prospects’ attention and gets them to question if they could do better.
Copyright 2008 Rebecca Booth
Marketing Goddess
Imagine That!
419-855-3399
www.rebeccaboothmarketinggoddess.com
===========================================================
3. Routines
============================================================
There’s something that feels really good about routines. We know what to expect because we do it over and over. Some of our daily habits help us and some are just big time wasters. One of my worst routines is that every time I sit down at my computer, after having been gone for even as little as 20 minutes, I check 5 email accounts! I might miss something really important if I don’t continuously check, right? WRONG!
I’m now replacing that procrastination technique with a new routine. Every evening before I leave my office I write down 6 action steps that need to be completed the next day. Then, first thing in the morning, I write out (by hand) 6 major intentions I have for my life and take a moment to visualize each of those intentions as complete. It feels great to do this; I accomplish much more and feel good about myself for incorporating a new positive routine into my life.
So now, every time I log back on to my computer, I review my list of important actions for the day. This really helps me stay on track and not waste time. And oh, if I don’t respond to your email within 10 seconds of receiving it, just know I will get to it before the day is over!
Pat Altvater
Chief “Wizard of WOW”
www.transformationsinstitute.com
www.permanentweightlossebook.com
www.guidedimagerytoreleaseweight.com
===========================================================
4. It’s NOT Who You Know; It’s How Well You Know Them
===========================================================
Most business professionals rely on referrals to generate revenue, but they don’t make much effort to strategically build their network (a system of people who serve as resources for you and your business). They leave it up to chance and circumstance. Consistently receiving quality referrals depends on your ability to develop quality relationships with quality people.
First you need to identify prospective members for your three main networks. Every network has a different function. While there may be some overlap, the goal is to select 24 different people for each group:
1. Information Network
a. People who are in the business or profession you are in
b. People who train others in your profession
c. People who regulate, audit or monitor others in your field
2. Support Network
a. Your co-workers, colleagues, associates or classmates
b. Your mentors (current or past)
c. People you have helped
3. Referral Network
a. People who get more business when you get business
b. People you do business with (other than your suppliers or vendors)
c. People you have given information, support and referrals to
Now that you’ve begun to develop the breadth of your network it’s time to focus on its depth. When it comes to building your business by referral, it’s not who you know; it’s how well you know them. Referral Institute’s VCP™ model facilitates the evolution of a referral relationship:
1. Visibility – First people must know who you are and what you do.
2. Credibility – With time and effort they will consider you to be reliable and worthy of their confidence.
3. Profitability – This is when you’ve established a mature referral relationship that is mutually rewarding.
As you begin building and strengthening your network remember that trust takes time. Neal Frazier, a local BNI Executive Director, says it well – “You can’t expect to plant a seed today and pick fruit tomorrow.” Over the next week, take a look at who’s in your network, where you are in the relationship and what you’re doing to purposefully and strategically develop them.
Paula Frazier bases her businesses in Roanoke, Virginia. She is an Executive Director for BNI and part of a select team of Master Trainers for Referral Institute. Over the last year, Paula’s business networking articles have been published nationally. She is also acknowledged in the New York Times best seller, Truth or Delusion – Busting Networking’s Biggest Myths. Check out #33, Delusion with a twist!
===========================================================
5. To Do This Week
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Commit to an exercise routine that may be as simple as walking 30 minutes per day.
Monday, May 19, 2008
Customer Care - Success Coach - Dharma - Do It
============================================================
Monday Morning Motivators – May 19, 2008
============================================================
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
Will you look back on life and say, 'I wish I had,' or 'I'm glad I did'? ~
--Zig Ziglar
============================================================
Table of Contents
============================================================
1. Customer Care – Linda Fayerweather
2. Take it from a Success Coach - Rebecca Booth
3. The Law of Dharma – Pat Altvater
4. Do It, Try It, Fix It – Referral Incentives – Paula Frazier
5. To Do This Week
6. Fine Print
============================================================
1. Customer Care
========================================================
At some point in our businesses we will have a dissatisfied customer. Solving their problem over the phone can be done and here are some tips to help:
1. Don’t wait – the sooner the better.
2. Know how much you can spend on solving the average problem.
3. Know that you will lose some customers and some you want to lose.
4. Get and use the customer’s name when talking.
5. Allow the customer time to explain the situation. This may require calmly listening to anger.
6. Ask the customer how they would like the problem resolved.
7. Own the blame if your company is at fault. Don’t be afraid to say “we are sorry. . .”
8. When you come to an agreement, follow-up with the details.
Share with your staff and peers the problem, how it was resolved and how to prevent a reoccurrence. Often an unhappy customer whose problem is solved will tell people how great you really are!
Copyright 2008 Linda Fayerweather
“Believe You Can Survive.”
Changing Lanes LLC
www.ChangingLanes.biz
============================================================
2. Take it from a Success Coach
============================================================
The most powerful business tool is the ability to learn from your mistakes. Entrepreneurs are sponges when it comes to knowledge. We are constantly on the outlook for innovative ways to improve our business practices. We attend workshops, talk with our peers, garner feedback from our clients and devour magazines and books in hopes of taking our businesses to the next level.
Success Coach Romanus Wolter, says that all of this information is meaningless without our own unique interpretation of it. Things move so fast that we often forget to apply what we’ve just learned to our businesses. With this said, we can – and do – falter. While we can’t reverse or change that history, Wolter says can change four very small habits and improve our businesses:
1. Make Hindsight Your Mentor – document your lessons – those you’ve learned the hard way by a mistake or those that you’ve learned from that workshop you just took. Keep a notebook with you at all times and take note of the what you’re doing right, wrong and what you can implement.
2. Trust Your “Sixth Sense” – your natural instinct is a powerful one. Fine-tuning your instincts will show you how seemingly random events fit together in your business. When you get that tingle in your gut, don’t ignore it. Stop and evaluate the information and explore how you might use it.
3. Integrate Hindsight with Foresight – History is a great teacher. Let past experiences provide you with helpful advice for the future. Weave what you’ve learned into future projects. Chronicle your lessons and update your business practices accordingly. By disciplining yourself to look at the past and future simultaneously it helps you make significant breakthroughs.
4. Let Yourself Make Mistakes – Making mistakes is a natural part of the process. Be open to tweaking your hindsight lessons to fit the particular needs of a new project. Open your mind to new strategies and recognize that errors may occur. Be truthful with yourself even it if hurts. By drawing on lessons you’ve learned as you engage in everyday actions, you’ll achieve even more with less effort. Hindsight is an effective tool in propelling your business forward and an important reminder that you have the ability to attain any goal.
Go for it!
Copyright 2008 Rebecca Booth
Marketing Goddess
Imagine That!
419-855-3399
www.rebeccaboothmarketinggoddess.com
===========================================================
3. The Law of Dharma
============================================================
This is the seventh in a 7 part series based on Deepak Chopra’s book The Seven Spiritual Laws of Success.
The Law of Dharma is about living a life of purpose. It means finding what you do better than anyone else and using that talent to provide a service to others. So the focus is on what you are here to give.
There are three components to the Law of Dharma:
1. To become aware that we are spiritual beings living a human experience and to nurture the spiritual part of us
2. To discover and learn to express our unique talents
3. To be of service to others. The question is not “What’s in it for me?” but instead “How can I be of service?”
To incorporate this law into your life:
• Make a list of your unique talents.
• Ask yourself these questions:
o “If money were no object, what would you do?”
o “Do I have passion for what I currently do?”
o “How am I best suited to serve humanity?”
According to Chopra, when you become aware of your divinity, find and express your unique talents, and serve humanity, you can generate all the abundance you want.
Pat Altvater
Chief Wizard of WOW!
Journey to WOW – Choose Success NOW™ coach
Certified Law of Attraction Practitioner www.transformationsinstitute.com
===========================================================
4. Do It, Try It, Fix It – Referral Incentives
===========================================================
Your word-of-mouth-based business can be greatly enhanced if you design some creative incentives for people to give you referrals. Although finder's fees could be appropriate, they are not the best ploy to use in most situations. Remember, money is not always the best motivator. Try different types of incentives, track the results, stick with the one that works best.
Copyright 2008 Paula Frazier bases her businesses in Roanoke, Virginia. She is an Executive Director for BNI and part of a select team of Master Trainers for Referral Institute. Over the last year, Paula’s business networking articles have been published nationally.
===========================================================
5. To Do This Week
===========================================================
Spring clean the entrance to your business – it is the first thing your customer will see.
Monday Morning Motivators – May 19, 2008
============================================================
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
Will you look back on life and say, 'I wish I had,' or 'I'm glad I did'? ~
--Zig Ziglar
============================================================
Table of Contents
============================================================
1. Customer Care – Linda Fayerweather
2. Take it from a Success Coach - Rebecca Booth
3. The Law of Dharma – Pat Altvater
4. Do It, Try It, Fix It – Referral Incentives – Paula Frazier
5. To Do This Week
6. Fine Print
============================================================
1. Customer Care
========================================================
At some point in our businesses we will have a dissatisfied customer. Solving their problem over the phone can be done and here are some tips to help:
1. Don’t wait – the sooner the better.
2. Know how much you can spend on solving the average problem.
3. Know that you will lose some customers and some you want to lose.
4. Get and use the customer’s name when talking.
5. Allow the customer time to explain the situation. This may require calmly listening to anger.
6. Ask the customer how they would like the problem resolved.
7. Own the blame if your company is at fault. Don’t be afraid to say “we are sorry. . .”
8. When you come to an agreement, follow-up with the details.
Share with your staff and peers the problem, how it was resolved and how to prevent a reoccurrence. Often an unhappy customer whose problem is solved will tell people how great you really are!
Copyright 2008 Linda Fayerweather
“Believe You Can Survive.”
Changing Lanes LLC
www.ChangingLanes.biz
============================================================
2. Take it from a Success Coach
============================================================
The most powerful business tool is the ability to learn from your mistakes. Entrepreneurs are sponges when it comes to knowledge. We are constantly on the outlook for innovative ways to improve our business practices. We attend workshops, talk with our peers, garner feedback from our clients and devour magazines and books in hopes of taking our businesses to the next level.
Success Coach Romanus Wolter, says that all of this information is meaningless without our own unique interpretation of it. Things move so fast that we often forget to apply what we’ve just learned to our businesses. With this said, we can – and do – falter. While we can’t reverse or change that history, Wolter says can change four very small habits and improve our businesses:
1. Make Hindsight Your Mentor – document your lessons – those you’ve learned the hard way by a mistake or those that you’ve learned from that workshop you just took. Keep a notebook with you at all times and take note of the what you’re doing right, wrong and what you can implement.
2. Trust Your “Sixth Sense” – your natural instinct is a powerful one. Fine-tuning your instincts will show you how seemingly random events fit together in your business. When you get that tingle in your gut, don’t ignore it. Stop and evaluate the information and explore how you might use it.
3. Integrate Hindsight with Foresight – History is a great teacher. Let past experiences provide you with helpful advice for the future. Weave what you’ve learned into future projects. Chronicle your lessons and update your business practices accordingly. By disciplining yourself to look at the past and future simultaneously it helps you make significant breakthroughs.
4. Let Yourself Make Mistakes – Making mistakes is a natural part of the process. Be open to tweaking your hindsight lessons to fit the particular needs of a new project. Open your mind to new strategies and recognize that errors may occur. Be truthful with yourself even it if hurts. By drawing on lessons you’ve learned as you engage in everyday actions, you’ll achieve even more with less effort. Hindsight is an effective tool in propelling your business forward and an important reminder that you have the ability to attain any goal.
Go for it!
Copyright 2008 Rebecca Booth
Marketing Goddess
Imagine That!
419-855-3399
www.rebeccaboothmarketinggoddess.com
===========================================================
3. The Law of Dharma
============================================================
This is the seventh in a 7 part series based on Deepak Chopra’s book The Seven Spiritual Laws of Success.
The Law of Dharma is about living a life of purpose. It means finding what you do better than anyone else and using that talent to provide a service to others. So the focus is on what you are here to give.
There are three components to the Law of Dharma:
1. To become aware that we are spiritual beings living a human experience and to nurture the spiritual part of us
2. To discover and learn to express our unique talents
3. To be of service to others. The question is not “What’s in it for me?” but instead “How can I be of service?”
To incorporate this law into your life:
• Make a list of your unique talents.
• Ask yourself these questions:
o “If money were no object, what would you do?”
o “Do I have passion for what I currently do?”
o “How am I best suited to serve humanity?”
According to Chopra, when you become aware of your divinity, find and express your unique talents, and serve humanity, you can generate all the abundance you want.
Pat Altvater
Chief Wizard of WOW!
Journey to WOW – Choose Success NOW™ coach
Certified Law of Attraction Practitioner www.transformationsinstitute.com
===========================================================
4. Do It, Try It, Fix It – Referral Incentives
===========================================================
Your word-of-mouth-based business can be greatly enhanced if you design some creative incentives for people to give you referrals. Although finder's fees could be appropriate, they are not the best ploy to use in most situations. Remember, money is not always the best motivator. Try different types of incentives, track the results, stick with the one that works best.
Copyright 2008 Paula Frazier bases her businesses in Roanoke, Virginia. She is an Executive Director for BNI and part of a select team of Master Trainers for Referral Institute. Over the last year, Paula’s business networking articles have been published nationally.
===========================================================
5. To Do This Week
===========================================================
Spring clean the entrance to your business – it is the first thing your customer will see.
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