Many of you are not going to like what I am about to say today. The word ”Make” implies that in order to succeed you have to do something. (What were you expecting? A magic pill?)
Of course you will have to DO something if you want something to happen. I’ll give you another golden nugget. If you want something different to happen, you will have to do something differently.
Here is where your personal skills and strengths come into play. Read the rest of this entry »
Today’s word is Glad.
I once read that there are four types of emotions: Glad, Sad, Mad, and Scared. Three of these have no place in marketing, but the word glad immediately grabs your attention. Getting people to feel “glad” is a worthwhile endeavor and is the name of the game.
Glad is a good place to be. Glad is the outcome you are seeking. Make others feel glad.
How does “Glad” happen? Let me list a few ways: Read the rest of this entry »
In a “me-too-only-cheaper” competitive environment, the fundamentals and strict adherence to the little things will position companies faster and more accurately than just about anything else.
Consider these three facts:
- Fact #1: Clients are in the driver’s seat. They carry the wallet.
- Fact #2: Clients have a number of options when preparing to make a purchase–and they know it.
- Fact #3: Your success will have everything to do with how you manage the small “details.”
Not unlike every day, I found my mind doing mental gymnastics this morning. Between sips of black coffee and my usual morning aches and pains, I was trying to remember a specific quote to hook today’s message to.
I was thinking how many travel professionals actually know what they are doing when it comes to sales? How many have a plan? How many have a system?
At the risk of butchering the message, the quote I was looking for went something like this: Read the rest of this entry »
Very few people fail to equate the letters TGIF with a celebratory feeling of delight and euphoria. After all, aren’t Friday’s known the world-over as the end of another work week and reason enough to let loose, to revel in the thought of two days to “live-it-up” or “turn-it-down.”
Years ago, I spotted the folly in this line of thinking. Friday is just a single event in a seven-day sequence of time, segmented into 24-hour periods that pass as the sun rises and sets. In truth, it is nothing more than smoke and mirrors attempting to have us all believe that we have all the time in the world to sculpt a worthwhile existence. TGIF (Thank Goodness It’s Friday) is an ear-torn slogan for losers.
The proper sequence of letters should read TGIT… Thank Goodness It’s Today. Read the rest of this entry »
In sports, a common recommendation is to “keep your eye on the ball.” I suppose this is just another way to remind the competitor to “focus.”
One certainly does not simply step into the batter’s box and begin swinging the bat at random. Quite the contrary. He/she steps in and makes it a point to position their feet comfortably and exactly the designated distance from the inner edge of the plate. Read the rest of this entry »
To be successful in salesmanship, years ago, it might have been a required personality trait to have “the gift of gab.” Thinking fast on one’s feet and countering any and all objectives was a pre-requisite for closing more deals.
Sales Managers would give candidates tests to determine whether they were extroverts. Those were the days of stealthy expense accounts, memberships in exclusive golf clubs, client gifts and high-end dinner invitations.
Those might have been the days, but those definitely “were” the days. Today’s consummate sales professional plays by an entirely different set of rules if a win-win relationship has any place in your future. Read the rest of this entry »
“You never get a second chance to make a good first impression.” This advice may be accurate and a valid motto to consider, but it does not paint the entire picture.
It is true that the instant we lay our eyes on someone, or something, our minds immediately make a judgment call and file that observation into a particular file. As unfair as it may sound, oftentimes we decide if we actually “like” the person or not based on this initial sighting. Read the rest of this entry »
When I first began promoting sales and marketing seminars back in the late 80’s, I remember one element of my programs featured “Client Retention.” The statement that caught the attention of most participants was when I boldly stated that “all customers were not the same, and you did not have to treat them all the same.”
I went on to recommend that an exercise in differentiation was always time well spent. Here is how that works.
Make a list of ALL your current customers/clients. Then carefully segment your list into three categories. The titles of these categories are left up to you. Read the rest of this entry »
For those of you who speak Italian, you know exactly what I am saying today. ‘The car goes where your eyes go’ is the English translation as far as I know. This was a quote taken from the book The Art of Racing in The Rain. (A very good book as seen from the eyes of a dog.)
Today’s message focuses on your eyes. I can’t think of a more interesting topic when it comes to communication, confidence, relationships and personal positioning. Read the rest of this entry »
You are probably asking yourself what kind of sales tip is “Read Daily?” The answer is this: It is a great tip and one worth a lot more than just two words.
If a truck was barreling down on you and you were not looking, and I yelled, “LOOK OUT!” How valuable were those two words to your future? I would like to think very valuable. Just two words but they carry a significant amount of advice. Read the rest of this entry »
I suppose it is a matter of semantics as for which of these two terms holds more water. Let’s see if I can make sense of this reminder today.
The fact that you “heard a noise” does not imply that you understand from whence it came. (Whence?) It simply means that a particular sound was transmitted, and your ears picked up a change in frequency.
When you find yourself “listening to the noise” your brain switches on and you do your best to interpret all of the nuances associated with it. Therefore Read the rest of this entry »
In reviewing one of my old PowerPoint presentations, I came across a series of slides that I think would be perfect to use as daily topics for the next 20 days.
The title of the presentation was 20 Sales Tips in 25 Minutes. For the next 20 days I plan on commenting on each specific tip. For lack of better term, you can consider this as an example of a marketing drip campaign. Read the rest of this entry »
The calendar tells me it is June 15th. The weather channel tells me its 44 degrees outside. It is not supposed to be 44 degrees on June 15th. The summer solstice arrives in a week and I am bundled up like Nanook of The North.
There are a lot of things happening today that aren’t supposed to be happening. But they are. Covid-19 cases are not supposed to go on increasing. Burning stores and destroying cars aren’t supposed to be happening. Wearing face masks and virtually saying good-bye to the handshake enter the picture. Read the rest of this entry »
If you visit any online internet marketing forum, you are going to find people promoting article marketing and other forms of marketing for generating opt-in signups, visitors to your website and, above all else, current interest in your services.
Drafting an article is an important first step when starting an article marketing campaign, but this doesn’t come easily to everyone. In an attempt to help the process along, here are four tips that will jump-start your article marketing campaign. Read the rest of this entry »
Did somebody just say Magic Pill? Everyone knows there are no Magic Pills. Or is there?
There seems to be a pill for just about everything these days… from headaches, to pain killers to weight loss to cholesterol control… to unexpected “intimate moments” for you old guys. Yet, most sales and marketing gurus, coaches, consultants and trainers are quick to remind you that the Magic Pill for business success has not been approved by the FDA.
You might be correct if you think there isn’t a single pill that does it all. Read the rest of this entry »
This article was cut short earlier in the week without a clear message.
Today’s message comes via a true experience from a friend of mine. It is a “good news – bad news” story. I think the lesson is worth sharing.
My friend, who happens to be a professional speaker like myself, spotted an ad in his local newspaper promoting an upcoming conference being produced by an association that he had a particular interest in. Read the rest of this entry »
Funny thing about familiarity. In last week’s memo, I marveled at the fact that we just launched two men into space. They are having breakfast somewhere high above our heads going 25-bazillion mph with a view to die for. My question regarding this phenomenal feat, “In the past seven days, how much news time was devoted to this mind-blowing event? Read the rest of this entry »
Today’s message comes via a true experience from a friend of mine. It is a “good news, bad news” story. I think the lesson is worth sharing.
My friend, who happens to be a professional speaker like myself, spotted an ad in his local newspaper promoting an upcoming conference being produced by an association that he had a particular interest in.
Unlike many (most) small business owners, he sprung into action. Read the rest of this entry »
On Monday, I was walking through my basement when I spotted a paper-clipped article up against a pile of books next to my furnace. The title of the article was “Stop Talking… And Start Asking Questions.” I stopped walking… and picked the five pages up before noticing it was written in 1995. I read the entire piece and was reminded of what I (we) must already know. Read the rest of this entry »
Today’s reminder comes to you via Annapolis, Maryland — the home of the United States Naval Academy. Annapolis is one pretty town; especially on a bright, clear Saturday morning. Weather-wise, my wife and I hit a homerun as we sauntered in and out of the cute little shops. Our stroll through town occurred a few years back, but I think the message bears repeating. Read the rest of this entry »