"Travel and change of place impart new vigor to the mind."

Archimedes

100,000 Frequent Flyer Miles Without Flying
By Lori Allen

Chris Guillebeau is on a quest to visit every country in the world. He's traveled to 141 countries so far, and he's flown to several of them on someone else's dime.

Last year, I read an article he wrote on credit card churning and I was intrigued. American Writers & Artists Inc. (AWAI) staff writer Bonnie Caton and one of her friends gave it a try and they enjoyed two free first-class tickets to Costa Rica, drinking complimentary Champagne and living it up in the Admiral's Lounge. All they paid was a measly $60 in taxes.

Churning is when you apply for a new credit card that offers a mileage bonus. Then, once you get the miles, you cancel the card. Wait a little (usually 60-65 days). Then, re-apply for the card to get those miles again.

The miles add up quickly. Bonnie's friend accumulated over 120,000 points in just six months - enough for the two free first-class tickets to Costa Rica and a free economy-class flight to Alaska.

Credit card churning is legal, but it's not for everyone. It does have a downside...

If you try this strategy, here are some things to watch out for:

• Not all credit card companies allow churning. You'll have to experiment. That said, we found a card in our research that offers 100,000 points upfront without churning - enough for two transatlantic flights. (More on this card below.)

• You'll need to meet the minimum purchase requirement to "get" the mileage reward. But never run a balance. Pay it off ASAP. Racking up debt for free tickets isn't what this is about. It's about working the credit card system, legally, for your benefit.
  
  
• Your credit score will drop a little - 4%, eight points, maybe more. It varies. So if you're applying for a mortgage or car loan, wait to use this strategy. A lower credit score can result in paying higher interest rates on mortgages, car loans, and more.

You can monitor your credit using www.myfico.com. You can also get a free copy of your credit report once a year from all three credit bureaus at www.annualcreditreport.com.

Here are a few guidelines to help you choose the right cards for you:

1. Which airlines or alliance do you want to fly with? Knowing this will help you choose cards that fit into your travel plans.

2. What taxes or fuel surcharges will you have to pay once you cash in your points for a flight? Air Canada added fuel and baggage surcharges to their fees instead of raising the price of their flights - and since you can use the points only for the cost of the flight, it can get costly.

3. Do your airline points expire and when? For one of the credit cards Southwest offered, they claimed your points don't expire. But in the fine print, this meant so long as you keep flying with them.

4. Will the card accelerate you toward "elite" status? Southwest Airlines' Rapid Rewards Premier Card (VISA) earns you 30,000 bonus points after you make your first purchase - enough for a free flight to any of the 70+ destinations Southwest serves. But you can also earn 1,500 Tier Qualifying Points toward A-List and A-List Preferred Status for every $10,000 you spend on the card. (See http://www.mychasecreditcards.com/southwest/partnerspremier) The annual membership appears to be $99, though, which leads us to this...

5. Is there an annual fee? Some cards will defer the annual fee for the first year, which means you can cancel the card before that fee hits. If the card you're applying for has an annual fee, you want to make sure the perks you'll enjoy far outweigh what you're paying in annual fees.

6. Are you ready to travel soon? You'll need to redeem the rewards as soon as possible, and then cancel the card (unless it has no annual fee and you want to keep it).

There are lots of options available. But the more points you can earn up front, the easier it is. So, instead of signing up for two cards at 25,000 miles each, you can sign up for one that earns you 50,000 points.

And now, here's the card I told you about earlier... the one that earns you 100,000 miles up front...

The British Airways Visa Signature Card.

You get the first 50,000 miles when you make your first purchase. And you get the second 50,000 miles after spending $2,500 on the card within the first three months.

You'll also earn:

• 2.5 BA Miles for every $1 you spend on British Airways purchases.
  

• 1.25 BA Miles for every $1 you spend on everyday purchases.

You must be a member of the British Airways Executive Club programme. And you can redeem BA Miles only for travel with British Airways.

This offer expires May 6. So if you're interested, you'll get full details here.

Positive Mental Attitude Attributes
by: Napoleon Hill

Form the habit of tolerance and keep an open mind on all subjects, toward people of all races and creeds. Learn to like people just as they are, instead of demanding of them that they be as you wish them to be.

Recognize that love and affection constitute the finest medicines for both your body and your soul. Love changes the entire chemistry of the body and conditions it for the expression of a positive mental attitude. And love also extends the space you may occupy in the hearts of your fellowmen. And in this connection it is important to remember that while love is free, the best way to receive it is to give it.

Keep a daily diary of your good deeds in behalf of others, and never let the sun set on a single day without recording some act of human kindness. The benefits of this habit will be cumulative and eventually it will give you domain over great spaces in the hearts of your fellowmen. And remember: One good deed each day will keep old man gloom away.

For every favor or benefit you receive give an equal benefit to others. The law of increasing returns will operate in your favor and eventually . . . perhaps very soon . . . it will give you the capacity to get everything you are entitled to receive. A positive mental attitude must have a two-way highway on which to travel, or it will cease to function.

Avoid the fear of old age by remembering that the Creator so blessed man that nothing is ever taken from him without something of equal or greater value is given in return. Through the operation of this profound plan, youth is replaced by wisdom. It may help you to accept and appreciate this truth if you are reminded that the greatest achievements of men usually take place after they are well beyond the age of fifty.

Let your motto be: Deeds, not mere words.

"In order to sell a product or a service, a company must establish a relationship with the consumer. It must build trust and rapport. It must understand the customer's needs, and it must provide a product that delivers the promised benefits."

Jay Levinson

The Mistake That Almost Killed Some of the World's Biggest Brands
By Drayton Bird

Life is strange.

I am one of the most disorganized jokers you'll ever meet, but a book by one of the world's most organized people influenced me hugely.

It was My Years With General Motors by Alfred P. Sloan.

Under Sloan's leadership, General Motors became the world's largest car manufacturer. The company was so important to the US economy that they used to say, "What's good for General Motors is good for the country."

But General Motors - and Chrysler - got into terrible trouble and had to be bailed out, barely surviving.

There were many reasons, but one was their marketing. Aside from their ads tending to be boastful and dull, they fell into a habit I see as the marketing equivalent of crack addiction: heavy discounting.

This gives an immediate boost to sales, but you become addicted to it. And you get nasty after-effects - as with crack. Consider:

• The people who buy most from a promotion are your best customers, who would have bought even without the discount.
  

• When offered a discount, people are enticed to accelerate their buying decisions... so there is a slump afterward.
  

• You are training your customers to expect bribes.

To explain more about why this is so dangerous, I must take you back 25 years.

Ogilvy and Mather had a unit called the Ogilvy Centre for Research in San Francisco. The director, Alex Biehl, was working on a project called PIMS. PIMS stood - I think - for Profit Impact of Marketing Strategies.

Over 200 firms took part, and the project was run in partnership with Professor Andrew Ehrenberg at the London Business School. (David Ogilvy always said Andrew had the best mind in marketing.)

One thing the project revealed was very simple, very important - yet seemed to be news to almost all marketers: Firms that spend more money on discounting than advertising are far less profitable than those that spend more on advertising than discounting.

The project divided the firms into four quartiles. Those in the top quartile spent the most on advertising and the least on discounting. Those in the bottom quartile did it the other way round.

The firms in the top quartile were on average twice as profitable as those in the bottom one.

Think about it. When you spend more on offering deals than explaining why people should want to buy your stuff, you are perilously close to saying, "Our stuff is not good enough to sell on its merits at full price."

To get back to where I started... General Motors is no longer the world's biggest automotive firm. Toyota is.

Another brand that once led its market but no longer does is Dell.

And guess what? Every single e-mail Dell sends me offers a deal.

I am not saying never discount. I offer discounts all the time.

Nor am I saying traditional advertising is the answer to your problems.

What I am saying is that marketing messages - through whatever medium - that give people reasons, emotional or rational, for buying are the key to building your business and brand.

16 Principles of Influence in Sales

Sellers know they can help buyers succeed if they would only buy. And if they don't buy, you can't really help, can you?

Thus it's contingent upon us--when we know that what we bring to the table will make a great and positive difference for customers--to do whatever we can to influence them to buy.

If you want to increase your ability to influence, you must first understand the underlying components of it. The best sales people employ sixteen influence principles. We list them below, somewhat in the order that they flow in sales.

For our purposes here, we only outline what the influence principles are; we don't cover how to succeed in each one. As you read, you should ask yourself, "Do I need to be better at this principle?" If the answer is yes, you have some exploring to do.

16 Principles of Influence

1. Attention. You must capture the attention of today’s busy buyers. You can’t influence someone if they’re focused on something else.


2. Curiosity. People know what they have, but they want to know what they are missing. Give them the sense they might be missing something and they’ll naturally want to know more.


3. Desire. When buyers start to see what’s in it for them, they start to become emotionally involved in wanting whatever it is. Develop that into dissatisfaction and you’ll see action in sales.


4. Envy. If you can get your buyer to want something that other people have, their unhappiness will eat away at them until they get it.


5. Emotional Journey. People remember how they feel. Top sales people take prospects on an emotional journey using stories that help prospects to feel the pain of where they are, and feel what the happiness and fulfillment will be like in their better future.


6. Belief. The more convinced they are that your solution will succeed, the more willing they will be to move forward.


7. Justification. People buy with their hearts and justify with their heads. Emphasize your value using a return on investment (ROI) argument.


8. Trust. Belief is faith that something will work. Trust is faith in you. Trust is the foundation of sales. No trust, no sale.


9. Stepping Stones. Think of buying as a leap of faith. If you’re always trying to sell something “big” then that leap can be too much. Shorten the leap of faith with stepping stones first, like smaller projects and propositions that buyers will perceive as less risky.


10. Ownership. Until an individual takes ownership over decisions, actions, and results your ability to influence them is limited. Your job is to make it the buyer’s agenda to move forward, not your own.


11. Involvement. When you have a hand in creating something, you’re more likely to be a passionate advocate for its success. Involve your buyers in in the selling process, and they’ll be much more attached to implement the solution.


12. Desire for Inclusion. People don’t want to be left out. If you can show that others are doing it, the more they’ll want to move forward.


13. Scarcity. People value things that are rare and hard to get. Highlight differentiation, and make sure that buyers know when they may miss out on an opportunity if they don't act now.


14. Likeability. People pay attention to, talk to, and buy from people they like. They want to see people they like succeed.


15. Indifference. The more you seem like you need the sale, the less likely a buyer will view you as a peer, and the more difficult it will be to sell. Maintain equal business standing, and be prepared to walk away if a sale at good terms is not in the cards.


16. Commitment. Written and public commitments are stronger than verbal and private commitments. Gain written, public commitment for each next step in the buying process to ensure a close of the deal.

These are the 16 Principles of Influence in Sales—understand them, learn to use them, and you’ll close more deals.

Want some more? All you have to do is up-sell!

Walking through Seattle’s Pike Place Market (where the inspiration for the book FISH! came from, and also the location of the original Starbucks), I couldn’t resist the Queen Anne cherries. Huge and just picked.

“Give me a half a pound,” I said with positive anticipation of eating them as I walked around. The young woman running the fruit stand obliged, and weighed them.

Then she showed me the inside of the paper sack, 25% full of cherries. “Are you sure that’s enough?”

Startled at her question, I smiled and said, “Make it a pound!”

She smiled, complied, and showed me the now half-full bag. Her eyes were locked between my eyes and the bag. She kept jiggling the bag looking at it, showing it to me, and looking right at me.

I knew what was coming, and was thinking about my answer when she asked again, “Are you sure that’s enough?”

“Make it a pound an a half,” I said as I smiled. “How about an even two pounds, and a few extra on the house?” she shot back without taking a breath between my answer and her offer.

“Deal!” I said.

She put the two pounds in one bag, and my lagniappe in a separate bag so I could see (and eat) my “extra.”

I loved the exchange. I love being sold. And I loved the way she up-sold me. “Are you sure that’s enough?” Simple, yet powerful. I walked away smiling and eating.

After about ten minutes, I couldn’t stand it anymore. I HAD to go back to the cherry stand and find out more. I waited for one customer to pay, and then I anxiously said, “I couldn’t help but ask about your line ‘Are you sure that’s enough?’ It’s a very powerful up-line. How often do you ask it to customers?”

“I ask every customer, every time.” WOW!

It was a GREAT line delivered by a shrewd saleswoman at a hole-in-the wall fruit cart. Low overhead, high profit, fueled by up-sell. Great product. Simple to sell. Followed by a second sales process to sell more.

The up-sell – or should I say the science of the up-sell – is all-important as relates to volume and profit. Especially in these times. Business is down, but not the cherry business. No one told her the economy is in the crapper, or she just ignored it.

Think about the emotional appeal that this woman gave me to entice me to take more money out of my pocket. Brilliant.

Nice story, huh?
Now it gets ugly.

Your sales are down. You still have customers buying from you, but not as many, and not as much. In these times especially, after you have completed a sale, you have to ask yourself these two words: “What else?” And after you discover what else, you have to figure out the emotional appeal that will add on to your sale.

Here are the hard questions:

• What percentage of customers buy 100% of your existing product line?
• What are you asking of your customers AFTER you have completed the sale?
• What are your strategies to maximize the size (dollar amount) of your sales?
• What is your emotional appeal for more or greater sales?
• How consistent are you in asking for more business?
• What are your opportunities? Or should I say LOST or MISSED opportunities?
• What could you change about your presentation that will begin to show what other great items your customer might consider?

Answer those, and you’re on your way to creating up-sell opportunities!

I’m lucky. In 1974, my dad, the late, great Max Gitomer, taught me the secret of up-selling. He said, “Son, when their wallet’s open – empty it.” Simple wisdom is often the most powerful.

“Are you sure that’s enough?” has created a whole new thought process for me, and I hope it spurs a few ideas for you.

"Whatever you want in life, other people are going to want it too.
Believe in yourself enough to accept the idea
that you have an equal right to it."
- Diane Sawyer

The Worst Advice In Self-Help History
By Noah St. John

Back when I was struggling to get ahead in life, I spent much of my hard-earned money on books, audios and seminars that claimed to hold the "secrets of success".
And the one phrase I heard over and over again from the people who had "made it" was that the secret to success is to "believe in yourself."

That phrase used to aggravate the heck out of me, because I didn't believe in myself. And they never told me HOW to believe in myself. So it was basically like saying to us, "Well, if you don't already believe in yourself, you're screwed!"

But then, the more I thought about it - and started writing books and giving seminars around the world on the subject -I realized, we ALL ALREADY believe in ourselves.

Think about it: It's not actually possible to NOT believe in yourself. Right now, you believe SOMETHING about yourself.

The problem is that you probably think you CAN'T do it, are NOT good enough, or are NOT capable enough to handle the problems you're facing.

So, the problem is NOT that we don't believe in ourselves. The problem is that we believe LOUSY THINGS about ourselves!

For example, let's take someone with a very low opinion of them self. For example, let's look at me as I was during all those long, lean years.

The problem was NOT that I didn't believe in myself.

I believed in myself all right. The problem was that I believed I COULDN'T do it... that I would NEVER make it... that EVERYONE ELSE was better, smarter, and more capable than me.

See the point? We ALL believe in something about ourselves. It's just that most of us have a terrifically negative self-belief.

So when all those "gurus" tell us that the secret of success is to "believe in yourself"...once again, they are telling us half-truths.

Of course there's nothing wrong with believing in yourself. It's just that there's NOTHING HELPFUL contained in that sentence!

It would be like you coming up to me and saying, "I want to get a house." And I say to you, "Okay, go get one."

You'd be left there thinking, "Well, what is it you want me to DO?"

That's why the statement "believe in yourself" has to be the most annoying success cliché of all time.

The four main reasons people develop a deeply negative self-belief are:

1. Lack of positive mirroring.

2. Lack of experience.

3. Lack of self-confidence.

4. Lack of empowering daily habits.

It stands to reason that in order to build strong, positive self-belief, you'd have to counteract those things. And you'd be right.

So here are four things you can do - starting RIGHT NOW - to build positive self-belief:

1. Find your Loving Mirrors.

A Loving Mirror is someone who believes in you BEFORE you believe in yourself.

Every one of the Naturals of Success had a Loving Mirror who believed in them first. Whether or not you grew up with positive mirroring, you can still have it now.

Make a list of 5-10 people you would like to mirror you. Then, contact them and ask how you can support one another to reach your individual goals.

In Chapter Five of my best selling book The Secret Code of Success I have several more exercises to find your Loving Mirrors.

2. Fail faster.

You've heard the cliché, "If something's worth doing, it's worth doing right the first time." WRONG!

I've interviewed dozens of multi-millionaires, and every one of them - by their own admission - has had many more failures than successes.

So if you're afraid you're going to fail, realize YOU ARE! And just get over it. That's the best way to get experience under your belt.

3. Trust your gut.

Are you in the habit of trusting your intuition? Or do you discount it and then kick yourself for not listening?
We all have intuition, just like we all have muscles. But just like a muscle, your intuition will only get stronger as you USE it.
Keep ignoring your gut and you'll find that it gets weaker and weaker. But keep trusting and ACTING on your gut - even when it doesn't make "logical" sense" - and you'll find things work out in amazing ways.

4. Document your Successes.

Just like we have to give ourselves permission to fail, we also must give ourselves Permission to Succeed. (That's why Permission to Succeed was the title of my first book!)

One great habit to develop is, every night before going to bed, write down 5 things you accomplished that day.

Keep a Success Journal and write down what you DID. This will focus your mind on what you've DONE, and the more you focus on that, the more you'll realize you CAN do what you set out to do.

Put Positive Mirroring with Experience, add Self-Confidence and Empowering Daily Habits, and you've got a recipe for Unstoppable Self-Belief.
So the next time you hear one of the "gurus" say, "You've got to believe in yourself!" you can say to them...

"Ha! I already do!"

home : sales tip of the day	Share	April 20, 2011

Sales Tip of the Day

Wednesday, April 20 YOU CANT JUDGE A BOOK BY THE COVER Remember when the world was introduced to Susan Boyle a couple of years ago? If you've missed it, just type her name into any of the popular search services and you will easily find the video of her surprising performance. The dowdy English woman in her late 40's took the stage in a British talent television program and revealed that she would like to have a career similar to Elaine Paige, one of the most successful stars in the history of London musical theater. In the audience, and at the judges table, you could see disbelief on the faces of virtually everyone in the audience. Then, she began to sing, and her incredible voice sprang forth. Everyone in the audience, and watching at home, was absolutely blown away. Which just goes to prove the old adage, "You can't judge a book by the cover." The same thing goes with customers, especially in the retail environment. There are dozens of stories about the unkempt looking prospect who turned out to be a millionaire, and the clerks who missed the big commission because they decided to judge someone instead of serving them. Even if the prospect does not buy, they are still giving you an opportunity to practice and hone your skill as a salesperson.

"In all science, error precedes the truth, and it is better it should go first than last."

Hugh Walpole

Why Your Next Bad Idea Might Be Your Best Friend
By John Forde

The history of marketing and advertising is loaded with blunders, big and small.

One of the biggest I remember as the day I took a sip of a New Coke... and nearly sprayed it all over the front of the vending machine.

I'll bet you remember it too.

Coca Cola poured $4 million into nearly 200,000 taste tests nationwide. Based on results, they decided to sweeten up the winning formula that had built their empire.

Just under 80 days later, they were tucking tail and reintroducing their now "classic" Coke. They got lucky, because backtracking actually boosted sales.

Then there's the identity theft company, LifeLock. We protect your credit and bank accounts from criminals, went the pitch. We're so good at it, said one TV commercial, here's the real Social Security number of our CEO plastered on the side of a truck.

Go ahead thieves, take your best shot. And they did.

One used it to open an AT&T wireless account.

Another used it to take out a loan.

And LifeLock's CEO was none the wiser, says one CNBC reporter, until the collection agencies called.

You might also remember the SanDisk "e200."

Or maybe you don't. It was their answer to the iPod.

SanDisk tried to get iPod users to switch over with the "iDon't.com" campaign, telling their target customers not to be "iSheep" like all other iPod buyers.

Um... good way to insult your prospects.

Oh, and did I mention? Nowhere in the ads did SanDisk show or describe their own product. Whoops.

Then there was the time that Pizza Hut hired Jessica Simpson to hawk their pies... only to have her tell a magazine soon after that she's allergic to wheat, cheese, and tomatoes. Whoops again.

And the Dr. Pepper $10,000 treasure hunt in 2007 that accidentally sent contestants into a 350-year-old graveyard with pickaxes.

Of course, I'm picking on the big guys to make a bigger point, which is...

YOU DON'T HAVE TO BE A FLOP TO BE A FAILURE

I've invested plenty of time in failing ventures too.

And I didn't always figure out right away what went wrong. In some cases, I still haven't.

But what can you do, right? Here's an idea: Get up, dust yourself off, and go find some way to fail again.

An old mentor of mine calls it "accelerated failure."

If you're not failing, he likes to say, you're not trying hard enough.

Why not just plan more carefully to guarantee success instead? Because it's all too easy to get lost in the planning, for one thing.

What if, for example, Columbus never set sail because he couldn't settle on the best way to pack his bags?

Obsessive planning fails, too, when you run into the unexpected. Some things you just can't see coming.

Others you imagine you'll see happen, but never do.

Better, in both cases, to encounter and recover. At least some of the time. (Obviously, there are cases where advance planning comes in handy - say, a mountain climbing expedition or a trip to the moon.)

Until recently, those were the only reasons I ever gave to recommend the "accelerated failure" approach.

But I just came across another good one worth sharing.

This one comes from Daniel Pink, author of a book you might want to read called Drive. And Pink, himself, takes the insight from cartoonist Scott Adams, creator of "Dilbert."

Adams, it turns out, used to write for TV. And he told The Wall Street Journal that he learned a technique in the writers' room that stuck with him.

It's called the "bad version" technique.

And it's as easy to use as it sounds. Says Adams, "When you feel that a plot solution exists, but you can't yet imagine it, you describe instead a bad version that has no purpose other than stimulating the other writers to imagine a better one."

It's that simple.

Feel stuck? Instead of holding back until you get the perfect idea, get the bad one out there in the open.

Write it out, dress it up, talk it up. Write "Pre-Sub First Draft" at the top if you have to.

The idea is that it's a lot easier to remold a lumpy piece of clay than it is to perfect the masterpiece you haven't even started.

I can tell you that this works just as well with sales copy, because I've tried it myself.

In fact, I've just had reason to "tweak" a couple of sales pitches that I put out there recently.

Neither did as well as I'd hoped. On second pass, I saw both a lot more clearly. I've since rewritten them and they're both due to roll out again.

We'll see how they do.

Give the "bad version" technique a try yourself next time you have to write something. The key? Throw out the idea of "perfect."

Instead, aim for quantity and velocity. Write fast, fill paper, fix later. You might surprise yourself.

List Building: How to Build a List of Contacts From Your Website

One of the most essential tools for small businesses and non-profits alike is "the list."

"The list" is a database of your contacts, their names, addresses, emails, phone numbers, the works. This targeted list is made up of not just your customers, but also your prospects, your vendors, your partners, and just about everyone else with whom you and your staff have come in contact over the years.

When done right, your list segments your contacts--by geography, industry, gender, job title, income level, interests--or whatever is important to your business so that you can deliver relevant messages to the right people at the right time.

While some businesses buy lists-either to jumpstart their nascent contact database or because they regularly churn through so many customers-the best lists are homegrown. Nurture and protect your list with the ferocity of a mother bear and it will take care of you in return.

Why You Want/Need a List

While most people see the obvious benefits to a list, that's not universal. People in the mental health field as well as other service professionals have told me over the years that they're not interested in building a list.

Holy missed opportunity, Batman!

My dad, a well-known psychologist, author and speaker, started building his list with an opt-in email newsletter years ago, and now he has thousands of interested people he can email every time a new book comes out. No matter what you plans are now, you never know what the opportunities may be five or even ten years down the road.

Creating a knowledge-based product (like a book, ebook, webinar or even an app) is within the reach of just about every living creature on the planet...or will be soon enough. By building your list now-and not waiting-you're cultivating a group of people who want to hear and learn more from you.

How to Build Your List

The best place to build your list is at your website. You can do so by creating a landing or "squeeze" page, which often eschews traditional navigation and puts the focus on the contact form, works to alleviate any privacy concerns, and is clear on the benefit to the visitor.

You'll need to offer your visitor something of worth in exchange for their contact information. What that enticement is will depend on your industry and your audience. Examples include:

• A report or white paper, such as 10 Questions to Ask Before Setting Up a Website,
• Access to a free webinar that your audience would be interested in, or
• Entry in a raffle or giveaway, such as Red Sox tickets, or the ubiquitous online offer, the iPad.

Your contact form should be as short as possible, requiring the least amount of effort on the visitor's part, but gathering enough information for you to follow up with them. If you need people to provide a lot of personal information, you'll need a really big carrot. The bigger the form, the bigger the carrot.

There are several ways to lead people to a squeeze page. If they're already at your website, you can publicize the free download as a link, maybe with a snazzy graphic.

If you're site is fairly new, or doesn't receive a lot of traffic, you may try some pay-per-click advertising through Google Adwords, Facebook Ads or LinkedIn Ads, depending on your audience.

With Google Adwords you may want to do a bit of keyword analysis first to determine which keyword phrases might be attractive your target audience. Make sure you send people who click on your ads to your squeeze page, not to your home page, to increase the chance of conversion.

With ads on Facebook or LinkedIn, you'll be able to filter who sees your ad based on geography, interests, gender, age, job title and industry, depending on the platform. Again, direct people to your squeeze page.

If you've built up a following on any of the popular social media platforms, like Twitter, Facebook or YouTube, you can also leverage your clout here to drive people to your squeeze page. Just remember to be transparent; you can only soil your reputation once. Unless you're a celebrity. Then anything goes.

How to Manage Your List

You can manage your list in something as simple as an Excel spreadsheet or tie it into a CRM (customer relationship management) service like Salesforce or Netsuite. At flyte we use Highrise, a web-based CRM that allows all of our crew to add or update contacts through any web browser or smart phone.

You can email your list (or segments of it) from some CRMs, while other CRMs allow you to export into your favorite email programs. Use the filtering tools built into most CRMs to send out targeted emails to specified segments of contacts, reducing the chances of opt-outs and increasing the chances of making that sale.

Keep in mind that having a CRM is different than having an email newsletter. Just because someone downloaded a free report doesn't mean they want you emailing them every week with a new offer, unless you were clear about that when they signed up. Best practice also dictates that you give people the option of opting-out, allowing them to stop receiving your marketing messages when they no longer wish to receive them.

Of course, there are more than squeeze pages for collecting contact information. You can also collect information from people who buy from your online store, who you meet at networking events, who drop their card in your bowl for a drawing at a trade show, and so on. Just always be above board; the quickest way to tarnish your reputation and ruin the relationship is to start spamming someone...and spamming, like beauty, is in the eye of the beholder.

Takeaways

• Be sure to add opportunities and enticements to your website where visitors can leave their contact information.
• Use outside traffic sources like Adwords and ads at Facebook and LinkedIn if your site doesn't generate much traffic...yet.
• Send targeted messages for select segments of your list for maximum results.
• Treat the people on your list as you wish to be treated. A big list doesn't give you the right to ignore the Golden Rule.

If you have any questions on how to build your own list using your website and web marketing, please contact flyte today.

--Rich Brooks
President, flyte new media

Satisfied

25- 29 Satisfied
People who score in this range like their lives and feel that things are going well. Of course your life is not perfect, but you feel that things are mostly good. Furthermore,just because you are satisfied does not mean you are complacent. In fact, growth and challenge might be part of the reason you are satisfied. For most people in this high-scoring range, life is enjoyable, and the major domains of life are going well – work or school, family, friends, leisure, and personal development. You can draw motivation from those areas of your life that you are dissatisfied with.

To understand life satisfaction scores, it is helpful to understand some of the components that go into most people’s experience of happiness. One of the most important influenceson happiness is social relationships. People who score high on life satisfaction tend tohave close and supportive family and friends, whereas those who do not have closefriends and family are more likely to be dissatisfied. Of course the loss of a close friendor family member can cause dissatisfaction with life, and it may take quite a time tobounce back from the loss.

Another factor that influences the life satisfaction of most people is work or school, orperformance in an important role such as homemaker or grandparent. When the personenjoys his or her work, whether it is paid or unpaid work, and feels that it is meaningfuland important, this contributes to life satisfaction. When work is going poorly becauseof bad circumstances or a poor fit with the person’s strengths, this can lower lifesatisfaction. When a person has important goals, and is failing to make adequate progresstoward them, this too can lead to life dissatisfaction.

A third factor that influences the life satisfaction of most people is personal – satisfactionwith the self, religious or spiritual life, learning and growth, and leisure. For manypeople these are sources of satisfaction. However, when these sources of personalworth are frustrated, they can be powerful sources of dissatisfaction. Of course thereare additional sources of satisfaction and dissatisfaction – some that are common tomost people such as health, and others that are unique to each individual. Most peopleknow the factors that lead to their satisfaction or dissatisfaction, although a person’stemperament – a general tendency to be happy or unhappy – can color their responses.

There is no one key to life satisfaction, but rather a recipe that includes a number ofingredients. With time and persistent work, people’s life satisfaction usually goesup. People who have had a loss recover over time. People who have a dissatisfyingrelationship or work often make changes over time that will increase their satisfaction.One key ingredient to happiness is social relationships, and another key ingredient is tohave important goals that derive from one’s values, and to make progress toward thosegoals. For many people it is important to feel a connection to something larger thanoneself. When a person tends to be chronically dissatisfied, they should look withinthemselves and ask whether they need to develop more positive attitudes to life and the world.

Copyright by Professor Ed Diener, University of Illinois
Use is free of charge and granted by permission.

HIGHER GROUND

In sales, in business, in life...there will be a time when you have to decide between doing what is right and what is easy.
It might happen when you are selling to an 'unsophisticated' prospect who is willing to buy anything you recommend, even if it is more than they really need.
Or, it might occur when an abusive customer demands compensation for problems caused by operator error instead of product failure.
It could even be a time when a colleague, coworker or boss treats you unfairly and you feel like striking back.
Although it might be difficult at the moment, find the strength to take the higher ground. Never allow yourself to be sucked into negative influences of greed, spite or retribution.
Taking the higher ground earns the respect of those whose opinions truly matter.
It also distances you from petty people whose actions will, sooner or later, lead them to ruin.

"I'll have a slice of pizza and all your linen business, please."

Yesterday I stopped at NY-style pizza parlor here in Charlotte. Now, before you go thinking that I don't know pizza or that NY pizza is only good in NY, just know that I've been a connoisseur for nearly thirty years. This particular restaurant is owned and operated by two displaced New Yorkers. Yes, I know the water in Charlotte is not the same as New York, but the pizza itself here is good. Really good. I could pretty much live on it three meals a day, if my wife would let me.

This particular day I ordered a slice at the counter and then moved over to the register to pay, only to find a customer bent over the counter pointing to a catalog and a business card and totally blocking me from getting to the register. I waited for half a minute or so and then I began to listen to what he was saying... as I grew frustrated with his apparent disregard for anyone and everyone in the line behind him.

"Who owns this place?" he said.

The guy behind the counter says, "I do."

"Great, and who handles your linen service here?" the sales guy says.

"I do," replies the owner.

"Oh, great. I wanted to stop by and tell you a little about my company, drop off a catalog, and find out if you need any help with your current linen program."

First, I'm aggravated with the guy for blocking me from paying for my pizza (which I'm now eating at the counter), and now I'm boiling from the inside out listening to this guy's pathetic pitch. I can't hold myself back, so I say, "Hey, buddy, you've got no shot at this point. Go back to the end of the line and try again."

Maybe I was a little harsh, but I knew there was zero probability of this poor attempt turning out well for the guy. I could see I really bruised his ego, so I continued, "Look, you're going about this all wrong. You're holding up a line of customers just to tell the owner all about yourself. You think he cares about you? I mean, you think he's listening? Or do you think he wants you to hurry up so he can collect money from all these folks behind me?"

The sales guy became apologetic and suddenly aware he picked a bad spot to make his pitch.

"Don't worry," I said. "It's not over yet. Tell you what... how about I buy you a slice and I'll give you a few ideas on how you can approach and engage your prospects going forward."

Then I looked at the owner and asked, "Would you be willing to sit down with my friend here after we're done eating a couple of slices of the best pizza in Charlotte?"

"Sure! But you have to try the Grandma slice. It's the best." he said.

Since I was halfway through the slice I started in line, I ordered two Grandmas and went to sit down with the linen salesman.

We talked about his business, how long he's been at this, his product line, his success rate, who his perfect customer is, and much more.

He had all the right ingredients for sales success: passion, belief in his product, belief in his company, zero fear of rejection, willing to work his tail off. He was just missing one thing - the sauce. The secret sauce. The sauce that adds all the zest and flavor. The differentiating factor in both great pizza and great salespeople.

I gave him a few ideas to try in the future, but I really wanted to help him here - today. Every salesperson wants to make the sale today, so I knew if I were truly going to make an impact, I had to do it now.

"Would you mind if I went through the line and made the pitch myself? I'll help you make the sale and you don't have to give me your commission. Sound fair?" I asked.

Hesitantly, my new linen buddy, replied, "I guess so. I'll stand where I can hear you. Good luck."

So I get to the counter and the owner is no longer there. I don't even bother asking where he is at this point, I simply order from the guy by the ovens by saying, "I heard you have the best pizza in town. I'd like a pie to go for my kids, and I'll have a slice for here - but I'd like to eat the slice with the owner of this place while I'm waiting for you to make the pie. Tell him I have an idea for him that will make his restaurant even better."

"Let me see if I can find him," the counter guy said as he went running off to the office.

A moment later, the counter guy came back and said "He wants to know who it is."

"Tell him I'm a linen guy who knows pizza as well as I know linen. Lived in New York a few years back, and this place makes me miss it."

Within thirty seconds, the owner comes out, sees it's me, and smiles. The three of us sit down - me, the owner, and the real linen guy - and talk pizza, New York, family, Charlotte, the pizza business, the restaurant business... basically, everything BUT linens. Within five minutes, we became great friends. Turns out we had a lot in common. When the right moment came to discuss what the linen guy had to offer, I set the stage and left. The linen guy got up to thank me and joked, "I'm going to get fat if I use this approach everywhere I go."

"So might your wallet," I quipped back.

I know you're probably dying to know if we made the sale. The truth is, I don't know. That decision was entirely up to the owner, and to the merits of the program the linen guy had to offer. My work was done and my kids' pizza was ready. I had succeeded in creating an environment in which the linen guy actually had a shot. More business is lost as a result of a poor approach than anything else.

In fact, the success of any salesperson is directly tied to his/her ability to capture the attention of the prospect. There's no reason to begin your pitch until you know the other guy is listening with interest. Most salespeople are under the false impression that they need to spend all of their time preparing the features and benefits portion of their presentation. I can just imagine the thought process: "Well, if I can just master this PowerPoint deck, I'm sure people will buy from me." Those salespeople could not be more wrong.

Here's my sales presentation success formula:

1. Spend your time preparing your approach, and your prospects will spend their time with you. Prepare in terms of your prospect - make it personal to them.

2. The best way to make it person is to know something about them first. Try LinkedIn, Google, your local newspaper, a mutual connection...whatever. Just don't walk in cold.

3. Start friendly. Engage your prospect with a smile and an emotional question. In this case, you might try, "What do you miss most about New York?" or, "What's the single best piece of pizza you've ever had in your life?"

4. Get your prospect away from his business if at all possible. Here, I succeeded in pulling the owner out from his office, from behind the counter, to a table - with food on it. I made him comfortable and removed distractions from the equation.

5. Ask a few questions about your prospect's business to get an understanding of what he values most in a vendor before you begin to talk about yourself.

6. Get the prospect to view you as a person of value, as a resource, as a friend, as anything other than salesperson.

7. Now, start the linen discussion.

"The most successful people are those who are good at Plan B."

James Yorke

Are You Great at What You Do... or Could You Be Greater?
By Peter Fogel

Imagine being one of the world's top athletes in basketball - unfathomably gifted and operating "at the top of your game." And then realizing that's what's holding you back from reaching your true potential.

That's what bestselling author Malcolm Gladwell asked panelists at the 2011 Sloan Sports Analytics Conference to consider.

The opening session focused on the "10,000 hour rule" from Gladwell's 2008 book Outliers. The rule states that success in any field can be achieved through the purposeful practice of a specific skill for 10,000 hours.

As moderator of the discussion, Gladwell asked for opinions on what value should be placed on pure natural talent versus work ethic and the capacity to accept instruction.

The talk turned to NBA player Tracy McGrady, who, as they say, was the whole package. An amazing athlete with a combination of size, speed, power, and grace that, early on, catapulted him into being a dominant force in the game.

According to Jeff Van Gundy, McGrady's Houston Rockets coach (2004-2007): "McGrady's talent and skill were otherworldly... the man should be a future Hall of Famer."

Regrettably, McGrady was unwilling to further cultivate his natural talents. Van Gundy estimated McGrady at "probably 1,000 hours of practice" - one-tenth of Gladwell's 10,000 hour rule.

Fellow panelist Daryl Morey, general manager of the Houston Rockets, added: "I do think [his natural abilities] got in the way of Tracy's development."

"Much of the game was so easy [for him]," said Morey. "When it's that easy to dominate at that young age because of your physical tools - his wingspan was freakish, his size was enormous, his IQ - my sense was, all that did was get in the way of Tracy reaching his highest heights."

Confused? That's okay, So was I when I read that. But pause and ponder it in regard to your own career and you'll see that it makes sense.

Have some things come so easy for you that you took them for granted and never pushed yourself further?

I believe you always want your competition to be better than you. It pushes you to achieve more.

When I was studying Kenpo Karate, I always wanted to work out or spar with black belts. I wanted to compare my movements to theirs. I wanted to experience firsthand what they did differently while on the journey to my own black belt.

As a comedy writer in Hollywood, my partner was better at certain aspects of scriptwriting than I was. That was good. I didn't want to team with an inferior writer. What would be the point? By having a partner who was strong where I was weak (and vice versa), we were able to learn from each other and craft superior scripts in half the time.

In Today's Competitive Marketplace, You Have to Have a "Plan B"

If you're always bigger, stronger, smarter, faster than your competition... you might not challenge yourself to develop and expand your skills. And in today's economy, that's a big problem.

The Great Recession has humbled even the greatest of peak performers on their own playing fields. If you're in your 40s or 50s, for example... there's a good chance the skills needed to do your present job are either being outsourced to a Mumbai call center or assigned in-house to someone half your age (and at half your pay).

You have to have a Plan B to fall back on.

That is why so many people are taking steps to reinvent themselves in their present careers. Doing this not only helps you enjoy personal fulfillment, it propels you into becoming an indispensable employee.

Reinvention Is NOT a Luxury, It Is a Necessity!

Think of a major league pitcher coming back to the game after having arm surgery. His bread and butter has always been his fastball. But he's not what he once was. So, if he was smart, he kept working on his secondary pitches right along.

In other words, he had a PLAN B to keep him "in the game"... just in case.

Here are five quick tips to successfully reinvent yourself in the your present career.

1. Stay focused on what's going on in your own company and in your industry in general. Is the marketplace changing? Where will your company be in five, 10 years? And where will your industry be?

2. Nurture the passions you have that can be transferred to new skills that can boost your company's profits. Plain and simple - discover new revenue streams or cost reductions that can add to your company's bottom line and you can write your own ticket to earning gobs more money!

3. Regardless of your age (and how set you are in your ways), find yourself a mentor who has "been there, done that." You might not need 10,000 hours of practice time to reach your version of elite status. But you will need a watchful eye to guide you and help you strengthen your weaknesses.

4. Join a mastermind group. Make sure these folks are at or above your level. You want to UP your game and learn from them.

5. Discover what your "USP" (unique selling proposition) is at work. What makes you different than every other employee? What specialty, skill, or innate talent do you have that can help you leap over your competition and stand out from the crowd? Reveal it, develop it - and you can easily become the "Go To" person in your department or division.

Finally, never rest on your laurels or be satisfied with where you are. Change is inevitable. And because it is, reinventing yourself does NOT have to be a scary experience. On the contrary, it can be quite exhilarating as you take control of your future.

The rules have changed! You don't want to just survive in today's economy, you want to thrive. Reinventing yourself makes that possible.

Lights, Camera, SALES!

In an effort to save money or to reach international clientele, more and more businesses are conducting sales presentations through video conferencing by using Skype, Webinars, or Telepresence. Where they fall short, however, is not understanding how to prepare for this form of communication.

It is always important to make a good visual impression when presenting to your client – and when presenting on-camera, even small imperfections can become much more apparent. Are you ready for your close up? Here’s how to project a good image and communicate effectively through the camera lens:

Lighting. Never rely on just the light from the computer. Instead, use daylight-balanced light to even out your skin tones. Lighting yourself from the front will keep shadows from falling on your face.

Background. Whatever is visible behind you can be visually distracting. Be aware of what is in the “shot,” and be sure to keep your background as clean and simple as you can.

Wardrobe. Make sure your clothing is well-pressed, clean and well-fitting. A small stain or wrinkle, which may seem like no big deal in person, can be distracting on screen. Try to wear solid colors (watch out for black and white clothing which can be problematic.) Clothing with small print and houndstooth patterns can “vibrate” on video.

Makeup. Whether you are a man or a woman — don’t shine. A shiny face or forehead can be distracting and send a wrong message (that you are nervous). Using blotting papers or a light powder can remove the shine.

Hair. Have a mirror nearby to make sure your hair is not sticking up in a distracting manner.

Body Language. Be careful to avoid slumping in your chair or standing with poor posture.

When seated, you should sit on the first third of the chair with your legs at a 90 degree angle and your feet flat on the floor. Sitting this way, keeps your diaphragm free so that you can breathe properly and speak dynamically. It also gives you a firm base, thereby reducing any unnecessary movement.

When standing, place your feet hip-width apart, knees slightly bent and arms comfortably at your side. To stand up straight, imagine that there is a string attached to the top of your head pulling it up.

Movement. Movement on camera can be very distracting. Watch newscasters or actors and you will see that for the most part they are very still. This doesn’t mean you shouldn’t use gestures — you should – but be careful to avoid movement that doesn’t have purpose.

All movement is exaggerated on-camera. If you want to lean forward to show interest, make it a slight move. Avoid frequently moving toward and away from the camera. I have seen people do this and it can look like they are appearing in a 3-D movie.

Gestures. Be aware of the range and framing of your camera shot. Never move any part of your body that is not in the shot. It will seem like disconnected movement. Also, how much of your body that is on-camera should impact how much movement can be used. The tighter the shot, the smaller the gestures need to be.

Facial Expressions. Unless you are delivering bad news, you should smile.

Eye contact. Make sure that you are looking directly into the camera lens. If you cannot see your client, imagine they are across from you as you look into the camera. If your eyes are focused elsewhere, your client may feel that you are not connecting with them.

On a Skype call, you will want to look at your client so that you can read their body language. This can become a problem because you cannot focus your attention toward the camera when you are looking at the window though which your client appears. To avoid this problem, make the Skype screen as big as possible, and sit or stand a little farther away from the monitor so that you can view your client and the lens at the same time. You can also try a dry run, and if possible, videotape yourself before your meeting. It is much easier to see what you do well and what needs improvement when you can watch yourself.

And of course, always be yourself and have fun!

"It's choice - not chance - that determines your destiny."

Jean Nidetch

Invisible Results: What's Moving You Closer to (or Further From) Success Is Smaller Than You Think
By Rich Schefren

If you'd drop dead tomorrow of a heart attack if you ate a greasy meal today, would you do it?

Of course not. Yet heart disease is the leading cause of death, responsible for 25.4% of all deaths in the United States alone.

Or how about fastening your seat belt? Were you to be immediately ejected from the car if you turned the ignition without your seat belt fastened, wouldn't you make sure you buckled up? You'd be an idiot not to, right?

Yet failure to wear a seat belt contributes to more fatalities than any other driving behavior.

It's not that people are stupid. It's that, in most cases, whether they make the right choice or the wrong choice, it doesn't instantly make a noticeable difference.

The same can be said of business decisions. Whether you make the right choice or the wrong choice, you don't see immediate results. And that can be deadly for entrepreneurs.

The more you do, the more anxious you get for a signal - something... anything telling you you're on the right track.

You want to know... Is this working?

And when you don't see any visible results... you're likely to abandon activities that are working but not yet showing signs of success.

It's a little like the joke about the guy who swam across 90% of the English Channel and then turned around because he was tired.

Remember, success is the progressive realization of a worthy ideal. Meaning it comes about gradually, over time. Moreover, it's often undetectable until all of a sudden it's totally obvious.

It all depends on what you are doing (or not doing) now.

Now you might be wondering... How long until you actually see results? How long before you have the business success you're seeking?

Here's the best answer I can give you: Chances are it will take longer than you want it to... BUT when it does arrive, you'll be astonished at how quickly it seemed to happen.

Small Causes Compounded Create Huge Effects

Let me ask you something... Would you rather have one million dollars, or a penny doubled every day for 31 days?

What if I told you that, after 31 days, the penny would have turned into $10,737,418.24!

It's amazing, isn't it? But it's true. A single penny can turn into a fortune in just 31 days. And it's all because of the power of compounding. In business, we call this effect momentum - a series of causes that rocket your business into hyper-growth and stellar profits.

Here's how it's described in the bestselling business book From Good to Great by Jim Collins.

"Picture a huge, heavy flywheel - a massive metal disk mounted horizontally on an axle, about thirty feet in diameter, two feet thick, and weighing about 5,000 pounds. Now imagine that your task is to get the flywheel rotating on the axle as fast and for as long as possible.

"Pushing with great effort, you get the flywheel to inch forward, moving almost imperceptibly at first. You keep pushing and, after two or three hours of persistent effort, you get the flywheel to complete one entire turn.

"You keep pushing, and the flywheel begins to move a bit faster, and with continued great effort, you move it round a second rotation. You keep pushing in a consistent direction. Three turns... four... five... six... the flywheel builds up speed... seven... eight... you keep pushing... nine... ten... it builds momentum... eleven... twelve... moving faster with each turn... twenty... thirty... fifty... a hundred.

"Then at some point - breakthrough! The momentum of the thing kicks in your favor, hurling the flywheel forward, turn after turn... whoosh!... its own heavy weight working for you. You're pushing no harder than the first rotation, but the flywheel goes faster and faster. Each turn of the flywheel builds upon work done earlier, compounding your investment of effort. A thousand times faster, then ten thousand, then a hundred thousand. The huge heavy disk flies forward with almost unstoppable momentum.

"Now suppose someone came along and asked, "What was the one big push that caused this thing to go so fast?" You wouldn't be able to answer; it's a nonsensical question. Was it the first push? The second? The fifth? The hundredth? No! It was all of them added together in an overall accumulation of effort applied in a consistent direction."

So stop looking for "the one big push" that'll get the flywheel of your business going and growing fast.

That's the magic we all want to believe in. After all, nobody wants to buy a weight loss book titled Hunger & Hard Work: Eat a Lot Less, Exercise a Lot More. But if you're going to be successful, you've got to stop allowing yourself to be a victim of this sort of thinking.

Little Things Matter More Than You Realize

My point? Your success will come through all the little things you either do or don't do on a daily basis.

So, let me ask you this... What's it going to take for you to start doing all the little things that'll start to push your success flywheel forward?

When are you going to stop buying into the fantasy of the one big push?

When are you going to realize that to create the success you desire and build the business of your dreams, you don't have to do impossible, extraordinary, superhuman things.

But you have to do something.

Remember, success is the progressive realization of a worthy ideal.

Easy to Do... Easy Not to Do

It's easy to nod your head and say you get it. And then, when you are done reading this essay, return to your pursuit of the "home run."

Don't do it. Have faith that the process of simple, positive actions repeated over time will get you everything you've ever wanted.

Because it's true.

I'm sure you've heard this maxim: "Successful people do what unsuccessful people are not willing to do."

Unfortunately, most entrepreneurs mistakenly believe it refers to Herculean efforts and not the small stuff.

And they ignore the thousands of small, seemingly insignificant actions that success is really built on.

So let's rewrite that famous maxim:

Successful people do the simple, easy-to-do things that unsuccessful people don't do because they don't recognize them as what really matters.

Please. Write that down. Put it on your desk. Carry it in your wallet. Because if you get this, really embrace it, and - most important - live it, your life will radically change for the better.

It boils down to this: The difference between success and failure - between achieving the success you want and settling for less than you desire and deserve - relies 100% on whether you choose to do those little, "insignificant" actions.

Your current results are a testament to the choices you've made thus far. And your future results will be determined by the choices you make from this point forward.

I'm certain you can be successful. I know you are capable of doing what it takes. The only question is, will you do it?

"It's choice - not chance - that determines your destiny."

Jean Nidetch

Invisible Results: What's Moving You Closer to (or Further From) Success Is Smaller Than You Think
By Rich Schefren

If you'd drop dead tomorrow of a heart attack if you ate a greasy meal today, would you do it?

Of course not. Yet heart disease is the leading cause of death, responsible for 25.4% of all deaths in the United States alone.

Or how about fastening your seat belt? Were you to be immediately ejected from the car if you turned the ignition without your seat belt fastened, wouldn't you make sure you buckled up? You'd be an idiot not to, right?

Yet failure to wear a seat belt contributes to more fatalities than any other driving behavior.

It's not that people are stupid. It's that, in most cases, whether they make the right choice or the wrong choice, it doesn't instantly make a noticeable difference.

The same can be said of business decisions. Whether you make the right choice or the wrong choice, you don't see immediate results. And that can be deadly for entrepreneurs.

The more you do, the more anxious you get for a signal - something... anything telling you you're on the right track.

You want to know... Is this working?

And when you don't see any visible results... you're likely to abandon activities that are working but not yet showing signs of success.

It's a little like the joke about the guy who swam across 90% of the English Channel and then turned around because he was tired.

Remember, success is the progressive realization of a worthy ideal. Meaning it comes about gradually, over time. Moreover, it's often undetectable until all of a sudden it's totally obvious.

It all depends on what you are doing (or not doing) now.

Now you might be wondering... How long until you actually see results? How long before you have the business success you're seeking?

Here's the best answer I can give you: Chances are it will take longer than you want it to... BUT when it does arrive, you'll be astonished at how quickly it seemed to happen.

Small Causes Compounded Create Huge Effects

Let me ask you something... Would you rather have one million dollars, or a penny doubled every day for 31 days?

What if I told you that, after 31 days, the penny would have turned into $10,737,418.24!

It's amazing, isn't it? But it's true. A single penny can turn into a fortune in just 31 days. And it's all because of the power of compounding. In business, we call this effect momentum - a series of causes that rocket your business into hyper-growth and stellar profits.

Here's how it's described in the bestselling business book From Good to Great by Jim Collins.

"Picture a huge, heavy flywheel - a massive metal disk mounted horizontally on an axle, about thirty feet in diameter, two feet thick, and weighing about 5,000 pounds. Now imagine that your task is to get the flywheel rotating on the axle as fast and for as long as possible.

"Pushing with great effort, you get the flywheel to inch forward, moving almost imperceptibly at first. You keep pushing and, after two or three hours of persistent effort, you get the flywheel to complete one entire turn.

"You keep pushing, and the flywheel begins to move a bit faster, and with continued great effort, you move it round a second rotation. You keep pushing in a consistent direction. Three turns... four... five... six... the flywheel builds up speed... seven... eight... you keep pushing... nine... ten... it builds momentum... eleven... twelve... moving faster with each turn... twenty... thirty... fifty... a hundred.

"Then at some point - breakthrough! The momentum of the thing kicks in your favor, hurling the flywheel forward, turn after turn... whoosh!... its own heavy weight working for you. You're pushing no harder than the first rotation, but the flywheel goes faster and faster. Each turn of the flywheel builds upon work done earlier, compounding your investment of effort. A thousand times faster, then ten thousand, then a hundred thousand. The huge heavy disk flies forward with almost unstoppable momentum.

"Now suppose someone came along and asked, "What was the one big push that caused this thing to go so fast?" You wouldn't be able to answer; it's a nonsensical question. Was it the first push? The second? The fifth? The hundredth? No! It was all of them added together in an overall accumulation of effort applied in a consistent direction."

So stop looking for "the one big push" that'll get the flywheel of your business going and growing fast.

That's the magic we all want to believe in. After all, nobody wants to buy a weight loss book titled Hunger & Hard Work: Eat a Lot Less, Exercise a Lot More. But if you're going to be successful, you've got to stop allowing yourself to be a victim of this sort of thinking.

Little Things Matter More Than You Realize

My point? Your success will come through all the little things you either do or don't do on a daily basis.

So, let me ask you this... What's it going to take for you to start doing all the little things that'll start to push your success flywheel forward?

When are you going to stop buying into the fantasy of the one big push?

When are you going to realize that to create the success you desire and build the business of your dreams, you don't have to do impossible, extraordinary, superhuman things.

But you have to do something.

Remember, success is the progressive realization of a worthy ideal.

Easy to Do... Easy Not to Do

It's easy to nod your head and say you get it. And then, when you are done reading this essay, return to your pursuit of the "home run."

Don't do it. Have faith that the process of simple, positive actions repeated over time will get you everything you've ever wanted.

Because it's true.

I'm sure you've heard this maxim: "Successful people do what unsuccessful people are not willing to do."

Unfortunately, most entrepreneurs mistakenly believe it refers to Herculean efforts and not the small stuff.

And they ignore the thousands of small, seemingly insignificant actions that success is really built on.

So let's rewrite that famous maxim:

Successful people do the simple, easy-to-do things that unsuccessful people don't do because they don't recognize them as what really matters.

Please. Write that down. Put it on your desk. Carry it in your wallet. Because if you get this, really embrace it, and - most important - live it, your life will radically change for the better.

It boils down to this: The difference between success and failure - between achieving the success you want and settling for less than you desire and deserve - relies 100% on whether you choose to do those little, "insignificant" actions.

Your current results are a testament to the choices you've made thus far. And your future results will be determined by the choices you make from this point forward.

I'm certain you can be successful. I know you are capable of doing what it takes. The only question is, will you do it?

"To be successful, you have to be able to relate to people; they have to
be satisfied with your personality to be able to do business
with you and to build a relationship
with mutual trust."
George Ross

Stop Networking and Start Making Money
By MaryEllen Tribby

It's a self-marketing tactic I've really come to hate...

I'm talking about "networking." Sure, I've been hearing all about networking for years. I've even used the word myself!

But when you get down to it, networking is cold, sterile... and it seems self-serving: one person trying to form a web of contacts whose sole purpose is to do something for him.

That's not how I want to do business.

Lately, I've been rethinking what "networking" means. For instance, when I meet people at a so-called "networking" event, what is my end-game?

You know what? My ultimate goal is not to network with them... It's not to find out what they can do for me... It's not to add them to my address book until I need something from them...

It's to connect with them!

When I meet people, I want to really understand why they do what they do, to really "get" their true purpose. I want to find out if their purpose and mission is synergistic with Working Moms Only... and, if it is, how we can work together or for one another to best serve our prospective communities. I think of it as "what can we do for each other and each other's communities?" instead of "what can you do for me?"

When I focus on these goals, deals follow. And when a deal is made between two people (notice I did not say two businesses) who have connected - as opposed to "networked" - money usually follows.

Making a connection does require a bit more "work" than simply shoving your business card at a potential client. But the extra money you can make and the new opportunities you can open up to your communities are well worth the extra effort.

Yet, all too often, people are scared to put themselves out there. Unfortunately, insecurity and discomfort can be perceived as arrogance or even disinterest. Sometimes, fear and uncertainty come across as a "what's in it for me" attitude. That can offend the very people you're trying to connect with... And before you know it, a potential million-dollar deal could fly out the window.

Don't let this happen to you!

Conquering the World of Connecting

Recently I spoke at an event. I had just met Lisa Nicholas of The Secret and we were enjoying a lovely conversation over lunch. Suddenly a woman I had met a few months prior at another event sat down at the table and interrupted our conversation.

She said - and I quote - "MaryEllen, you are certainly a hard woman get a hold of. I emailed you last week and I have not heard back from you."

There was no "Hi, how are you?" Nice to see you again." Or even "How are your children?" It was just the typical "WIIFM" approach.

My first thought was - do you really think this kind of behavior is conducive to me wanting to do business with you? But what I said was, "Yes, Sue, I received the email on Thursday. I left for LA (this event) on Monday. I was planning on returning your email later in the week."

This is a wonderful example of why many people do not end up with business from networking events. They have not mastered event etiquette. Nor have they discovered the best way to make lasting connections.

The biggest mistake I see people making is assuming that their highest priority is the highest priority of the person they are trying to do business with.

By adopting this attitude, the only thing they will leave the event with is a lot of useless business cards!

To make real, lasting connections that lead to potential deals, you should put yourself out there with a mission centric philosophy. When you live your company's mission, people will flock to you.

My Top 7 Secrets to Creating Money-Making Connections

1. Cultivate your connection the way you would any relationship: You need to project an image of warmth, approachability, understanding, knowledge, and empathy. Be genuine. You should take an interest in everyone you meet, remember their names, and listen carefully to them. Try to understand their needs and determine how you could assist each other. Building trust is a vital component of relationship building. Be relaxed and stay interested.

2. Understand that "small talk" is the road to "big time": Being able to talk to anyone about anything is a valuable skill in its own right, but it's absolutely essential for making connections. Being able to initiate a conversation makes it more likely that you will meet people who may turn out to be invaluable contacts. Small talk can be difficult at times, so keep a few key phrases up your sleeve such as "Where are you from?" "How did you get started?" and "Do you have children?" to start a conversation off on the right foot.

3. Develop active listening skills: Connecting is not about selling yourself, your products or services, or your business. It is about listening to the other person and showing them that you are truly interested in them. Allow others to open up and talk freely. Give them your undivided attention even if it is only for a few moments. Take an interest in what's said and acknowledge this by nodding or agreeing. Use positive body language such as facing the person you are speaking to. And be sure to make eye contact! This means you are not reading a text message or looking over the other person's shoulder to see who else is around.

4. Be a giver: When you focus on helping others, the "getting" will follow. (And it will often come in unexpected ways!) Remember that no one likes a person with a "taker" mentality. When you are generous, people will notice and respect you. And people generally prefer to do business with people that they respect, trust, and like. Do simple things like acting as a host at every event you attend. One way to do this is by connecting others. This can be as simple as introducing two people to each other or as elaborate as giving a testimonial about a person and their services to the entire group. These acts allow you to focus on others while building equity among your peers.

5. Don't be Debbie Downer: Put on a happy face at the door and smile. This is your time to shine. People will look forward to seeing you and meeting you if you are energetic, positive, and outgoing. Again, people enjoy doing business with people they like, so be a person that others will like. If you're nervous before an event, or if you have stresses at work or at home, take a few seconds before you walk into an event to remind yourself of everything you are grateful for. Let your blessings fill you with happiness and confidence and carry those good feelings with you as you meet people. Be sure not to inconvenience others with your problems - they have enough of their own! Instead, strive to make people forget their troubles while in your presence.

6. Don't sell: Remember what I said earlier about listening rather than trying to sell yourself or your business? Connecting is not about trying to push your agenda. It's about building relationships with people. Once you've made a connection, those people will likely be happy to tell others about who you are and what you do. Word of mouth and social proof are a thousand times more valuable than you talking about how great you are. At every opportunity, teach others about what you do and who you are as a person. Provide valuable, useful information. Always emphasize your mission and purpose. Doing these things is much more powerful than giving a new contact your elevator speech or sales pitch.

7. Follow up with originality: Many people think that the same old email follow-up is okay. Well, it's not. After the event, send a hand-written thank you card... a poem you wrote about the person you connected with... or a balloon bouquet. Mention something from your discussion in whatever communication you make. If you have truly made a connection, your follow-up will be easy and effortless.

By having a game plan, connecting with others can become second nature. People will see you as you are, not as a self-interested business focused on making sales.

Become the kind of person that others want to work with, and events can help explode your business.

Dear Readers, One way that a person can use creative imagination is in the purposeful planning for peace. Everywhere we are bombarded with signs and symbols of aggravation, dissension, and indicators of aggression that ultimately lead to war. What makes it so, and how can one person ultimately make a difference? Driving to work yesterday, I actively looked for the usual signs of spring that herald the season of renewal in Northwest Indiana. Returning robins, budding pussywillows, longer days, and greening grass are all present for the viewing. These harbingers come naturally and when they return almost an audible sigh of relief is heard indicating that spring is once again in the works. But, yesterday I noticed man-made beauty too. Some yards have flower beds that display yellow daffodils that add beauty to residences. Some neighbors are collecting litter that has accumulated over the winter and are tidying up their spots on the planet. Dead leaves are being raked up and bagged for disposal. As the outdoors is spruced up, evidence of interior cleaning is occurring too. This caused me to wonder what would happen if everyone did the following: 1. Construct and maintain a flower bed with seasonal blooms that passersby could enjoy - sort of like eye candy for the soul. Wouldn't some people slow down and admire the festival of colors? Friendly competition could occur as one neighbor learns from and imitates another. Growing the best morning glories, marigolds, zinnias, 4 o'clocks, roses, hollyhocks, petunias, pansies, moonflowers, etc., could replace our attraction to the gore of the daily news. Seeds can be cultivated and shared over a cup of coffee or tea. Just think of the beauty and the small cost of creating such wonder! What can you construct with a shovel, soil, seeds and self? Go for it. Make someone's day this way! 2. In Ireland, communities are recognized for being "Tidy Towns." As you enter a town, a large congratulatory sign is displayed indicating the award and the year it was received. When seen, this sends a message that the town respects the environment, and people tend not to litter because the town openly displays the value of being clean. Driving to work I can count by blocks the road kill that litters the streets in various forms of decomposition along the highways I travel. Cats, dogs, deer, raccoons, possums, skunks, fowl, rats, and even turtles are daily reminders of life's untidy consequences. Probably on my daily thirty mile one way commute, I can count without trying 30-40 carcasses along my path. Not too pleasant of a sight. Why not tidy up, or have town management offer this service for a fee? Does not this view of our environment negatively color our perception of the world? 3. If each of us took care of our allotted space on this planet by making an attempt to beautify it, wouldn't the world take on a better appearance little by little? Ralph Waldo Emerson states that the "Earth laughs in flowers." Gandhi says "Be the change that you want to see in the world." "Each one teach one" is a good way to begin. It doesn't take much creative imagination to shove a spade into the earth and plant some seeds. But it does take the Creator to manifest the outpouring of new life. Are you ready to be a harbinger of spring and beauty? Plant for today, bloom for tomorrow, and decide right now to make a positive statement for improvement, not perfection, in the here and now.