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.
In The Referral of a Lifetime, Tim Templeton discusses thinking about who is your cheerleader. They are people who feel strongly about you and your products and can refer you at a moment’s notice. Templeton believes there are about 10-20% of the people in your circle you can categorize in this way. They are your “A list”. Your “B list” needs some education about you but can easily move to the “A” category. He said it’s about 17-20% of people in your circle. The “C list” are those you are not are sure about but want to continue connecting with them. Your “D list” are people you don’t want to work with and can delete from your circle.
I’ve fired clients – they either didn’t honor our agreed upon date/time to speak a couple of times and didn’t give 24 hours notification as instructed. Or, they didn’t do the work so I wouldn’t take their money. It was not the place they should be. They needed a consultant to do the work for them. There are certainly a lot of benefits of using a consultant but you need to make sure they are reaching your audience in your voice and relay your message appropriately.
Divide your database into A’s, B’s, C’s and D’s. How you will reach out to them would be different. Develop a marketing plan for each category and either use a CRM if at all possible for automatic emails to be generated or if necessary, send them yourself or have a V.A. (virtual assistant) help you.
How do you reach out to people in your database? Don’t miss this important piece in your business. It will increase revenue big time. In future blog posts, I will give you suggestions. Stay tuned and post your thoughts below please. I will respond.
Here’s some tips that might be helpful in getting the sale.
-Often if you ask questions that produces 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 if they already have someone? 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.
I am often asked what method I suggest for clients to solve problems proactively?
When working for Chet Holmes, now deceased, he trained us to teach the workshop method to our clients. He discusses it in his bestselling book, The Ultimate Sales Machine.
Workshops help the staff bond as a team as they focus on solutions and ways to improve impact areas (things that impact your bottom line) in your business. Who gets invited to these meetings? It depends on their role in the company and if their presence is valuable. If you are the sole member in your organization, make this a vital part of your schedule at the beginning of the week. The results are profound. Policies and procedures can result from these meetings.
How do you do this? You start out by appointing a member to head the discussion. If the co. is small, the CEO is recommended to start this method. Later, other staff members can run it as well with the CEO in attendance if at all possible. If you run the company by yourself, do it alone or ask a mentor or coach to help. On a whiteboard, put down the question/problem to be addressed. You vote on the top three solutions, divide what needs to be done among different individuals and set up an implementation plan with deadlines so gains are made. Continue with the workshop as long as needed. Then go on to another problem.
One of the first workshops I ask my clients to address is “what are the top 5 constraints holding your business back from growing?” Each group member writes down all thoughts silently within a few within minutes. Don’t write down repetitions.
This workshop should only take one hour per week at the same time/day each week or bi-weekly at the most (best at the beginning of the week so people do not forget their assigned tasks to reach solution). This is part of working ON your business that should be sacred.
What do you think could be accomplished in your business if you handled problems proactively (in most cases) or reactively at times? The improvements in your business will be astounding.
Please leave your thoughts about doing a workshop in your business below. I will respond
Procrastination is one of the primary causes of poor results. One way to get past it is to have a schedule you really stick to and not welcome interruptions. It is said, plan your day, work your plan. Put aside blocks of time for certain activities. Combine those you can chunk together, for example, schedule a specific time to make phone calls. If they are prospecting calls, it’s usually best to make them on Wednesday and Thursday (far from one end of the weekend or the other end so people are not playing catch up and have time to speak with you). If you want to reach the CEO of the company, calling around 8:00 AM or 5:30 PM is advisable. Often the office staff are gone and you can get through to your ideal client.
Chet Holmes, the author of the NY Times bestseller, The Ultimate Sales Machine, discussed reducing interruptions rather than welcoming them. You increase your ability to be more organized and less reactive (and take less – if any – work home to complete at night) if you use what he called, “got-a-minute meetings”. Send a memo to your staff and inform them not to show up at your door asking if you “got a minute”. The answer will always be “no”. Instead you hold weekly meeting to address questions that can wait (write them down on a pad to bring up at that time) and do workshops in your company (described in a blog post below). If your question cannot wait for the meeting, write your name on a paper posted on his front door. He takes quick 10-minute meetings to discuss vital, cannot wait issues. You should come prepared to discuss how you would solve the problem – get empowered.
When you are not interrupted by these “gotta-minute meeting throughout the day, you will be amazed at all you can get done. People honor your time and each other’s as well. Additional staff members can post the same time request sheet on their door. When you are more productive, you can feel like you accomplished something at day’s end, reduce fear and procrastination and say “hello” to being proactive, focused and productive.
Try this out. What are your thoughts about this strategy? What else worked for you? I will respond to your post.
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
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.
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?
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
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?
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:
• 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.