Is too much dreaming holding you back?

stay in present

In my opinion, the present is the only place your dreams can become a reality.   It is where you actually DO the things that move you forward.

Are you a procrastinator? That prevents you from making progress. It can drain your energy and weigh you down since it’s on your mind. Often fear (acronym – author unknown – was said to be F=False / E=Evidence / A = Appearing / R=Real)  is one possible cause as well as doubting your abilities to do the task at hand. If the task seems daunting, take small bites out of it – do a little each day. Guess what? It will then get completed. How will you feel then? Go to that feeling initially and get it done.

Og Mandino (author of The Greatest Salesman in the World) said “I will be the master of my emotions”. When you live in the present and are aware of your thoughts and which ones will serve you, better choices can happen. You need to be in the present to go there.

I believe having a structure to get things accomplished will serve you.  Pick a time of the day where you will work on something you might find distasteful. Often accomplishing it first thing in the morning is advantageous since the rest of the day is then “gravy”. Allow roughly one hour and determine how many days need to be set aside for your project. Get moving!  You can do this!

I venture to say your self-esteem can increase as you realize you can and take on different and difficult tasks more effectively.

 

Not closing enough sales?

business success
Here’s some tips that might be helpful:

-Often if you ask questions that produce a “yes” response” about five times that will continue as you move into their purchasing.

-Be sure to delve into what is standing in their way of using a different company to work with? Does the current one give you the ROI you expected? Do they respond quickly to your questions and serve you well?

-Determine what their greatest desire is concerning a product or service such as yours.

-Chet Holmes used to say, “Features tell, benefits sell”. What benefits can you provide that solve their issue(s)?

-Often the salesperson doesn’t give the prospect a chance to jump in and purchase. They like to talk too much.

-Get as high in the company’s chain of command as possible to get the proper person who has the authority to make a buying decision.

-Remember, it takes about 12 calls to make a sale – you won’t be a pest if you have a lot to offer and your follow-up emails or calls give additional information (a valuable article, etc.)

-Congratulate your new client on a good decision. Make sure they sign on the dotted line!

Please leave your comments or what worked for you below. Let’s work on what’s holding you back from greater success.

What’s one of the best ways to grow your business?

smiling business call

Referrals!  It’s certainly better to get or receive a warm phone call than cold one.

People continue to ask me about improving their referral program. Here’s one system that is very valuable.

The Referrals of a Lifetime, authors Timothy L. Templeton & Ken Blanchard talk about organizing your database to identify your ideal clients. Here’s how it’s done:

Go through your database and assign a letter to each client which easily identifies how often you should contact them.

A’s – These are people who are your cheerleaders. They speak highly of you. They have exceptional regard for your abilities and would refer you right now. This includes family and friends not listed in your database. Your staff might know some too. They probably account for about 10 to 12 percent of the people you are acquainted currently with.

B’s – These are people whom you think are your champions and would refer you if you educated them about how you work. You will want to learn more about them too; be proactive in building an even better relationship with them. If you keep in good contact with them, many will become A’s. This group is harder to identify. It is composed of about 17 to 20 percent of those you know.

C’s – These are the people you are not sure about but still want to communicate with. You might have just met them or spoke with them briefly when introduced or exchanged business cards. They said it was fine for you to contact them. You are not sure they will refer you even after they are educated about you. You are hoping they will, however.

D’s- This is the delete or defer group. Here are the people you should not waste time on. These are people who take a lot of free services but are not serious about becoming your customer. They have no value to you and may, in fact, tarnish your reputation when speaking about you to others.

If you have read this book and applied these principles, I’d like to hear from you. Did this yield positive results? An increase in revenue? If you feel you need additional guidance in implementing this strategy, let’s talk. Please write your comments below.

Do you write your goals so you know you really reached them?

goals on journal

Consider S-M-A-R-T goals. Why?

S-M-A-R-T Goals: Bringing Clarity to Each Goal

Sure many companies make goals, but are they:
•S – Specific
•M – Measurable
•A – Attainable/Actionable
•R – Relevant
•T – Timely/Time Based

S–pecific

According to Wikipedia, a specific goal will usually answer the five “W” questions:
• What: What do I want to accomplish?
• Why: Specific reasons, purpose or benefits of accomplishing the goal.
• Who: Who is involved?
• Where: Identify a location.
• Which: Identify requirements and constraints.

M–easurable
You should have a way to measure progress towards realizing your goal. Then you see if you are moving towards the attainment of the goal, keeps you motivated and focused.
A measurable goal usually answers questions such as:
• How much?
• How many?
• How will I know when it is accomplished?

A–ttainable
You want realistic goals that can be obtained. Make them goals that are important to you. A goal that is attainable will usually answer the question, How… can the goal be accomplished

R–elevant
Your goal has to be one that is important to reach. Relevant goals (when met) drive the team, department, and organization forward. A goal that supports or is in alignment with other goals would be considered a relevant goal.
A goal that is relevant goal, can answer yes to these questions:
• Does this seem worthwhile?
• Is this the right time?
• Does this match our other efforts/needs?
• Are you the right person?
• Is this acceptable for correction?

T–ime Based
Commit to a deadline. Don’t allow excuses that other things get in the way. There will always be daily issues but don’t allow them to get in the way of accomplishing the steps needed to reach your goal.
A time-based goal will usually answer the question:
• When?
• What can I do six months from now?
• What can I do six weeks from now?
• What can I do today?
S-M-A-R-T goals will serve you well in your business – no matter what industry you are in.

Have you used them or not? Please write your thoughts, questions and comments below. I will respond.

Are your goals SMART?

goals and success

S-M-A-R-T Goals: Bringing Clarity to Each Goal

Sure many companies make goals, but are they:
•S – Specific
•M – Measurable
•A – Attainable/Actionable
•R – Relevant
•T – Timely/Time Based
S–pecific

According to Wikipedia, a specific goal will usually answer the five “W” questions:
• What: What do I want to accomplish?
• Why: Specific reasons, purpose or benefits of accomplishing the goal.
• Who: Who is involved?
• Where: Identify a location.
• Which: Identify requirements and constraints.

M–easurable
You should have a way to measure progress towards realizing your goal. Then you see if you are moving towards the attainment of the goal, keeps you motivated and focused.
A measurable goal usually answers questions such as:
• How much?
• How many?
• How will I know when it is accomplished?

A–ttainable
You want realistic goals that can be obtained. Make them goals that are important to you. A goal that is attainable will usually answer the question, How… can the goal be accomplished

R–elevant
Your goal has to be one that is important to reach. Relevant goals (when met) drive the team, department, and organization forward. A goal that supports or is in alignment with other goals would be considered a relevant goal.
A goal that is relevant goal, can answer yes to these questions:
• Does this seem worthwhile?
• Is this the right time?
• Does this match our other efforts/needs?
• Are you the right person?
• Is this acceptable for correction?

T–ime Based
Commit to a deadline. Don’t allow excuses that other things get in the way. There will always be daily issues but don’t allow them to get in the way of accomplishing the steps needed to reach your goal.
A time-based goal will usually answer the question:
• When?
• What can I do six months from now?
• What can I do six weeks from now?
• What can I do today?
S-M-A-R-T goals will serve you well in your business – no matter what industry you are in.

Have you used them or not? Please write your thoughts, questions and comments below. I will respond.