Author Archives: Mike Marchev

There are 1330 articles by Mike Marchev published on this site.


You Are Not For Everybody

But you are most definitely for somebody.

I think I already reminded you how effective the simple postcard can be when initiating the process known as sales.

I agree that there is not much space and in no way, shape, or form do I want you to try to sell anything when using the postcard technique. Remember: sales is a process. Step one is designed to lead to step two. Step one is to grab interest and attention.

So, what can you write on a postcard to get you to step two? Maybe all you need is a clearly written web site address. That just might do the trick if step two is trying to get your audience to your web page www.mikemarchev.com/ftp-files/seminarvi.pdf Read the rest of this entry »

I was 35 when I took up reading as a serious endeavor. After managing to “squeeze” a degree out of UMASS in 1971, I gave up reading for a few years. Many students do. Little did I know, I was retarding my growth exponentially at the time. But, having successfully juggled studies with two collegiate sports for four years, I figured I had read enough for a while.

Today I sing a different tune. As a matter of fact, I write a lot of my articles while sitting in Public Libraries. I remember in one instance hearing over the library PA system that the annual book sale was in full motion down in the basement.

Like a mouse attacking an unattended cheese pile, I found myself in the basement in short order. Read the rest of this entry »

What Are You Waiting For?

Today. Now. This minute. Pick up your pen, grab a clean sheet of paper (or sit yourself down in front of your computer) and write/type that letter you have been talking about for the last six months.

In ten minutes the “chore” will become yesterday’s news, and just think how good you will feel? Better yet, think of what good might come from this very small investment in time.

It’s not your words that will make a difference. It is the fact that you took the time to do it. Today more than any time in history, people know the right thing to do. They just don’t do it. And, in most instances, their excuse is spelled out in a four-letter word: T-I-M-E. Read the rest of this entry »

Walk Your Talk!

Today’s message involves an article I read in the Florida Sun Sentinel.

It involved customer service, and this particular article featured the DHL Freight & Shipping Company as an example of how to do things right.

As I might have expected, in came a few emails with examples to the contrary as far as DHL’s professionalism and care for their customers were concerned.

I am sure that with a company the size and width of DHL, one could expect a few balls to drop now and then. But that is not the point of today’s message. Read the rest of this entry »

I know exactly what I am talking about in today’s message, as I recently dodged a bullet. Let me share my good fortune with you.

Months ago, I was contacted and requested to send a speaking proposal regarding an upcoming assignment. By my calculations, I categorized this as a “significant” project as measured by net profit.

My “ducks were in a row” and because they contacted me, I felt pretty confident as to the eventual outcome.

Then, nothing happened. For weeks I heard nothing. Read the rest of this entry »

The Power Of The “Break”

Why do you think that all major strenuous sports activities have breaks? They don’t call them “breaks,” but that is exactly what they are.

Baseball players break every three outs. Football players have half times and timeouts. Basketball players also have a half time. Hockey players need even more rest as they have three periods. Tennis players sit down every once in a while to wipe their brows and to take a swig of Gatorade.

It is for this exact reason why the idea of a vacation was introduced to the people. Read the rest of this entry »

The Customer Four-Step

I once was asked to improve the already admirable selling skills of two-dozen professional (incoming) telemarketers. My challenge was to help telephone call-specialists develop meaningful relationships during a single phone call. The ideal scenario would have this initial call resulting in future business. This is what is known as a tough assignment.

Was it even possible? What could I have suggested, recommended, or shared with these people that could result with an attractive financial outcome? Read the rest of this entry »

The Art Of Learning

You guessed it! This is the title of my latest read: The Art of Learning by Josh Waitzkin.

This kid won his first National Chess Championship at the age of nine and went on to win a Martial Arts National Title before he was old enough to drink. This kid ought to get together with Jordan Sparks to teach people how to touch all the bases before puberty sets in.

I thought who better to learn from than a kid who understands the art of learning? It is a good book, although I am only half finished. Read the rest of this entry »

Stop Playing The Victim

This was a chapter headline in a book I recently picked up at an airport bookstore. The title of the book was “Happiness… It Is Never Too Late.”

What does being “happy” have to do with marketing? Answer: Just about everything.

I have often suggested during seminars that in a country that has so much and is filled with people who have so much to offer, there is an over abundance of unhappy people. Read the rest of this entry »

Showing Up!

Driving up from Baltimore one day I found myself tuned into one of those radio call-in talk shows. You know the ones. People call in to have their lives straightened out in less than a New York minute.

To kill a few hundred miles, I thought I would eavesdrop on a few words of wisdom.

A young man called in seeking financial advice for his recently laid-off father, who happened to be a skilled mechanic. The host of the radio program sounded like he was going to wet himself with excitement and repeatedly told the caller that his dad was in the catbird seat. Read the rest of this entry »

Sales Is A Process

Consider it a confirmation.

Label it an endorsement.

Refer to it as like-minds thinking alike.

Call it whatever you’d like to call it.

But when I read something in a book, magazine, or on the Internet that supports one of my own teachings, I feel like I must know what I’m talking about. (I love it when that happens!)

Strange as it may sound, this phenomenon happened again this past week. Read the rest of this entry »

People Like People Who Like Them

One of my favorite “bits” during my live seminars and corporate presentations involves a skit I like to do with an unsuspecting male member of the audience.

I ask if any man in the audience remembers his first girlfriend. I then role play exactly how that important “first love” actually unfolded.

I can’t do the skit justice in print so I will simply deliver one of the most important lessons you will ever learn, remember, or think about.

Back in the fifth grade, a boy (Joey) approaches his friend (Eddie) to tell him that the gossip on the street is that Suzy Smith likes him. This is all it takes to get the budding romance in motion. Read the rest of this entry »

Incentives Work

Sometimes.

Here are two examples I happened across in just the last two weeks, each tied to an opportunity that may prove right up your alley.

I heard from a group of tractor dealers that an incentive worked wonders for those who saw the benefit of parting with a little cash. Yes, it appears that money still manages to get some people’s attention. How does that old saying go? “You have to spend a little money to make a lot of money.”

I then read in the newspaper that banks are spending money to grease their own personal referral chains. This physical sign of appreciation serves as an endorsement and says ‘Thank you,’ with more than just hot air. Read the rest of this entry »

Give’em A Call!

I recently finished the fourth book written by a guy named Harry Beckwith. I enjoy this man’s writing style and I easily “connect” with his messages.

His four books include: Selling The Invisible, What Customers Love, The Invisible Touch, and You, Inc. They are all good, easy-to-read, and are written around short, message-bearing vignettes with a bold, one sentence sum-up message at the conclusion of each story.

On the last page of book four, You, Inc., an invitation to join his newsletter list was included so I decided to sign up for some more input. I went one step further: I emailed the author (Harry) a brief note which led to a series of emails between the two of us. Read the rest of this entry »

Authenticity!

I was reminded of the power of “authenticity” this past week in an email arriving from a friend of mine who also happens to be the President of a speaker’s bureau.

In a back and forth communication (email ping pong), I shared my story for when people find themselves fretting about competition. I remind them that in my business my competition is anybody with a mouth. This usually draws a few chuckles from my audiences… but I am stone-cold serious. Read the rest of this entry »

If there is any truth to this title, then I suppose it is in our best interest to get a few of our prospects and customers moving in the right direction.

Today my plan is to introduce a system that is designed and proven to just that. It is affectionately known as the 2-Step Marketing System, and you can virtually take this strategy to the bank.

This is a non-intrusive way to get “interested” prospects in your particular marketplace to raise their hand indicting a genuine interest in your product or service. The system happens to be as old as dirt itself, but like everything that is good and logical, it still works today like a charm. Read the rest of this entry »

A few years back I had the pleasure of speaking to a room full of tractor distributors in Raleigh Durham, North Carolina. This was an audience of t-shirted, baseball-capped, suspender-equipped, gum-chewing ladies and gentlemen who like you had an intense interest in learning how to “eat regularly.”

Prior to my chance to wax eloquent, I sat in the rear of the room taking copious notes learning what was important to this particular group. Reason being, I wanted to hit a “home run” when it was my turn to speak. Read the rest of this entry »

You Have A Dual Purpose

I remember it like it happened yesterday. Even seasoned travelers like myself have a bag full of embarrassing war stories.

This particular episode came into play as I forgot my passport while traveling to Toronto. Although not a life or death scenario, it did highlight the propensity for squared away individuals (like myself) to fall prey to the human element of stupidity.

I blamed nobody but myself for this time consuming and somewhat expensive faux pas. But if I had a travel agent who was not frightened to remind me to pack my socks, tie, toothbrush, and my Passport – I would have been sharing a different message today. Read the rest of this entry »

No Excuses!

Batters miss pitches. Receivers miss catches. Tall basketball guys miss free-throw shots. Singers fail to make the cut. Actors don’t always get the role. Talented people don’t get hired. The best proposal does not always win. Sales professionals miss deals. And you too, will fall short at whatever it is you do from time to time.

From yoga practitioners to the ski slope heroes, from the classroom to the boardroom, people have, do, and will continue to fail on occasion. And when they do the rank and file (those tethered to mediocrity) will dig into their excuse ditty-bag and begin boring us all to tears with all the “reasons why.”

I am reminded of an important lesson I learned quite a few years ago Read the rest of this entry »

I’m Just Sayin’…

Since entering the travel industry in 1984, I have effectively uncovered a simple way to hold on to your valued “partners.” Notice I did not label them “customers” or “clients.” I will explain why shortly.

Having recently been introduced to a shameful statistic, I thought it timely to offer my slant on this subject. I am anxious to see how you swallow this dose of reality: When interviewed, travel agents believe they retain 78% of their paying customers. When interviewed, paying customers cite their loyalty factor closer to 35%. Read the rest of this entry »

Contrary to popular belief, your biggest problem may not involve your failure to communicate.

A few years back the movie Cool Hand Luke starring Paul Newman identified a universal concern as it pertained to the business world. In a famous scene, the feisty prison warden directed his wrath toward Newman and said in a threatening tone. ”What we have here, is a failure to communicate.

This single scene may very well be responsible for the popular communication movement today. Read the rest of this entry »