Tuesday, February 28, 2012


How to Overcome Overcapacity

By Craig Ballantyne

Back when I was 13 years old, working away for $3.10 per hour at the local garden center, one of my tasks was to take the empty flats (the plastic container in which you get your petunias) and stack them up in an old warehouse until they were needed again the next spring.

Of course, the old warehouse (that we called, 'the barn') was already overflowing with flats, pots, boxes of Christmas decorations, soil, tools, and even tractors. It was already over capacity. Somehow, I still managed to cram in another stack of flats in a dark corner. But it was far from optimal.

This is also how we treat our minds, and as a result our work and relationships suffer.

We cram our mental faculties full of information, appointments, deadlines, commitments, ideas, and even "bucket lists". We end up giving half-hearted attention to a laundry list of activities instead of sustained, quality attention to fewer, more important objectives. Our careers, stress levels, relationships, and health all suffer.

As I discovered back when I was 13, the real problem wasn't trying to cram more stuff into an already disorganized space. Oh no, the real problem came later when you tried to find things and extract them efficiently.

Likewise, the real problems in our minds arise when it comes to giving focus and attention to problems that matter. When we have half-heartedly committed to a dozen people, activity, committees, events, fundraisers, and groups, all of them suffer, particularly the projects that demand our greatest focus.

It's time for a politically incorrect solution to dealing with the overcapacity in our lives.

Recently two friends and business colleagues emailed me to set up a phone call to explain his their new businesses and how I could partner with them.

I thought about scheduling calls with each of them as both opportunities were interesting and each could be successful for us and beneficial for the people we would help. But each call would need to fit between my deadlines for ETR, Financial Independence Monthly, my fitness business, and the Underground Online seminar, without cutting into the time I have dedicated for my family or health and fitness routine. The call would also need to revolve around my travel schedule.

As I thought about finding space in my schedule and in my mind for the extra responsibilities that these new opportunities would bring, my head exploded.

Boom.

Maple syrup-glazed Canadian brains everywhere. Have mercy on my poor assistant who will need to scrape out my grey matter from between the keys on my laptop.

Okay, my head didn't explode. But it FELT like it was going to explode. My anxiety and blood pressure rose just thinking about trying to shove another opportunity into my already full to the brim mental warehouse.

So I said, "No, thank you, I'm sorry." I went on to explain why I just could not get involved in any additional projects right now. Here's what I wrote.

"I apologize, but I don't have the mental capacity to give this conversation and your opportunity my full attention and preparation. As a business owner, I'm sure you'll understand how we are being pulled in many directions, so you know where I'm coming from. I appreciate your interest in sharing this with me, however at this time I am fully committed to other projects and people."

It felt great to say this. It felt even better to know that the strained attention I have for my current list of projects would not be diluted any further. And while there's still a lot of work to do on cutting out more unnecessary tasks from my day, saying "No" to random opportunities that come my way is a start to reducing mental clutter.

The politically incorrect truth is this: You have to stand up for yourself. Listen, you don't have time to talk to everyone about every single one of their problems. You can't fix the world. Of course, you should certainly decline the invitations politely, but at some point you have to say no.

As much as you want to help everyone, as much as you want to jump into every new project and opportunity that comes along, you must remember that you have a limit on your mental capacity for quality work, meeting deadlines, and dealing with people.

All of these decisions are to be made with a big picture goal in mind. You want to unclutter your brain so that it able to deliver focused attention on major projects. Avoid having your attention diluted by multi-tasking or chasing every shiny new object that comes your way.

On an even bigger scale, remember that every decision you make to get involved in a new project takes time away from other aspects of your life.

With each new opportunity, ask yourself this: What are you willing to sacrifice from your current life in order to insert this new opportunity into your limited mental capacity?

Each time I am tempted to overindulge my desire to be involved in every exciting new opportunity that comes my way, I remind myself to review Kekich Credo #2 that states:

"Cherish time, your most valuable resource. You can never make up the time you lose. It's the most important value for any productive happy individual and is the only limitation to all accomplishment. To waste time is to waste your life. The most important choices you'll ever make are how you use your time."

For all of us, no matter how much we want to take on everything that comes our way, eventually something has to give. We can either take control and choose what gets cut, or we can find out the hard way through experience as to what part of our lives ends up suffering.

Make the choice. Reduce capacity. Do fewer things well rather than a lot of things half-heartedly. Eliminate the demand on your already strained systems, and give more focus and attention to the priority projects in your life that will make the biggest difference.
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Monday, February 27, 2012


Let Yourself Be Sold

By Elias Scarr

How much would you pay to be able to read your prospect's minds? To know what they are thinking, sense how your sales pitch is being perceived, have an insight into their buying signals and full access to their TRUE objections. We may not have the technology yet, but we can get close... REAL close to getting this insight, with a little practice. Here's the kicker... practice being the CUSTOMER.

Every day we are bombarded with sales. Selling happens all the time, every minute of every day. Deciding with a buddy where to go for lunch? You're selling your preference, or even selling them on the idea of making the decision, and they're selling you right back! Even simple conversations are riddled with micro-sales. Two people start to talk at the same time, one of them is about to win the sale and go first.

Exercise #1: Stop and think for a moment about your last conversation, write it down if you can. List each micro- sale, decide whether you sold them, they sold you, you allowed yourself to be sold or you fought for the sale and won or lost.

Once you have that figured out, dissect what it was that sold you or vice versa. What tactic did they use? What did they say, more importantly, how did the say it? Did it work? Paying attention to this will help you realize that EVERY TIME SOMEONE SPEAKS, they're selling.

Here's where it gets fun. Simply reading this article will activate a background program in your brain, keep it running. Now, GO BE THE CUSTOMER.

Exercise #2: Go to a sit-down restaurant and ask the server for a recommendation, give them a reason to sell you the most expensive dish, or bottle of wine; open up the door to driving up your total, which in turn will lead to a bigger tip. (Tip well; you're getting free sales training and role play.)

Did they take the bait and recognize your buying signal? Did they capitalize on it? What tactics are they using? Did they build some trust with a well– educated response? Did they respond with a question? Are they digging a little deeper to give you a calculated answer? Did they win or did you sell them on "no"? Did the server stop there or did they pursue other opportunities to upsell? Finally, toss up an objection or ask for a special change to your dish and see how they react.

Exercise #3: You'll have to be on your toes for this one. Engage your "background program" during your next conflict. Friend, employee, boss and for you adrenaline junkies... your spouse. All offer great opportunities during an argument to step back and see what that person is trying to sell.

This is sales in its purest form, when everything is on the table and the stakes are high. This is the arena where the most extreme and subtle tactics are used. Slow down, pay attention and not only will you gain valuable insight into why and how people buy and sell, but you'll have a better chance to resolve the conflict with mutual agreement and understanding on both sides.

One more thing, take your "No Solicitors" sign and attitude down and replace it with Solicitors Welcome! A man, Jake, selling Dodgers baseball tickets came in our door, asked who the Dodgers fan was, offered two free tickets for a correct answer to a trivia question... and left with $150 of my money. (And a free trial of course...) This 15 minute encounter reminded me to seek out the hot leads and don't waste time and resources on people who aren't interested.

In another situation, an insurance agent came in the door to follow–up on a call and left his card with a bag of peanuts stapled to it. Written on the card was, "Hope my persistence isn't driving you "nuts!" Carlos is now my insurance agent and has demonstrated his persistence by finding enough discounts to lower my rate by $180 a year.

Engage the world's sales force, listen to telemarketers and watch commercials. Open yourself up to opportunity, free practice and training. And of course, most importantly... let yourself be sold.

Thursday, February 23, 2012

The Grump Factor

By: Laurie Brown

You are sitting at your desk and reading your email when you open the latest missive from your boss. Once again, the bonehead has come up with another new direction for your company. You clear your throat and ask the person next to you, "Have you seen what the idiot has sent us now?" In the cafeteria you sit with your co-workers grousing about how stupid this company is. But this doesn't just happen today--you find yourself at odds with the management everyday. And while you have always been a "good soldier" and done exactly what was asked of you, you can't help but let your feelings be known.

Or perhaps you are the more silent type: sighing, rolling your eyes, and simply showing through your body language that you are greatly put upon or dissatisfied.

Whatever your style of grumpy may be, you might assume that if you are really good at your job and do everything that is asked of you, you will remain, in the eyes of your employer, a valuable member of the team.

You may also think that customers don't care if you are grumpy.

Not so. Employers, co-workers, and customers notice and react to your attitude. They all take into consideration what I call "the grump factor". Simply put, the grump factor is a measure of how difficult it is for others to deal with you. Just how grumpy are you? How difficult are you?

When a Fortune 500 company had to make a 20% cut in their workforce, the management had to choose which people were going to be laid off. Nearly every employee was regarded as a hard worker. And in fact, many were known to be the best at what they did. After the layoffs were announced, each laid-off employee tried to figure out why THEY were chosen. Why was it that many less-competent employees were left standing while they were let go? Was it because they earned more money? Was there a personal vendetta against them? Was it due to sexism or ageism? Many of these people failed to see their own role in why they were the ones to go. In a follow up discussion, management indicated that they looked at attitude to guide their layoff decisions. Employees that had a bad attitude -- a high "grump factor" -- were considered expendable.

Obviously when it comes time to downsize, many factors are considered, but employers want to work with people who are easy to deal with -- employees who love what they do and show others that they love it too. I'm not talking about a phony, saccharine-sweet attitude -- I mean a sincere, joyful, work attitude.

When asked by young people, "What do I have to do to get ahead?" Barbara Walters tells them, "Don't complain. Don't whine. Just make yourself so good that they cannot let you go. And don't be afraid to get the coffee if they ask you to get the coffee."

Not sure if you're perceived as a grump? Take this simple test to find out:
  • Do you find yourself focusing on problems with your company and/or co-workers?
  • Do you share this information with others (including family, friends and co-workers)?
  • Do you quickly discount possible solutions as unworkable?
  • Is your criticism a validation of your overall perspective and your sense of personal contribution?
  • Do you often hear others with similar criticisms?
  • Do you lend a willing ear to their criticisms?
  • Do you sigh, roll your eyes, or otherwise display your negative feelings through your body language or tone of voice?
  • Are your creating less because of your dissatisfaction?
  • Are you late to work or meetings?
  • Do you resent helping others finish their work?
  • Are you waiting for a change to happen?
  • Has anyone pointed out your negative behavior?
If you answered yes to more than three of these questions, you are a grump. And I can guarantee that you will limit your growth unless you work on turning your attitude around.

Today, identify the three things you like best about your job. Focus on the good. Let others see and hear your positive comments. Start turning it around today.

Monday, February 20, 2012

The Refreshing Truth About Technology and Making Money
By Joshua Boswell

Social media. Mobile media. Trip wire marketing. Email Campaigns. Search Engine Optimization. Shopping Carts. E-commerce. Hosting. Servers. Tablets. Smartphones. Digital Delivery. Java. HTML5.
I could go on for hours, listing all the different, complicated technologies and devices that so many Internet marketing experts tell us we "must have" to make money online.
But, the reality is ... neither you or I are going to be able to conquer and stay endlessly current with the latest, hottest, most amazing stuff out there.
This fact has really bothered me. And, in listening to many Carefree Entrepreneur subscribers, it really bothers you as well.
How can you and I possibly make money online, if we can't keep up with all the new stuff? And, not only that... how do we know who to believe... what's real... and what's just the latest passing fad?
I decided to turn to my mentor and good friend Mark Ford (you'll know him by his pen name, Michael Masterson) and get his opinion on the matter.
I think his insights will be extremely valuable to you. Actually, he shared these with me and the entire Carefree and AWAI leadership team. Katie Yeakle responded back stating plainly ... "This is a Master's course in Business."
And, indeed it is.
Here are his profitable and powerful insights ...
90% of the Internet marketing industry is a joke. It's based on a myth. The myth is that employing technological gimmicks can make you rich. This is not true, but it continues to be sold by so-called "Internet Marketing Experts" - and bought by unsuspecting would-be online entrepreneurs.
The unfortunate reality is that 90% of Internet marketing experts are frauds. They are frauds because they only make money by selling this myth - not by selling legitimate business tools or ideas.
So, how can they get away with it? Because they know technology. And these guys know technologies because they are fundamentally nerds ... technology nerds.
Over the last 10 to 12 years, while the Internet was changing the landscape of business, many of these nerds made a lot of money by exploiting their knowledge of specific Internet technologies.
But, most of them never learned anything important about business. They never learned the truth about sound business practices. And now, as technology has advanced to the point where these technologies are more user-friendly, these people - who were really nothing more than over-paid technical consultants who were giving advice about topics they knew nothing about - i.e., business - have become less and less useful.
Plus, as the market becomes more competitive, they are becoming less and less capable of acquiring new customers (people who foolishly believe in the myth of technology). And, that means we will soon be rid of them ... which is a good thing.
Here's the truth:
You can't develop a real business by learning or applying gimmicks.
There is one thing that every entrepreneur needs to learn, and it is not optional ...
It is 1,000 times more important than any one of these gimmicks.
If you have it, you can build empires.
Without it, expertise in 20 of these gimmicks will get you nothing.
What is it? The one thing you need to master is the Optimal Selling Strategy (OSS) for your business.
I believe that for every business, at any given time, there is one best way to acquire new customers. How you sell your product, service, or ideas - the specific decisions you make about presenting and pricing and talking about it - has a huge impact on whether you will be successful.
To take a business from zero to a million dollars (and beyond), you have to discover and implement your Optimal Selling Strategy.
When you have this, nobody can fool you with cockamamie marketing strategies or hollow technology gimmicks.
Rich Schefren - founder of Strategic Profits - is a tech nerd who actually understands business. He put it this way: "You have to learn the 'what' before the 'how.' People always ask me things like, 'How do I do PPC? How do I do SEO?' But, they don't know WHAT - What are you going to sell? You need to know that first."
Mike Palmer - one of the world's leading copywriters and sales strategists - put it this way: "Sales copy is king. Everything else is just gimmicks."
If you can learn and consistently implement your OSS, you can hire people to implement the rest. You can - and should - hire out all the technology.
I completely agree with Mark's assessment.
I promised to show you how you can be "Techno-Smart ... When You're Not" and this is it.
The reality is that you - as the entrepreneur - don't need to be caught up in the latest stuff. What you need to do is discover your Optimal Selling Strategy and then implement it.
Are there specific technologies you should be using? Yes, but only if and when you clearly see how they fit into your OSS.
In his book, Ready, Fire, Aim: Zero to $100 Million in No Time Flat, Mark outlines "Four Secrets of the Optimal Selling Strategy." This past week, during my webinar Converting Your Skills and Experience into Wealth, I talked about each of these four secrets.
Over the course of the next few weeks, we are going to give each area a focused analysis so you can be fully empowered to begin discovering your Optimal Selling Strategy.

Personal Responsibility and Self-Reliance Will Set You Free

by Craig Ballantyne

I woke up in paradise to a beautiful star-filled sky (it was 4:51am after all), a warm sea breeze, the crash of the morning ocean, and the smell of the Pacific.

Yet, I felt irritable and stressed in paradise. As I meandered about before my morning writing ritual my mind weakly wanted to lay the blame for this mood on others.

"Grrr, Matt shouldn't have convinced me to stay up so late drinking Coronas beside the beach," was my first thought.

"If only the seminar wouldn't have gone on so long I could have finished my email newsletters earlier last night," I grumbled.

On and on the excuses went as I tried to immerse myself in my writing. But each of my excuses were brittle, easily broken and discarded by reality.

My foul mindset, my late rising, and my inability to focus on my work, all of these were my fault. The situation was my responsibility. I had gotten myself into this trouble and I was also the only person who could get me out of it.

This situation was no different from any of the other mistakes I have made in life. It was my fault in elementary school when my friends and I were caught throwing snowballs and spent the afternoon in the principal's office. It was my fault each time I was late for my afterschool job in high school. It my fault, and my fault alone, for losing muscle and gaining ten pounds of fat during my first semester at college. All of these were my responsibility and consequences of my actions.

As this 'right thinking' began to slowly permeate my brain my mood began to improve. After all, Rule #8 on my list of the 12 Rules I Live By states:

"Everything that happens to me – good and bad – is my personal responsibility. I blame no one but myself. These are the choices I've made – this is the life I'm living. I will accept the consequences of my actions."

Accepting this was no fault but my own was the start towards changing my mood and becoming more productive. I also knew that the quickest way out of this predicament was to get some exercise. That always works to boost my mood and help with my creativity. And so I walked from my oceanfront condo up to the gym and jumped into a workout that fixed my mood and brought me this message to share with you today.

The bottom line is that solving my problem was my responsibility. And if I may give you some tough love, the truth is that solving all of your problems is entirely your responsibility as well. As Donald Trump once said, "You can't rely on anyone for anything."

We can only rely on ourselves to improve our situation in life. You must take personal responsibility for your situation and use self-reliance to improve the situation.

The dictionary definition of self-reliance is the "Reliance on one's own capabilities, judgment, or resources; independence." That is far more powerful than being dependent, which is defined as, "Relying on or requiring the aid of another for support", "Subordination to someone or something...", "The state of being controlled by something else", or "A compulsive or chronic need".

Each of these definitions demonstrates that without personal responsibility and self-reliance that you will remain a prisoner, trapped by the inability to take control of your life. Dependence leads to a miserable, helpless existence.

Like it or not, if you are in debt, struggling with your business, your health, or your personal relationships, no one else is going to come along and fix that for you. It is entirely up to you, and you only, to make the changes in your life to improve the situation.

You must, "Identify and replace all external authorities with internal strength and competence. Take full control of, and responsibility for, your conscious mind and every aspect of your life," says Kekich Credo #30.

While Early to Rise teaches and preaches the need for and benefits of finding positive social support, networking with like-minded people, and attending educational seminars, at the end of the day it's your decision to follow through on all of this. It is up to YOU and you alone to change your life.

No one else can do it for you. No one else can show up at your house and eat less and move more for you if you want to lose weight. No one else can stop you from watching television and to spend that time on creating a second income instead. No one else can say the words, "I love you" or "I forgive you" to mend the important relationships in your life.

Wherever you are in life, there is only one person who got you into this and only one person can get you out – and that's you. You are the only person who can set you free by taking personal responsibility and choosing the path of self-reliance.

No matter how tough a position you feel you might be in, there's no one you can count on to change your life for you.

As Dan Kennedy once said when explaining what separates the best from the rest, "To move forward you must give up your "story" - whether it is excuses about your childhood, lack of education, your bad "luck", your unsupportive family, your low metabolism, where you live, etc."

Ouch. That's tough. And there's no doubt today's message is tough love, but make no mistake, it IS written with love. It's just happens to be tough love because sometimes we all need a kick in the pants to change our ways.

I promise you, when you commit to taking personal responsibility for your status in life, and turn to self-reliance to change your situation and to no longer depend on others to rescue you from your mistakes, only then will you have true freedom and control over your future.

"That which is most satisfying is that which is earned. Anything received free of charge is seldom valued. You can't get something for (from) nothing. The price is too high." – Kekich Credo #38

Your success depends on the most important person in the world – You.

Friday, February 17, 2012


The Power of Mastery

By Dan Kennedy


I am about to tell you how to add $25,000.00, $50,000.00, maybe $100,00.00 a year to your yearly income – without spending even a penny more on advertising or marketing.

One of my featured guest speakers at a past SuperConference was Michael Vance. Michael worked side–by–side with Walt Disney for a number of years. As I was listening to Mike, I made a mental note to start talking about a Walt Disney quote about marketing that I used to use a lot.

What Walt Disney said about Marketing is:

"Do what you do so well – and so uniquely – that people can't resist telling others about you."

In every field, there are "masters". People just so darned good at what they do that people are compelled to tell others about them.

Mike Vance is that kind of speaker, and there are darned few in that category. Actors like Paul Newman, Al Pacino, Robert DeNiro. The salesman I used to buy my cars from, Bill Glazner, at Sanderson Ford in Phoenix – he puts every other car guy I've ever seen to shame.

There are a couple chiropractors I know who put on such a great "report of findings" (their equivalent of the Printing Audit) that they enjoy 100% conversions and can easily sell large dollar "pre–pays." There's a shoe–shine guy at the Atlanta Airport who still rubs wax in by hand, snaps the towel with authority, slaps the leather, makes the brush sing. And this is important: these people are "master performers." They are not just masters at whatever technical thing they do, they are masters at presentation.

So, here's a very simple, very practical question: after a customer buys from you for the first time, do they – without any prodding from you – rush to the phone, call an associate, and tell them about the amazing buying experience they just had? Are the first words out of their mouth to the next person they see about you?

If it is, here's the economic impact: your need to invest money in acquiring new customers will diminish over time as your business converts to being 100% referral driven. This means you can take all the money you now spend on advertising, direct mail, telemarketing, etc. and put it into your pocket instead. This means you will have more people calling and waiting in line for you than you have time, because each client will multiply.

"Mastery" can quite easily be worth an extra $50,000.00 to $200,000.00 or even more to you each year you remain in this business. (Bank it all at even modest interest and in just five years you can retire a cash millionaire.)

To get that good, you must dedicate yourself to doing so: I've always been impressed with the late Yul Brenner, who performed the "King and I" a record number of times on Broadway – and still rehearsed his lines, gestures and facial expressions everyday, before every performance, right up until his last one.

How many times have you written out your own, complete sales script word for word? Recorded it and listened to it on tape? Role–played it with family or mastermind group members? Practiced in front of a mirror? Ever? This month?

Get this: I can predict your future bank balances if I know what you read, what you listen to, what educational functions you attend, who you hang out with and what you work on (practice) regularly. Oh, and years ago, Joe Karbo wrote this wonderful ad headline: are you too busy making a living to make a fortune? Are you?





Thursday, February 16, 2012

How Pinterest Is Becoming the Next Big Thing in Social Media for Business | LinkedIn

How Pinterest Is Becoming the Next Big Thing in Social Media for Business | LinkedIn
8 Personal Finance Lessons from Benjamin Franklin



This series is brought to you by TurboTax Federal Free Edition. What’s this?
Benjamin Franklin rose from 17-year-old runaway to successful printer, newspaperman, author, inventor, diplomat, and statesman. His great success came from living the virtues of frugality and industry, and his life offers us many personal finance lessons that apply to modern men just as much as they did to those living in colonial America. So without further ado, let’s dive right into uncovering some of Ben’s timeless wisdom.

1. Understand the True Value of Things

Benjamin Franklin learned one of his first, and most important, personal finance lessons as a boy. When he was seven, he saw another boy blowing a whistle and was so charmed by its sound that he offered the boy all the money in his pockets for it. The boy eagerly agreed to the deal. Young Franklin was delighted with his new possession and blew the whistle happily all over the house. But his satisfaction was cut short when his brothers and sisters, finding out how much he had paid for it, informed him that he had forked over four times as much money as it was worth. “The reflection gave me more chagrin,” Franklin recalled, “than the whistle gave me pleasure.”
But Franklin took an invaluable lesson away from his youthful mistake:
This, however, was afterward of use to me, the impression continuing on my mind; so that often, when I was tempted to buy some unnecessary thing, I said to myself, Don’t give too much for the whistle; and I saved my money.
As I grew up, came into the world, and observed the actions of men, I thought I met with many, very many, who gave too much for the whistle.
When I saw one too ambitious of court favor, sacrificing his time in attendance on levees, his repose, his liberty, his virtue, and perhaps his friends, to attain it, I have said to myself, This man gives too much for his whistle.
When I saw another fond of popularity, constantly employing himself in political bustles, neglecting his own affairs, and ruining them by that neglect, He pays indeed, said I, too much for his whistle.
If I knew a miser, who gave up every kind of comfortable living, all the pleasure of doing good to others, all the esteem of his fellow-citizens, and the joys of benevolent friendship, for the sake of accumulating wealth, Poor man, said I, you pay too much for your whistle.
When I met with a man of pleasure, sacrificing every laudable improvement of the mind, or of his fortune, to mere corporeal sensations, and ruining his health in their pursuit, Mistaken man, said I, you are providing pain for yourself, instead of pleasure; you give too much for your whistle.
If I see one fond of appearance, or fine clothes, fine houses, fine furniture, fine equipages, all above his fortune, for which he contracts debts, and ends his career in a prison, Alas! say I, he has paid dear, very dear, for his whistle…
In short, I conceive that great part of the miseries of mankind are brought upon them by the false estimates they have made of the value of things, and by their giving too much for their whistles. -From a letter from BF to Madame Brillon, 1779

2. Be Self-Sufficient

Franklin’s father at first wanted him to go into the ministry, but then decided that the boy would follow in his own footsteps and become a candlemaker. But Franklin did not enjoy that trade, and his father, worried he’d go off to sea, took him around to observe other craftsmen at work, hoping that another trade might spark the young man’s interest. While Franklin did not become a bricklayer or carpenter, this experience did inspire the DIY spirit within him:
It has ever since been a pleasure to me to see good workmen handle their tools. And it has been often useful to me, to have learned so much by it, as to be able to do some trifling jobs in the house, when a workman was not at hand, and to construct little machines for my experiments, at the moment when the intention of making these was warm in my mind.
Franklin’s penchant for self-reliance also led him to learn how to make his own meals (using the money saved on boarding costs to buy more books), and perhaps most importantly, it helped propel his career as a printer. At the time, there was no foundry in America that made casting type, which was crucial for the printer’s trade. So instead of purchasing the equipment from England and waiting for it to arrive, Franklin initially crafted his own type–becoming the first person in America to do so—and also made his own woodcuts, printer’s ink, engraved copperplate vignettes, and plate-press.
Franklin believed that learning to be self-sufficient not only saved you money, but led to greater happiness as well:
Human felicity is produced not so much by great pieces of good fortune that seldom happen, as by little advantages that occur every day. Thus, if you teach a poor young man to shave himself, and keep his razor in order, you may contribute more to the happiness of his life than in giving him a thousand guineas. This sum may be soon spent, the regret only remaining of having foolishly consumed it; but in the other case, he escapes the frequent vexation of waiting for barbers, and of their sometimes dirty fingers, offensive breaths, and dull razors; he shaves when most convenient to him, and enjoys daily the pleasure of its being done with a good instrument. -From The Autobiography of Benjamin Franklin

3. Invest in Yourself

From my infancy I was passionately fond of reading, and all the money that came into my hands was laid out in the purchasing of books.
This library afforded me the means of improvement by constant study, for which I set apart an hour or two each day, and thus repaired in some degree the loss of the learned education my father once intended for me. Reading was the only amusement I allowed myself. I spent no time in taverns, games, or frolics of any kind; and my industry in my business continued as indefatigable as it was necessary. -From The Autobiography of Benjamin Franklin
If you want to have more time and money in the long-term, then in the short-term you need to invest some of your money, and a lot of your time, in yourself. Instead of squandering these  valuable resources on fleeting pleasures, invest them in things that further your health, relationships, education, and career and will reap rich dividends down the road.
Franklin invested in himself by becoming a voracious reader; all of his spare money and time went to accumulating as much knowledge about the world as possible; by wisely managing his expenditures in these vital departments of life, Franklin created a future for himself where it was possible for a man who had only a few years of formal education to become a world-renowned writer, scientist, and diplomat.

4. Surround Yourself with Friends Who Share Your Values


For myself, I immediately got into work at Palmer’s, a famous printing-house in Bartholomew Close, where I continued near a year. I was pretty diligent, but I spent with Ralph a good deal of my earnings at plays and public amusements. We had nearly consumed all my pistoles, and now just rubbed on from hand to mouth. He seemed quite to have forgotten his wife and child, and I by degrees my engagements with Miss Read, to whom I never wrote more than one letter, and that was to let her know I was not likely soon to return. This was another of the great errata of my life, which I could wish to correct if I were to live it over again. In fact, by our expenses, I was constantly kept unable to pay my passage. -From The Autobiography of Benjamin Franklin
When Franklin was still starting out in the printing business and living in London, he palled around with his friend, James Ralph. While Franklin worked hard at a printing house, the flighty Ralph, who had arrived in London without a dollar to his name, half-hardheartedly and unsuccessfully looked for work as an actor, clerk, and journalist, and borrowed money from Franklin to fund his unemployment.
The two friends later had a falling out, and Ralph never repaid Franklin the 27 pounds (“a great sum out of my small earnings!” Franklin recalled) that he owed him.
After this experience, Franklin was much more judicious about whom he associated with, and spent his life seeking out men and women who shared his high values and forming mutual self-improvement groups, like the Junto, where he and his friends could challenge each other’s ideas and help elevate each other’s hearts and minds.

5. Don’t Compromise Your Integrity for Money

While Benjamin Franklin had great ambitions to rise in the world, he was unwilling to compromise his integrity in order to do so. For Franklin, the key to being able to choose principles over filthy lucre was to not end up so enslaved to luxury that you become willing to do anything to maintain your lifestyle.
This is well-illustrated by Franklin’s response to a man who wished to pay to publish a piece in Franklin’s newly established newspaper, The Pennsylvania Gazette:
I have perused your piece, and find it to be scurrilous and defamatory. To determine whether I should publish it or not, I went home in the evening, purchased a two penny loaf at the baker’s, and with water from the pump made my supper; I then wrapped myself up in my great coat, and laid down on the floor and slept till morning, when, on another loaf and a mug of water, I made my breakfast. From this regimen I feel no inconvenience whatever. Finding I can live in this manner, I have formed a determination never to prostitute my press to the purposes of corruption, and abuse of this kind, for the sake of gaining a more comfortable subsistence. -From The History of Printing in America, 1874

6. Steady Diligence Is the Way to Wealth

To apply myself industriously to whatever business I take in hand, and not divert my mind from my business by any foolish project of suddenly growing rich; for industry and patience are the surest means of plenty. – From Franklin’s “Plan for Future Conduct,” written at age 20
Franklin’s was not an overnight success story; it took him a decade to move from runaway, to apprentice in many printing shops and houses both Stateside and in London (where he did the dirty jobs for superiors who were anything but), to opening his own shop, and turning it into a profitable business. During that time he lived a spartan lifestyle and was far more industrious than any of his competitors.
Thus he encouraged others to realize their ambitions as he had, with patient, steady efforts, and he did not turn a kind eye to the various “get-rich-quick” schemes that were put forth during his day.
In one of his “Busy-Body” essays, Franklin went after those who spent their time digging for pirate treasure that had supposedly been left buried along the river, lamenting that:
Men, otherwise of very good sense, have been drawn into this practice through an overweening desire of sudden wealth and an easy credulity of what they so earnestly wished might be true; while the rational and most certain methods of acquiring riches by industry and frugality are neglected or forgotten.
Franklin cleverly concluded his essay by quoting the words his imaginary friend “Agricola” offered his son when he gave him a good plantation:
“My son,” said he, “I give thee now a valuable parcel of land; I assure thee I have found a considerable quantity of gold by digging there; thee mayest do the same; but thee must carefully observe this, never to dig more than plow-deep.”

7. Time Is Money

 ”What price the price of that book?” at length asked a man who had been dawdling for an hour in the front store of Benjamin Franklin’s newspaper establishment. “One dollar,” replied the clerk. “One dollar,” echoed the lounger; “can’t you take less than that?” “One dollar is the price,” was the answer.
The would-be purchaser looked over the books on sale a while longer, and then inquired: “Is Mr. Franklin in?” “Yes,” said the clerk, “he is very busy in the press-room.” “Well, I want to see him,” persisted the man. The proprietor was called, and the stranger asked: “What is the lowest, Mr. Franklin, that you can take for that book?” “One dollar and a quarter,” was the prompt rejoinder. “One dollar and a quarter! Why, your clerk asked me only a dollar just now.” “True,” said Franklin,” and I could have better afforded to take a dollar than to leave my work.”
The man seemed surprised; but, wishing to end a parley of his own seeking, he demanded: “Well, come now, tell me your lowest price for this book.” “One dollar and a half,” replied Franklin. “A dollar and a half! Why, you offered it yourself for a dollar and a quarter.” “Yes,” said Franklin coolly, “and I could better have taken that price then than a dollar and a half now.”
The man silently laid the money on the counter, took his book, and left the store, having received a salutary lesson from a master in the art of transmuting time, at will, into either wealth or wisdom. -From Pushing to the Front, 1911
Time is money. It was Franklin who first promulgated this famous phrase. These days it’s not terribly fashionable to support this maxim; to some it makes you sound like a capitalistic drudge instead of a passionate adventurer; “Time is not money! It is an opportunity to swim with the dolphins!” Yet Franklin understood that wisely using one’s time was essential to building one’s wealth, and that the more wealth you acquired, the more of your passions you would be free to pursue. By hustling his colonial butt off, Franklin was able to “retire” from the printing business at age 42, leaving the next half of his life open for doing whatever he wished.

8. The Accumulation of Money Is a Means to an End

Your sentiments of the general Foible of Mankind, in the pursuit of wealth to no end, are expressed in a manner that gave me great pleasure in reading. They are extremely just; at least they are perfectly agreeable to mine. But London citizens, they say, are ambitious of what they call dying worth a great Sum: The very notion seems to me absurd; and just the same as if a man should run in debt for 1000 Superfluities, to the End that when he should be stript of all, and imprisoned by his Creditors, it might be said he broke worth a great Sum. I imagine that what we have above what we can use is not properly ours, tho’ we possess it, and that the rich Man, who must die, was no more worth what he leaves, than the debtor who must pay.” From a letter from BF to William Strahan, 1750
While someone who is only superficially familiar with Franklin’s biography and his famous maxims might come away with the notion that he was merely a prudish, penny-pinching acquisitive capitalist who thought only of money, nothing could be further from the truth. For Franklin the pursuit of wealth was merely a means to an end. And that end was gaining the “leisure to read, study, make experiments, and converse at large with such ingenious and worthy men, as are pleased to honor me with their friendship or acquaintance, on such points as may produce something for the common benefit of mankind, uninterrupted by the little cares and fatigues of business.” Franklin’s early retirement from the printing business did indeed produce numerous benefits for mankind, including the creation of several new inventions (none of which he patented–improving the lives of others was enough reward), and his service in helping to found a new country.
For Franklin the whole point of gaining wealth and developing virtue was not to live a life of luxury (although he did enjoy more creature comforts once he was able to) nor to become a moral prude, but to allow oneself to grow into the kind of man who had the character, wisdom, and time to become an involved and upright citizen, able to serve others and one’s country, which, Franklin also believed, was the best way to serve God.
Benjamin Franklin, who wrote to his mother while he was still in his early forties, that after his death he’d rather have it said of him “he lived useful,” than “he died rich.”

Wednesday, February 15, 2012

Apres Sale. The Real Test of a Successful Sales Professional.

The average sale takes a matter of hours. And that's where 95% of sales training is focused. Not good.
After a customer purchases, that's when USE of product or service begins, and that's where 95% of their time is spent.
  • What are you doing to create loyalty?
  • What are you doing to create word-of-mouth advertising?
  • What are you doing to create value in the mind of the customer?
  • What are you doing to create memorable moments?
  • What is your social media presence that focuses on customer communication and interaction?
  • What are you doing to create and ensure reorders?
  • What are you doing to earn referrals?
  • What are you doing to build a value-based relationship after the sale?
  • What are you doing to ensure it's easy to do business with you?
  • What are you doing to ensure that everyone who answers your phone is happy, friendly, and helpful?
  • What type of customer service and customer loyalty training are you doing that ensures consistent, positive, helpful responses?
ANSWER: Nothing or not enough.

MAJOR CLUE: These questions are the HEART of your future. And for the most part, the answers are way below an acceptable level to ensure your future success.

REALITY: It's likely that your present actions will ensure that you'll have significant customer attrition, or churn, or some other BS corporate buzzword that will cost major dollars in lost customers, and further ensure that your sales team will have to sell more than last year just to maintain present sales levels.

Many companies employ the "Hunter-Farmer" strategy in making sales. One person makes the sale, and immediately turns it over to some service person (often with little or no personal handoff), and heads for the next sale.

MAJOR CLUE: THERE IS NO DUMBER SALES STRATEGY THAN HUNTER-FARMER - other than cold calling.

The hunter-farmer strategy creates a vacuum between what was promised and what will be delivered. And the "hunter" has to continually prospect and cold call to make new sales rather than cultivate an existing relationship and earn referrals.

For the past three years, I have asked my corporate and public seminar audiences this question: What ten things are you doing AFTER the sale to ensure loyalty, reorders, referrals, and reputation.

99.9% give me a blank stare.

Okay, so what can you do and what should you be doing to make certain that you are keeping the customers you have in a manner that THEY value? Or better stated: What happens after the sale?

Here are a few suggestions for what to do... (CAUTION: They require work.)
  • Send a weekly value message. My email magazine, Sales Caffeine, is the most effective communication tool to send a weekly value message to every one of my customers. It's now almost 500 issues strong. IDEA: Read a business book and send your customers your review with salient points of value.
  • Enhance your social media effort. By setting a full-blown, VALUE-BASED business social media campaign in motion, your customers will have the chance to learn about you and get your messages, and you will have a chance to learn about them and get their messages. Examples of value-based message: If you sell health insurance, tell me how to avoid common colds or keep my kids healthy.
  • Help their social media effort. Your customers could gain insight from your social media effort, and visit you to learn and emulate. You have to set the example, then set the standard, and then invite your customers to study your strategies to help their success.
  • Share ideas that can benefit your customers. Not offers to buy your product.
  • Share observations and tips. When you visit other businesses, become aware of things other successful businesses do, note them, and post about them.
  • Bring several customers together for a monthly mastermind meeting. Be the pivot person that brings together value-based meetings.
  • Refer customers. The best way to get referrals is GIVE referrals.
  • Do business with them. Go out of your way to patronize those that feed you.
Every business wants re-orders, every business wants loyal customers, and every business wants to have a great reputation. The question to ask yourself is, "What (of value) am I doing about it?"

What you do after the sale determines the next sale, and a whole lot more.
The Power of Negative Thinking


But I was listening to Derek Halpern's Social Triggers Insider podcast and he was discussing how irrational our decision making process is and how we're more motivated by the fear of loss as compared to the hope of gain.

It reminded me of a study where Duke students stated the cost they would be willing to pay for a ticket to a Duke-UNC basketball game. When some of those surveyed actually got tickets to the game through a raffle, they were only willing to sell them for significantly than the amount they had originally valued them at.

In the first case they were focused on the money they would lose (have to pay.) In the second, they were focused on the lost opportunity of seeing the game live.

In an example from Robert Cialdini's Influence: The Psychology of Persuasion, a campaign to get home owners to insulate their homes was much more effective when the ad focused on the money home owners would lose by not insulating their homes rather than in the cost savings.

Why would this be?

Because gains are fleeting and losses linger. People behave irrationally to avoid loss. Gamblers bet more recklessly after losing a big hand, compounding their losses.

While in no way am I recommending that you manipulate people into making bad decisions, it is important to understand why your marketing is more or less effective than it could be.

So, how can you use this in your own web marketing?

Leverage scarcity. Scarcity, one of Cialdini's "weapons of influence," is powerful because it represents a loss of freedom...in this case freedom of choice. We want what we feel may be taken away from us if we don't "act now!"

If you're selling a product, promote its limited quantity. Beanie babies did this effectively by managing supply and "retiring" some products forever, greatly increasing demand.

If you're offering something that's virtually limitless, like a white paper or audio recording, you can create an artificial scarcity by putting an end date when the product will no longer be available.

If you're planning an event, make sure you mention the limited seating. Or perhaps you can offer early bird tickets, which gives you the opportunity to market to people's loss aversion multiple times: once when tickets are announced, once when the early bird discounts are expiring and then just before ticket sales end.

Create "ownership." Loss of money (and the freedom of choice that comes with it) can be a barrier to people buying your products or services. However, once they've taken ownership of something it's difficult to give that up. (Remember those Duke fans?)

So, is there a way in which you can help your prospects take ownership of your product or service?

The "puppy dog close" is a famous example, where pet store owners let indecisive familes "try out" a puppy over the weekend. Rarely are those cute, doe-eyed puppies ever returned.

If you have a service that requires monthly billing (like a membership site), you could provide a free month of access.

This is especially effective when you still require customers' credit card information up front while allowing them to opt-out within the trial period. (Not surprisingly, most don't.) Constant Contact, Spotify and plenty of other companies use this method to efficiently grow their user base.

How can you test to see if loss aversion will work for you?

One way of testing this idea out is to create an A/B split in your email marketing, where you send out the same offer to two different groups, but worded differently. Send out one offer to half your list that touts the cost savings, and another that focuses on the lost income, and see which one converts at a higher rate.

You can do run a similar experiment on your website with Google's Website Optimizer, which allows you to randomly show different pages to incoming visitors and measure conversion rates.

Takeaways

For better or worse, people are more motivated to avoid pain than to gain pleasure.

While you may want to tout the financial savings your employee retention software can offer, you'll sell more when you put the focus on how much businesses stand to lose in employee turnover costs buy not buying the software.

If you don't want to lose any more sales with ineffective web marketing, please contact us today.

Yeah, I went there. ;)
  
  

Friday, February 10, 2012


The Law of Success

Control Your Destiny by Controlling
Your Mental Attitude
by Napoleon Hill

The person who controls his mental attitude may control his destiny . . .
Believe in the power of the spoken word and see to it that you speak no word which does not harmonize in every respect with your positive mental attitude. An essay by Dr. S. L. Katzoff will aid you in recognizing the importance of the spoken word.
The Spoken Word:
  • The greatest mischief maker is the human tongue.
  • It is not what we say that counts, but how and when.
  • Tactfulness will never dethrone the ego from its pedestal. Measure your words with the yardstick of courtesy, sentiment and gratitude.
  • Conversational interest is based upon making another feel important, and replacing telling with asking.
  • The less we say, the less we may have to take back. Nature knew her business when she gave us two ears and only one mouth. An unbridled tongue - even one word thoughtlessly spoken - may destroy the happiness of a lifetime.
  • To prevent fault finding and bickering, invite criticism, give merited praise, quickly admit guilt, and do not hesitate to say 'I'm sorry.'
  • Settle disputes as quickly as possible. Every moment of delay adds coals to the fires of dissension.
Finally, a reference table on successful conversation:
  • Adopt a face to face method.
  • Do not interrupt.
  • Be responsible.
  • Modulate the voice.
  • Omit unfavorable references to the past.
  • Give advice only when it is requested.
  • Avoid negative comparisons.
  • Applaud what you like and ignore what you don't.
  • Never argue over unimportant details, for if you win, you will have gained no advantage.
  • Guard your words and your words will guard you.

Wednesday, February 8, 2012


My Green Juice Habit

by Jason Leister

Just a minute before I sat down to write this, I downed (probably in record time) a tall glass of green juice. We're talking spinach, parsley, cucumber and a hint of apple.

I spent most of my life doing anything and everything in my power to avoid foods that were green. So it's pretty funny to me that a single serving of this magic juice is probably the equivalent of several weeks' worth my vegetable intake as a child.

I'm on a mission to transform my physical health and start realizing my full potential in that area of my life.

So I'm working out, eating well and actually taking the required time to preserve my health FIRST.

Why now?

Because it's the only time slot I can get since my first choice (10 years ago) is no longer available.

As I develop higher levels of excellence in other areas of my life like business, it's becoming clear that anything less than excellence in all areas of my life simply won't do.

That goes for my health.

That goes for my wealth.

That goes for the people I surround myself with.

I used to think that living a life of excellence sounded hard and boring. Like you always had to be "ON" and you could never let up. That certainly doesn't sound fun and not something that you can sustain for a very long period of time.

Certainly not when you view it that way.

Living life FULLY, on the other hand, carries a very different energy.

When you are doing that, you are disciplined and focused enough to realize your full potential in every area of your life.

That is my goal.

And to reach my goal requires that I develop new habits.

Some days I do that well, and other days (or weeks) I show myself just how much growth I still have to do.

Why Didn't I Do This a Long Time Ago?

Why did I wait so long to realize that pursuing excellence in every area of my isn't a boring way to go through life but really the only way to live life fully?

I could probably come up with a few lame sounding excuses about why I didn't realize this years ago. My first choice would probably be that I thought having "daily habits" wouldn't provide me with the spontaneity I needed to not be bored.

I'm a musician/artist type of person. I don't do well with authority or schedules or anything where I'm not in control to act in the moment. So the idea of "locking" myself into a schedule (even if it is my own) just isn't that appealing.

See, I told you my excuse would be lame.

So here's the truth:

The only real reason I haven't concentrated on my health, insisted on excellence in every area of my life, and developed the habits required to achieve it is:

Because I didn't think I was worth it.

The fact is, I've been living my life for years making other people's priorities my priorities. When you write it out in black and white like this, it sounds like a pretty weak way to go through life.

That's because it is.

You live like that long enough, in need of outside validation that much, and you end up losing sight of exactly what it is that you want in your life.

You can't really answer the question, "What do I want?" because you've allowed your voice to be drowned out by the voices of others.

That used to be me. Thankfully, it is changing very quickly. I'm starting to develop habits based on what I want to do – based on how I want to live my life.

I was raised to believe this "do what's best for me" idea is a selfish way to live. You could say I've been cured, because now I know the truth:

Living life "looking out for yourself..." is really the only way to go. First, no one else is looking out for you, so if you don't do it, you abdicate your primary responsibility in this world.

Second, once you start to live this way, you realize that the best thing you can do for your own self-interest is to concentrate on improving the well-being of others!


What some call "selfish" quickly becomes a way of life focused on helping other people.

Nice.

So back to the creation of new habits...

This habit thing is 100% applicable to business of course. Let's take working with clients as an example.


  • If you don't have enough clients, that's because you've developed the habit of NOT doing enough to generate the volume you need.
  • If your clients pay you late, that's because you've developed the habit of accepting that kind of treatment.
  • If you are working with clients who do not appreciate your contribution, that's because you've developed the habit of BEING OK with clients like that.
See how this works?

Your habits create your world.

There is nothing hard or boring about reaching your full potential in every area of life.

It's just that we've been brainwashed to believe that's a difficult thing to do.

It's not. It just takes some focus to create new habits.

That's what I'm working on... are you?

Friday, February 3, 2012

Going the Extra Mile
by Ken Kadow

Ken Kadow
I have had many teachers during my school time. Many of them I don't remember anymore, but one Geography teacher taught me and my colleagues a lesson I will never forget.
He was very committed with his teaching and much more committed about the assignments he gave us. Every time some student would deliver his homework assignment to him, he wouldn't read it without asking: "Is this the best you can do?" Nine out of ten times the student would take it back and deliver it the next day, with his improvements. And then the teacher would ask again: "Is this the best you can do?" No matter how many times you would take it back, the teacher would not read it until you said confidently: "Yes, this is the best I can do".
That behavior made an impression on me, that he would not accept anything from his students other than the best they can deliver. That was the cornerstone of the "going the extra mile" concept in my mind. But what is that concept and how to achieve it?
Going the extra mile, as Napoleon Hill describes it, is simply delivering more service, with better quality than asked, with a positive mental attitude. This formula, that he called QQMA (Quality, Quantity, Mental Attitude) is what steps one out from the crowd. A great number of people are willing to deliver less than required from them. Fewer people are willing to deliver just the amount of service they were asked for. But how many are willing to deliver more service, with better quality than they were required, plus, with a pleasant and positive posture? Not too many!! And this is one of the reasons why a person that goes the extra mile creates a great advantage for himself towards personal success.
Delivering more than required will raise your price tag, and people will notice that. If they don't, you will and you will require more from life than what you are getting now. It is a virtuous circle that will only begin with your action. In physics, it is harder to push an object if it is still than if it is already in motion. Same thing with us, it may require more effort to begin using the QQMA formula, but once you DO BEGIN, you will enter this realm where rendering more than what is asked for will be part of your Nature. And by doing so, the circle of virtuosity will expand more and more, bringing riches and success not only for you, but also for those around you, for they will receive more service, with more quality, with a positive mental attitude, and a formula to emulate for themselves.
The sand from your hourglass is running. Don't wait for the next hour, the next day, or the next week. Push yourself towards the riches you want and deserve, and start doing so NOW. Doing your job is good, doing more and in a great way is awesome, and only awesome can take you where your dreams are. Is this the best you can do?

Thursday, February 2, 2012


The Future-Based Self
How to get clear direction from the "future you."

By Dan Sullivan

People naturally think of themselves as one person. But your one person is composed of three different selves: your Past-Based Self, your Present-Based Self, and your Future-Based Self.

Your Past-Based Self is who you believe you were in the past. It's who you are when you dwell on your memories.

Your Future-Based Self is who you believe you're going to be in the future. It's who you are when you focus on your goals.

Your Present-Based Self is usually dominated by either one or the other of these two selves.

Only one of them can be dominant at a time; the one you choose colors your experience of the present moment and determines what you're capable of right now.

To preserve and protect.

The Past-Based Self's prime motivation is preservation, because it imagines that the past is where everything important, enjoyable, and meaningful happened. It resists the new, because any change threatens the possibility that you might somehow get to relive the past. This notion doesn't make much conscious sense, but that's how the Past-Based Self lives: unconsciously. This is where most people live–resisting their future, preferring to cling to the past, and reacting only when the future inevitably appears.

The Past-Based Self is driven by fear. It does everything it can to preserve the security and reassurance of the past by keeping things constant and predictable. There's one major problem with this: There are no more rewards for you in the past.

No risk at all.

The Future-Based Self is attracted to new things. It wants to create and move forward, because it's driven by expectation. The Past-Based Self might think all this hope about the future is unrealistic, but there's far more evidence to show that you've consistently created solutions and become more capable. How could you possibly become less capable?

By establishing goals and following the momentum of your Future-Based Self, you have the opportunity to create new things with confidence and clarity. There's no risk in future-focus, because the past cant be lost. True, it's no longer available, but it acts as a rich source of lessons and memories to carry forward with us. Meanwhile, the future is unscripted, full of endless possibility.

The future as a tool.

This might seem like a theoretical distinction, this talk about the direction of your thoughts, but determining the focus of your thoughts is nothing less than deciding between stagnation and growth, nostalgia and possibility. The future and the past are not available in the present, but they do exert a great influence over our experience of the present moment and the actions we can take in it.

The unknown can be frightening. As an entrepreneur, though, you're accustomed to a high level of risk, and have a mindset that can transform that vague uneasiness into a vision that provides a set of clear actions to take. When others complain about manipulation and powerlessness, you know that your future belongs to you.

How do you begin doing this? Observe your thoughts over the next little while.

If you're operating from your Past-Based Self, you'll find yourself worrying about losing something you've had or about something bad from the past happening again.

When you shift into your Future-Based Self, you'll see a future that's completely new, something more than just an echo of the past. You'll see that your capabilities will naturally increase throughout your life.

Instead of reacting to events, you can articulate a future that you want and take the appropriate steps to reach it. The more you trust in your ability to create the future, the bigger and bolder your dreams will become.

How to Make a Personal Connection with Customers

Seven ways to build relationships with prospects that lead to more sales.
How to Make a Personal Connection with CustomersEditor's note: Is your business in need of a sales boost? We're here to help. Join us for part two of our live online chat with sales expert Grant Cardone, who will share his best strategies for closing a sale. Just log on to Entrepreneur.com on Weds., Dec. 14, at 3 p.m. EST and bring your questions.
It isn't always enough to create and promote an outstanding product or service. Often, your sales approach matters just as much as what you're selling. The most successful entrepreneurs create a connection with the customer by bringing their own personal touch to the sales process.
"People buy from people that they like and can relate to," says Adrian Miller, a sales trainer based in Port Washington, N.Y. "When business owners overlook the importance of that personal connection, they run the risk of losing the prospect to someone else--usually someone who took the time to create a relationship and help the prospect buy something rather than trying to simply sell to them."

Here are seven tips on salesmanship that can help you develop that special rapport with potential customers:

1. Model your business on the corner store. If you long for the days of shopping at a local business where the owner knew your name and your family, try to emulate that experience. For instance, remember one or two details about your customer and bring them up in conversation. "If you know a customer has a daughter finishing up grad school, ask for an update," says Laurie Brown, who owns a sales training company in Detroit and is the author of The Greet Your Customer Manual (The Difference, 2011). "Everyone likes to feel they're important enough that someone remembers the little things in their life. It's one important way we go past viewing customers as a dollar sign to a human who is appreciated.

2. Ask questions first. Before you launch into a hard sell, take time to probe your prospect. Ask questions that will help your customer explain what he's looking for. "Once you know that information, it's much simpler to show how your product or service can satisfy his wants or needs," Miller says. "Probing is fundamental to relationship building, and the more skilled you are at utilizing open and closed ended questions, the stronger the relationship you will be able to create."
Related: Five Signs You're Losing a Sale -- And How to Save It

3. Court your clients. Selling is a lot like dating in that you have to woo customers and hope they return the attention. "Figure that for every 10 people you want to reach out to, three will want to set up appointments to hear more about your product," says Mark Faust, an adjunct professor at Ohio University and the author of Growth or Bust! Proven Turnaround Strategies to Grow Your Business (Career Press, 2011). "To get a potential customer to call you back, you have to hook them somehow. Consider emailing them an article you found interesting that's related to their business and then give them time to respond. Whatever you do, be respectful of their busy schedule."

4. Talk about yourself. Another way to make it personal: Reveal something about yourself. Just be sure it's something your customer can relate to and isn't too personal, suggests Lourdes Martin-Rosa, an American Express OPEN Advisor who helps small businesses win government contracts. "It's pivotal to connect in a real way. In fact, according to a study [in] the Journal of Consumer Research, if a salesperson shares a birthday or a birthplace with you, you're more likely to make a purchase from that salesperson and feel good about it."
Related: How to Conquer Your Sales Fears

5. Really listen to the prospect. There's nothing more insulting than feeling that you're being ignored in a conversation, says Matt Eventoff, owner of Princeton Public Speaking, an executive training company in Princeton, N.J. "Asking someone a question and truly listening to the response, rather than beginning to formulate a response while the other person is speaking, is so important." In fact, small business owners may have a distinct advantage in connecting with customers because they are in touch with them so often. "The smaller the size of your business, the more encounters you'll have and the more opportunities you'll have to listen to your customers," Eventoff says.

6. Step away from your computer and smartphone. While it's often much quicker and less stressful to email a potential customer, face-to-face meetings and networking are far more effective in creating meaningful connections. "These meetings are still among the best ways businesses can establish relationships with decision makers," says Martin-Rosa. "For instance, if you want to pursue the federal government as a customer, make the time to regularly visit the D.C. beltway. Communications should not be limited to email and phone--though both are important follow-up methods.

7. Be patient. Like many important things in life, it takes patience to develop lasting customer relationships. Fight the urge to rush the process. "Take the time to explain how your product or service will benefit the prospect," Miller says. "Be patient as you go about cultivating this new contact. You never want to make a prospect feel rushed or hustled."
1.  Know your target audience and their demographics – focus on them and where they “hang out” whether that is online or offline.
2.  Offer quality articles, not promo for your book or product but helpful information.
3.  Network online and offline
4.  Be everywhere – attend everything you can – join any associations you can and attend meetings or participate – visit your customers businesses.
5.  Pitching relevant media and forming relationships with those people.
6.  Follow relevant press on Twitter, re-tweet or comment on their content.
7.  Be persistent, never stop pitching
8.  Start your own “group” online and write a press release about it – I have a yahoo discussion group that I started in 1998 that is still going strong! I also have a group on LinkedIn.
9.  Keep a blog.
10. Believe in yourself no matter what anyone else says and keep at it. You can do it if you have a plan and are persistent.

ENJOY THE JOURNEY

Wednesday, February 1, 2012

Who’s afraid of social media and social networking? You are!



You’re a chicken.

Let me correct that. You’re a dumb chicken. You’re out in the middle of the road, pecking for scraps of food, and an 18-wheeler is about to run you over.

LET ME EXPLAIN: Business social media has created the biggest chicken farm in the history of mankind.

But you’re chicken to get involved with, or participate in, what will prove to be the biggest boom to business and sales since the creation of the Internet. The chicken farm is also known as “Corporate America.”

Since a very small percentage of salespeople and business people in the country are taking total advantage of business social media, I’m assuming you fall into the chicken category. And I’m not just talking corporations and lawyers here. I’m talking you, the salesperson, are a chicken.

Here are the elements that may be holding you back from participating in Facebook, LinkedIn, Twitter, and YouTube to build your connections, your reputation, your business, and (of course) your sales:

1. You’re technologically challenged. You may feel overwhelmed at the thought of creating your own business Facebook page, your own LinkedIn account, your own Twitter account, and certainly your own YouTube channel. RELAX: Each one of these social media programs has easy-to-follow tutorials that will allow you to get started and establish your base. It will require an investment of time, about two to three hours total. Or, in that same period of time, you could make 20 cold calls and receive 20 rejections. Think about it.

2. You don’t know where to begin. Begin by calling your top 25 customers to find out what they consider valuable in their marketplace and in their business, and inform them you’re about to create a value-based business social media presence and you’ll be sending them an email asking them to join you.

3. You don’t know which program to start with. Start with Facebook. Currently the third largest country in the world, Facebook has now interconnected more than 600 million people, many of whom are your customers and your prospects. You may already have a personal Facebook account. Now start a Facebook “business” page.

4. You don’t know what to say. When you call your customers and find out what they want to hear, what they want to read, and what they want to learn about, you’ll know exactly what to say. Business social media is not complex. It’s not a course in calculus or physics. The secret basically revolves around common sense and providing value. Those are the core elements.

5. You don’t understand how it applies to business. Business social media provides a first-ever, open forum where customers can connect with you and share their feelings, and you have an opportunity to respond back. If you don’t see how it applies to business, perhaps you should search your competitors, who are at this moment making some feeble attempt to get involved. Your job is to create a better, more open, more truthful forum on Facebook, on Twitter, and on YouTube.

6. You’re afraid your customers will post something bad. Wake up and smell the Internet. Just because you don’t give customers an opportunity to post bad news, doesn’t mean they’re not going to post it. If you give them an opportunity to post, it will give you an opportunity to respond and fix the problem, or at least address it – thereby giving your other customers assurance that you’re paying attention. This is also a huge opportunity for your business to discover your own weaknesses and make certain they don’t reoccur. I believe a negative post on your business Facebook page is one of the most positive opportunities you could have. And the only people against it are C-level chickens and marketing chickens. Oh wait, I left out lawyer chickens.

7. You’re afraid the boss will fire you. If you’re posting positive comments about customer interactions and customers themselves are posting their comments about how much they love you, your fears might turn into a raise. Most of the time bosses are afraid of business social media because they are technologically challenged themselves. (Note well: All bosses and all sales managers are chickens. That’s why they put a non-compete clause in your contract in the first place.)

8. You’re afraid you will break the rules arbitrarily set by your corporate attorneys. The easiest way to ensure that you stay away from rules is to stay away from your company name. Your business Facebook page should be about the product or the service, not the company. Keep in mind, you’re branding yourself and you’re branding your expertise. This is all about communicating and helping customers, not selling products.

9. You’re afraid no one will follow you. If you set up a page and use the Field of Dreams strategy, “If you build it they will come,” you are correct, no one will follow you. If you create a game plan as outlined above, post valuable information, and invite your customers to follow you, you’ll have more followers than you can say grace over.

10. You’re afraid to make the personal commitment. Time fears and time commitments are one of the biggest barriers of life, not just business social media. I recommend that you list the hours of a day that you’re awake, maybe 16, maybe 18, whatever it is, and allocate them to the projects you consider most important, saving at least two hours for business social media. One hour in the morning and an hour in the evening. NOTE WELL: If your boss is stupid enough to forbid Facebook at work, start the morning at Starbucks. Make 25 connections, post five great events, and cruise into work an hour late. After a week, the boss will ask what you’re up to. Show ’em. You might be able to get a rule changed.

10.5. Your bosses and lawyers are not just afraid of business social media, they’re afraid of everything.

The simple answer to involvement and achieving business social media success is: seek professional help. I did. One Social Media (onesocialmedia.com) advises me how to cross-link, keyword, and other Googleable actions. It’s working.

Re-allocate time. Two hours a day to start. Get into the 21st century. It’s measurable, and it’s pleasurable.