Posts Tagged With: Marchev

There are 123 articles tagged with “Marchev” published on this site.

Make People Glad They Know You

In order for people to feel glad they know you, you must appear to be interested in them, their lives, their stories, their experiences, and their opinions. As you leave the safe confines of your familiar environment, you are going to meet hundreds of people in the months ahead.

Not every one of these new acquaintances will become a client. You would not want this to be the case. You do need to know, however, that when you meet people for the first time, only three things can result from this introduction.

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The Best Time to Grow a Tree

A whole bunch of “stuff” seems to be getting in our way these days. The negative daily news associated with politics, weather, cars, houses, food, and more are hitting us full force day after day. Every evening news show and late evening talk show has us reeling in bad news.

To suggest that all of this information has nothing to do with you would be ignoring reality. Even positive, upbeat, motivational speakers (like myself) know better than to blow hot air in your ear thinking that a bunch of cleverly tied-together words can put a bounce back in your step.

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Let me set the scene. It was a windy day in late August, and I was sitting on my back porch in upstate New York. I was enjoying a morning cup of coffee with my long-time friend and fraternity brother who was visiting for a few days with his wife. It is so refreshing, but particularly rare these days to maintain relationships for any length of time, no less than fifty years.

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I Love This Game

Your business, as your golf game, lies entirely in your hands. You are in control. You are driving the bus. All you have to do is make up your mind to get up, get out, and do what needs doing.

Does this sound familiar?

“I’ve lost my passion for this industry. I find myself feeling bummed-out and I seem to be spinning my wheels more often than not. I find myself questioning if I am in the right business.”

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Chapter 7: Incoming Success Strategy

Here is some food for thought that is designed to take much, if not all, of the stress out of your sales responsibilities.

I will use two examples to deliver my point. The first involves a house visit while the second involves a telephone.

If you invited me to your home, I would enter looking for directional cues coming from you. You would tell me when it is time to sit and where to sit. You would tell me when it is time for a drink and when we will be eating. You would be in control. I would be on my best behavior and wait for instructions.

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Chapter 6: Going With The Flow

This marketing practice has many analogies or anecdotes to explain its logic. Going with the flow; swimming with the tide; sailing with the wind to your back; picking the low-hanging fruit. I am sure you have a few analogies of your own to remind you that it doesn’t make sense to spit into the wind or pull on Superman’s Cape.

As logical as these reminders are, you don’t have to travel far to see people banging their heads against a wall in an attempt to get things done. It is still true, that in many instances, less is more.

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Capturing People’s Attention

The idea for this week’s article came to me while filling out the morning USA Today Crossword Puzzle. In and of itself there is no connection, so I don’t want you to spend any time trying to connect the dots. I suppose my point is that ideas come from anywhere and everywhere.

The truth is that your clients and future clients are out there dancing to the beat of their own drum. The chances are very good they are not doing the fox trot to the same rhythms. They are all focused on their own set of circumstances, and worrying about whatever it is they worry about. For you to enter their world thinking, or believing, that you can soon have them focusing on your agenda is nothing short of delusional. But there is a way. Read the rest of this entry »

I Don’t Like Everybody

When I mention this in my live programs, I usually get more than a few giggles in disbelief. I then tell the audience: “I mean it. I don’t like a lot of people. Who said that I have to ‘like’ everybody? The word ‘people’ is too general for me to rubber-stamp my affection toward anybody and everybody who can fog a mirror.”

Like in my live programs, I think it is time to hear my rationale.

The secret is not to like everybody, but to like the people you like. And then, be willing and eager to do everything within your power to service these people. No rules. No exceptions. No excuses. Not when you just feel like it. All the time. Read the rest of this entry »

102 days until Christmas. Are you measuring?

There are 102* days left until Christmas. I know this number off the top of my head; and most of you either didn’t have a clue, or had no way to be sure until you pulled out a calendar and started adding up the days on your fingers. Truth?

But, I know it as a fact. There are 102 days left. Read the rest of this entry »

What do you have in common with a yoot?

It’s graduation time all over the country. Young people have neither won nor lost the game of life. Their game will be getting started the moment they graduate from high school. And even then, many will postpone ramifications from poor judgment for another four years. But just the same, recently I found myself sharing a number of ideas and suggestions with a group of high school seniors.

So, what did this old gut have to say to bunch of “yoots”? Read the rest of this entry »

I love to watch professionals ply their trade.

A few years back, I hired a man to dig a hole in my backyard and he used a machine called a “Bobcat.”  A Bobcat is a hole digging machine on 4 wheels… a mini bulldozer. I was digging a hole for a swimming pool and this guy could make that machine “sing.” Can you sing? Read the rest of this entry »

The prize we play for once a year is called The Guernsey Goblet. It has a figure of a cow on the top of a 13-inch trophy and might be considered is ugly as sin. The tournament consists of four men representing two college fraternities from The University of Massachusetts circa 1970. For the record, Theta Chi has one plaque and TEP has three wins to date.

This is where the story unfolds; and where I deliver a sales message that might just change your life forever… for the better.

You see, what I have is a plaque in need of some engraving. Read the rest of this entry »

Is that garlic I smell?

The lovely little town of Delray Beach is situated along the pristine beaches of South Florida between the towns of Boynton Beach and Deerfield Beach, 15 miles south of West Palm Beach. That’s a lot of beaches.

That smell wafting in the background is from Delray and it has nothing to do with tidal wash or expired sea creatures. It is coming from Old School Square where the Annual Garlic Festival is taking place. I went. I browsed. I smelled. Boy did I smell! Read the rest of this entry »

Visibility may not be your biggest problem

For as many years as I want to remember, I have been suggesting to travel professionals that their biggest problem, issue, and concern is simply that “not enough people know they are alive.” Visibility was their top snag.

When asked if they are still seeking their first paying customer, the vast majority (99%) of those in the audience giggle as if to say, “of course I have customers!” That tells me that they must already provide a valuable service to somebody; and in giving them the benefit of the doubt, they know what they are doing. This is the good news. Read the rest of this entry »

Do something!

Things work when you make them work. Seems pretty simple, right?  Your job is to make things work. Pretty simple concept as well, right?  If so, then why isn’t more of this type of stuff going on? Here are three ideas to think about as you map out the future for your agency.

The Lunch Meeting

Last week out of the blue, a subscriber of mine called and asked if they could meet over a salad and a cup of coffee—”just to brainstorm and explore a few opportunities.” I did not know this person, but my calendar was clear so I agreed. I enjoyed lunch immensely and I now have a contact that might be useful for me someday. How did this meeting materialize? Someone asked me to lunch. Read the rest of this entry »

Stuff happens; fix it!

The Northeast Blackout of 2003 was big news more than a decade ago. One minute, there was light. In less than a blink, and without warning, there was none. Just like that.

This is yet another example of how quickly things change. How quickly things can change. And, how quickly things will change. One minute you are sailing nicely, the next you are hung up on a sand bar. Read the rest of this entry »

What about me?

When my internet provider bought out a competitor the switch made my life miserable. I had all sorts of problems, and let’s just say that I wasn’t a happy surfer.

My local newspaper printed an article about the whole mess mentioning how clients were more than mildly upset. When I saw my cable company in the headline, my attention was drawn to the article. It said in effect, “Hey bub, if you are the recipient from this bogus treatment, I’m talking to you.” Read the rest of this entry »

Be visible… always

Several years ago, Macy’s closed a number of stores for declining profits. This came as no surprise (retail is tough), but the fact that a major department store with a long and storied history in my neighborhood was potentially closing… that was big news indeed.

Why? Because I didn’t even know it still existed. Read the rest of this entry »

You probably aren’t as good as you think

The concept of supply and demand infers that if there is no need for your particular skill, product or service, there is little justification for your employment. If people (owners, managers, clients or prospects) don’t feel you provide value, then you are in for some bad news…..and a trip to the unemployment line.

If somebody, somewhere, somehow indicates a need for what you do, and they are willing to compensate you for your contribution, you had better be pretty good at satisfying this need. This is a good place to be. Read the rest of this entry »

Mind games

Under the pressure of day-to-day battle, you will, at some point, think you want to throw in the towel. For some, this may very well be sage advice. For most of you, it will prove to be a big mistake.

Regardless of your lot in life, there will be times when you decide that a hot dog stand sounds so much more appealing that a travel agency!

We all experience doubts.

We all question life’s logic.

We all wonder why.

We all second-guess. Read the rest of this entry »

Do you have your act together?

Which of these two stories defines your organization?

#1 – I do the work.

I called a store and asked about a replacement glass cover for a kitchen light fixture. I was told that I would have to take a picture of the part and come into the store since they did not have a computer. I am not saying a computer makes or breaks a business. I am saying that the burden was quickly transferred onto my shoulders and what at first appeared as an easy fix was becoming more difficult by the second.

Or this one? Read the rest of this entry »