HOW TO OVERCOME 7 OBSTALCES TO NEW YEAR'S RESOLUTIONS SUCCESS

I love the New Year. I feel like I am the threshold of a new year. I am glad that there is a week between Christmas and the New Year because it gives me a chance to recover, regroup, and rethink. Of course, I would like to think of a new year as a fresh, blank, Big Chief Tablet to write whatever I like on, but that is not really the case.
Our lives are not marked off in 365 day intervals, where everything begins a new on day one. There are many things, situations, circumstances, and processes that transcend years and even decades. Example include careers, an education, a marriage, self-improvement efforts, and other long term goals like financial management. Life is a continuous process.
Even in the midst of these processes, a new year, however, gives me an opportunity to evaluate my progress, assess my accomplishments, and rethink the areas that need improvement. I can look back over the last year and determine the progress I made and assess areas that continue to need a lot more work.
I hear people say that they don't make New Year's resolutions anymore, that they subjected themselves to making and breaking them year after year for decades.
I humbly suggest that New Year's resolutions still have a place in most of our lives.
"Resolutions" only have real resolve if they are initiated and owned by the person making the resolution. If they are "shoulds" directed by nameless and/or not-so-nameless others, they are not truly resolutions. These "shoulds" dressed up like resolutions seem to reflect a recognition of a need to change, yet without the commitment and/or the plan to do so.
We have all heard of the 80% failure rate of New Year's resolutions and perhaps have thought, "what's the use?" There are many possible reasons why New Year's resolutions fail, including the following:
l. They are/were other directed at the outset.
An example would be the resolution to quit smoking because your wife/husband demands it. If your significant others are demanding that you quit, don't grumble about quitting for them. Don't approach quitting with resentment and reservations. Instead, acknowledge that even though you have some mixed feelings about quitting, put all your effort into it and focus on the reasons that you want to quit. Make quitting (and any other New Year's resolutions) meaningful to you.
2. The expectation does not fit the reality of the goal.
An example would be the resolution to lose weight. No matter what methods you may be using to try to lose weight and regardless of the ads you see on tv and on the internet, the pounds will not magically fall off. No matter what your goal, make sure that your expectations are reasonable. Otherwise, you may just give up. With the example of losing weight, consider how often have you given up upon losing "only" five or ten pounds after changing eating habits and walking daily for three months? In reality, changing how you eat, regular exercise and utilizing other lifestyle changes should yield generally improved health and some weight reduction results within a year. For most difficult goals or resolutions, setbacks and less than perfect results should be anticipated.
3. The goal may not include an appropriate method to achieve it.
An example might be the resolution to cut back on drinking. When after multiple attempts at this New Year's resolution, it may become obvious that "cutting back" is not the appropriate approach to solving whatever problems are associated with the drinking. Previous attempts to cut back or to quit drinking may signal alcoholism, an illness that often requires formal treatment/help to arrest it--and total abstinence, not cutting back.
4. New Year's resolutions may involve a veritable laundry list, including everything but the kitchen sink.
This shotgun affect just identifies some things that you might not like about yourself or your life, but does little to bring about actual change.
5. New Year's resolution(s) are verbalized but not written down and so are easily forgotten.
There is no start date, no reminders, no criteria for measuring success along the way.
6. Resolutions may even be written down, but are not fleshed out with measurable goals or short term, mid-range, and long term objectives that serve as a roadmap or blue print for how to accomplish them.
If you have a resolution, turn it into a goal, make it measurable, then plot out a strategy over time on how to get there from here. Develop a time-frame. Example: For saving money this year, I will have $50 taken out of my checking account and moved to savings each pay period. By this time next year, I will have at least $1200.00 in savings.
7. Reluctance to make a commitment or to tell others about your resolutions or goals may reduce the vulnerability that you feel about possibly looking foolish, but it undermines your efforts.
When you let others know that you have a goal/resolution, you allow others to assist you in your efforts. Perhaps some of the people closest to you have the same ones. You could team up.
Some of the most common New Year's Resolutions are to 1) lose weight/get healthy, 2) save money/manage debt, 3) get a better job, 4) get an education, 5) stop drinking/smoking/gambling, 6) improve the quality of your life by spending time with loved ones/manage stress better/learning how to enjoy life, 7) find a partner/be a better partner. Most of these goals take longer than a year to accomplish, but much progress can be made within a year, and the process is the prize

WINNERS PREPARE TO WIN

You have only a few days until the end of the calendar year.
For most of us, that's the end of the tax year, the end of
at least some deadlines we set for our goals, and the
beginning of a new chapter in our lives. Don't blow it!
As I write almost every year, there are some purchases you
should make by December 31st. You need new supplies, new
equipment, new software or tools to make next year more
productive. And the really nice thing is that if you take
action by the 31st, the government will help pay for them!
How cool is that? Don't cheat (it never pays!) but be smart
and use the law to your advantage.
Do your bookkeeping! Are there contributions you should
make? Is there any tax-loss selling you should do to balance
your investments? Be smart about this. Take time. Take a
look. Plan wisely and act boldly.
Ask yourself smart questions. Review your performance this
year. Are there things you should change next year? Things
you should stop or re-think, or modify? Write them down!
And plan wisely. The new year brings endless opportunity. It
has enormous potential! What will you learn and do in 2012?
Who will you become in the next twelve months? What will you
achieve or create, what will you build in the coming months?
Decide thoughtfully. Not every impulse or whim deserves to
become a goal, but there are a few essential items that you
should write down, put on your calendar and commit to.
Choose well and follow-through.
And note that this is a common and powerful time to begin
working with a personal coach for the coming year. If you
are not satisfied with your results for 2011, consider a
personal coach, someone to show you the ropes and hold you
accountable for the new year! This is your time! Make sure
2012 is your best year ever!

BE A BETTER SPEAKER

At one point or another, those of us in business are called upon to do some public speaking. The way we present ourselves is important because it is representative of who we are, our competencies, and how people will view our businesses.
In doing speech-coaching I find that most people are initially concerned with adding things to their presentations, such as props or humor, or in developing techniques such as hand gestures.
The truth be known, the majority of people can improve their speaking skills dramatically simply by focusing on eliminating the negatives from their speaking before even thinking about adding anything else.
That said, here are some simple rules to help you improve your speaking skills and give you better presentations, and thus, better results in your business.
1. Keep it simple
Speak naturally
Make eye contact
Don't do crazy things with your hands
2. Be impassioned.
No matter what you speak about, people want to know that you are excited about it. Now, don't fake it, but let you passion for your business or product come through!
3. Balance the format of your information.
Don't try to cram too much into the presentation. Instead, when speaking, cover the basics and leave the details to a handouts that can be read later. Use a powerpoint slide or a few but don't overdo it.
4. Manage the relationships beforehand.
If at all possible, get to know the people who will be listening to you prior to your presentation. This will give them a built-in trust of you and what you have to say.
5. Show, don't tell.
Show them with stories, examples and personal experience. Don't just list facts.
6. Get rid of distracting idiosyncrasies.
Ummms and Ahhhs have got to go. So does jingling coins in your pockets.

WHO'S YOUR MENTOR?

Who shows you the ropes, teaches you the tricks and
encourages you when things go wrong? Who shows you the way?
This week I had several people contact me about coaching,
which is a very good thing. But, I also had several
conversations with people who "don't need a coach" and don't
seem to have any mentors. I noticed they didn't seem as
happy, as fulfilled or as clear about their goals as the
people who do have mentors. Is that you?
Over and over again, I'm struck that the real winners in
life always stand on the shoulders of those who went ahead
of them. Winners ALWAYS have mentors! They learn from the
experts and benefit from the success of others.
Sometimes they have a personal coach--and I think that's a
good thing! But often they have informal relationships with
men and women who are willing to teach them. Sometimes, they
have mentors who aren’t even alive anymore--they read
biographies and learn vital lessons from men and women who
preceded us and left clues along the way.
One of my most valuable sources of information are the
seminars, workshops and lectures I attend every year. I
remember hearing a colleague say he wouldn't attend anymore
seminars "because they cut the budget and (his employer)
won't pay for it anymore." How terribly short-sighted!
The cost of workshops is nothing! The cost of travel,
tuition and hotels is trivial if you learn one new idea or
avoid one mistake. The chance to rub shoulders with the best
and brightest in your field is priceless! In 2012, "just do
it!"
Double (or triple!) your budget for books and seminars, for
coaching and teaching. Call the most successful people you
know and buy them lunch at the best restaurant in town so
you can pick their brains. If appropriate, hire a coach.
(Isn’t it about time you had your own coach?!) Are there
seminars you "might" attend next year? Register now! Make it
a Christmas present or use any excuse you have to, but get
the "helping hand" you need to make 2012 your best year
EVER!

10 SECRETS OF MARKETING SUCCESS

In today's competitive world, there are many different beliefs about how to market a product or service. Regardless of approach, however, there are some core concepts that are found in every successful marketing program, effort and plan. By incorporating these traits into your marketing activities, you will increase the effectiveness of your marketing communications.
Commitment: No matter what your produce or service is, a solid commitment to the marketing process is required for success. Fervency, passion and dedication are all essential.
Investment: Famous author and critic of his day, Mark Twain once wrote that if you can't afford to advertise, place one last ad saying "Going Out of Business." Rather than thinking how much you "have to" spend on marketing, consider "what investment" you want to make to ensure your organization's future.
Consistency: Keeping in front of your customer's eyes and in their ears ensures you're also in their minds. Marketing is not effective when it is here today and gone tomorrow. A constant stream of messages increases top of mind consumer awareness.
Quality: Ensure your marketing is top quality. Your ads, newsletters, brochures-whatever you do-sends a message about your organization, product and service. If the visuals are poor, so will be the reader's perception. Your marketing must confidently go head-to-head with your competitors.
Patience: The rapid rate of technological advancement has tricked us into thinking that our marketing must be an instant and huge success. On the contrary, since our marketing is building a relationship and perception in people's minds, success comes much more slowly.
Assortment: Effective marketing uses a variety of tools to get the job done. There are many traditional mediums everyone uses, so sometimes doing something a little bit different may provide you the edge you need. Don't get fooled into believing that one size fits all.
Adaptive: Because our world is changing on a daily basis, so must our marketing efforts. Stay away from the "We've always done it that way" mentality and constantly ensure your marketing efforts are focused on today's customers-not last years.
Convenience: Elaborate and complex marketing programs or efforts tire people out. Make sure your communications or programs are simple and easy for the recipient to use or read. Successful marketing and red-tape don't mix.
Amazement: Seek to astound, amaze and surprise through your marketing efforts. Today, successful marketing is about differentiating yourself by the experience you provide your customers. Don't just try to satisfy, but amaze!
Measure: Successful marketing employs clear evaluative tools and check points to measure its efforts. Most everything we do in business has clear goals and evaluation processes tied to it. Measuring our marketing allows us to make course corrections as needed and provides confidence in the investment made.

LET THE TAX MAN HELP YOU

Every year about this time I remind business owners and
CFO's (financial officers) to review their business
deductions for the year. If you use the calendar year as
your tax year (like most of us do), December 31st is a very
important date. And this year, with the potential for major
tax increases starting January 1st (in the U.S.), working
with your tax professional is more important than ever!
Here are two important facts:
1. Depending on where you live and your tax rate, about 40%
of everything you make will go to the Government, and the
final accounting for most businesses comes on December 31st.
The more you make, the more your "partner" will take in
taxes.
2. Conversely, any legitimate business expenses you incur
in the next few weeks are deducted directly from that tax
bill. In the U.S., that means "Uncle Sam" is willing to chip
in and pay for about 40% of whatever you buy for business
purposes! Take advantage of that!
If you need new office equipment, a new computer, or routine
office supplies, take action! It's like getting "40% off!"
If you can pre-pay some regular business expenses
(insurance, rent, supplies or fees) by the end of December,
they come directly off your "bottom line" which means lower
taxes in April.
Now, obviously, the expenses must be for legitimate business
purposes, and there are some limitations. And obviously you
should check with your accountant or tax advisor for
specific advice in your particular situation. No cheating!
(It never pays.) But remember that a few months from now you
will pay taxes on every dollar you make this year and if you
can legally reduce that amount by stocking up now, that's to
your advantage. Think about it!

PUBLIC SPEAKING

We all know that success in any career takes communication skills.
Whether you're interviewing for a new job, working on a promotion, giving a toast, leading a meeting or persuading a customer, the way you speak will set you apart.
And there's no other discipline that will hone your communication skills more sharply than learning the craft of public speaking.
Why Learn Public Speaking?
Whether you're in retail sales or aspiring to become a CEO, public speaking is your ally. Learning to draft and deliver the perfect speech will propel you on a journey of discovery, leadership and personal success. Public speaking develops confidence, organization of the mind and clarity of purpose. It's how celebrities, politicians and business legends have achieved success in life.
It's a fact, plain and simple: if you want to succeed, you need to become really good at communicating effectively.
The Greatest Public Speaking Secret of Them All
Any guide to success will tell you that there is no magic formula. But in a lot of fields, there does seem to be an inside secret - some intangible that makes one person outshine another. And taking on the challenge of becoming a truly great public speaker is no exception. If indeed there is an insider secret that makes the difference between good public speakers and great ones, it would have to be simple, old fashioned hard work and preparation.
The more advance preparation you apply to your presentation, the better your public speaking will be. Instead of that feeling of terror when you address a crowd, preparation will give you confidence, clarity and a sense of leadership.
Three Steps To Getting Started:
1) Research Your Topic: Even if you're already an expert in the field you plan to discuss, put some time into developing your topic through research. Have an idea about your audience, and be clear about what has already been offered to them on the topic.
2) Write Your Outline: Come up with the main points of your topic and draft them into outline form. Make sure that the points lead coherently from one to the next.
3) Rehearse, Rehearse, Rehearse: When you give your talk, you should be speaking to your audience naturally using your outline as a guide - not reciting lines from memory. You should be so well prepared that you have the sense you'll never run out of material to cover. This is the same technique that the legendary Dale Carnegie pioneered a hundred years ago.

SHARPEN YOUR SAW

In Oregon, with its history of agriculture and forestry, the
concept of "sharpening your saw" has real meaning. It refers
to keeping your tools, your skills, and your attitude
maintained, sharp and ready.
This week, I read an article about applying these principles
to your computer, and I thought about how they apply across
the board in business. To expand your business or achieve
any significant goal, you need the best tools you can find.
Whether the challenge is harvesting lumber, making a sale,
or teaching high school, the person with the best tools will
always do the best job. Here are some critical areas to re-
examine:
1. Your computer. Get and USE good maintenance tools. Run a
thorough check for viruses, de-fragment your hard disk, and
check for errors at least once a week. Norton and McAfee
sell tools that make this easy and automated.
2. Voice communication. Get and use a great voice mail
system. If your clients, customers, friends and colleagues
can't talk to you, they won't do business with you. And
NEVER use caller ID that requires people to identify
themselves before they call you. Don’t make if difficult for
people to contact you!
3. Get and use a SmartPhone or similar system. Every
professional has a vital list of appointments, phone
numbers, names and data that you must have with you at all
times. Don't leave home without it.
4. Superb email and Internet services. It's not enough to
"have" email. Make it work for you! Become an expert at
quickly sharing articles, notes, data and humor with your
clients and customers. Check email often; respond instantly.
5. Specific tools for your niche and profession. Every
industry has it's own tools, language, skills and standards.
Become an expert in them, become known as a person who
invests heavily in new technology and the latest solutions.
It costs money; it pays in profits.

5 STEPS TO DELEGATING AND SUPERVISING

Here are 5 steps to delegating and supervising that guarantee that your expectations are met and success results are achieved.

Step One

The first step in delegation is to become perfectly clear about the results that you desire from the job. The greater clarity you have with regard to the results expected, the easier it is for you to select the right person to do the job.

Step Two

The second step is to select a person based on his or her demonstrated ability or success at doing this job. Never delegate an important job to a person who has never done it before. If the successful completion of the task is important to the success of your business, it is essential that you delegate it to someone who you confidently believe can complete the task satisfactorily.

Step Three

Third, explain to the person exactly what you want done, the results that you expect, the time schedule that you require, and your preferred method of working. The reason that you are in a position to delegate a task is because you have probably already mastered this task. Taking the time to teach and explain the best way to do the task based on your experience is an excellent way to ensure that the task will be done as you wish and on schedule.

Step Four

Step four is to set up a schedule for reporting on progress. If it is an important task, set up a deadline for completion that is a day or a week before your actual deadline. Always build some slack into the system. Then, check on the progress of the task regularly, very much like a doctor would check on the condition of a critical care patient. Leave nothing to chance.

Step Five

Step five, inspect what you expect. Delegation is not abdication. Just because you have assigned a task to another person does not mean that you are no longer accountable. And the more important the task, the more important it is that you keep on top of it.

Action Exercise

What task can you effectively delegate to someone else? Which one of your employees can handle the task efficiently?

WHAT SUCCESSFUL PEOPLE HAVE USED TO ACHIEVE THEIR GOALS

Here are the steps that, as far as I know, every successful
person has used to achieve their goals:
1. First, every innovation and great fortune begins as a
simple thought. Often it begins as just a whiff of thought,
a glimmer or an intuition, a simple, "I wonder what would
happen if...."
2. Second, the vast majority of people dismiss these
thoughts or ideas. They get distracted and nothing develops.
But some people latch on to the idea and never let go!
They fertilize and nurture it. They ask questions about
how to proceed, who else might be interested, or where
they could get more information.
3. Third, successful people take action. It might be a tiny
action, but they read a book, make a call, jot some notes,
explore the internet. They do something to record and expand
their idea.
4. Fourth, they find people to help them. Too many people
keep their ideas to themselves and their dream dies like a
seed without water. Successful people form a team or a
MasterMind to ask more and better questions, and together
they find answers.
5. Fifth, they develop a strategy. At first, it doesn't
have to be a brilliant or even a very effective strategy,
but they find a way to move forward, building on what works
and learning from their failures.
6. Sixth, they persist and leverage everything "until."
They never give up and they never quit.
No one who reads this is powerless or without resources. You
can read. You have friends. There are books, and you have
the internet. There are coaches and models all around you.
There are investors looking for the "next big thing." You
may have to start small, and like an airplane going down the
run way, there may be a long period of slow-going while you
get started, but ultimately, airplanes do take off and soar!
Everything starts with an idea. Thomas Edison started with
ideas. Bill Gates started with ideas. Oprah Winfrey started
poor and alone, but she had some ideas. And all of them took
action. Share your best ideas with a "master mind" group of
friends, and ask great questions. Find the answers and take
action. Everything in life starts as an idea, a glimmer or
a dream. The difference is that successful people follow a
strategy and persist until their ideas become reality.

WHAT TO DO WHEN THE BOSS - IS REALLY DIFFICULT

I generally believe most people mean well, but simply execute their job poorly sometimes. Sometimes, there are BAD bosses. This series is intended to address the most common issues with a bad boss and steps you can take to reduce the impact on you both personally and professionally.
The problems we face when we have a bad boss are almost too numerous to mention, but the two biggest of these issues are:
1. They can negatively impact our work performance.
2. They can make life miserable
These two issues alone make it worth trying to figure out how to work more effectively with our boss, even when they are bad.
There is a catch-all term we use regarding bosses and co-workers called “being difficult”. It’s not too specific to exactly know what the issue is. Sometimes when we are in the midst of a constant barrage from the bad boss, it’s hard to know exactly where the difficulty may lie. All we know is it is difficult to work successfully with this person.
Here are some suggestions that might help reduce the level of difficulty:
Look to your own performance first. You might think they are being difficult, because they are demanding a different level of output from you. Make sure you are clear on what they expect from you.
Opposing styles. You might be expecting something from your boss that they simply can’t do. You might think they are unfriendly simply because they fail to say “Good Morning”. To them, that might simply be a waste of time. Examine your own expectations of what you think they should be doing. They may not be very outgoing or simply operate differently than what you’re used to. Reset your expectations.
Learn the boss. Spend some time really observing this person to see what they do that is impacting you. In the process, you might learn that they are getting leaned on by their boss and it’s creating extra stress. You could discover they aren’t a morning person, meaning you should delay important interactions until after lunch. Figure out their rhythms and modify your own.

Don’t shrink. All too often when we don’t like someone, we go out of your way to avoid them. While I think this tactic can work to keep you under the radar, wait to do that until you clearly have exhausted all your options. You may also find that more, not less, communication can help you with this type of person. Shrinking away into a dark corner won’t help you.
Become indispensible. If you’ve attempted to learn more about the boss, take it to the next level and up your level of problem solving and support. This will help them shine to their own boss and will reduce reasons for finding fault with you. You can become the “go-to” person that they respect and depend on.
Let it roll off of you. We will spend a lifetime of running into people that are demanding, critical and downright volatile. You need to learn the skill of blowing most of it off. Certainly, there will be some of it that will still bother you, but most of the time you can simply not let it penetrate. I’m not suggesting ignoring the boss’s needs or demands; I’m saying to not let their method of delivery be what grabs your attention or reaction.
I have found that even the most difficult of bosses can be tamed or at least subdued. I once worked for a guy, who had even the most senior, sage people in tears. When I started working directly for him, I noticed he was quick to engage in verbal battle. If you stood up for yourself, he backed down. I soon figured out that he tested people. If they backed down, he was relentless. When I told him my observation, he laughed and told me I was the only person who had figured it out. He felt that if you were right about something, you would defend it and if you didn’t defend it, he couldn’t respect you. It was that simple. It was who he was – good or bad, but we always worked well together – and that’s the most important part. You can turn a bad situation around, but it does take work.

THE DNA OF TOP ACHIEVERS

DNA.....it is the source code that determines who we are. When we look at DNA we can see what a person will look like, what diseases they may come down with, etc. This has been a tremendous breakthrough for scientists and will continue to be so for some time, I think.
This got me to thinking about what makes up those who are top achievers. Is there a "DNA" to them? Obviously, all top achievers wouldn't have the same literal DNA but what about a figurative DNA? Is there a common "gene" that they all have? Are there common "genes" perhaps? I think so!
If we could get right down to it, I think these are the genes we would find in the DNA of top achievers:
A predisposition to setting high, lofty goals. Top achievers are people who won't and can't settle for the status quo. They see average as a place they want to keep in the rear-view mirror. Instead, they continually look for ways to stretch themselves, to get better, to do better, to be better! They set their sights on goals that others have never even thought of. They want to shoot so high that even if they miss, they go higher than everyone else.
This is what makes them top achievers.
An ability to focus intently upon reaching their desired destination. Many people can set high goals, but just as many people get sidetracked by one thing or another on their way to those goals. High, lofty goals usually take a while to get there so there will always be plenty of time to be tempted to stray away from the road that is taking you to those goals. Often, those things that sidetrack people are good things, but not the best things. Top achievers do not get sidetracked. They stay focused. They know where they are going. They have an ability to say "no" to the good things in order to get to the best things.
The willingness to personally sacrifice in order to get to their goal. When the going gets tough, many people quit. When the going get tough personally, most people quit. When the going gets tough for top achievers, they remind themselves of the high. lofty goals they have set for themselves. They remind themselves of what an accomplishment it will be for them and that the reward is worth pushing through the momentary trials. They are willing to sacrifice personally in the short-term in order to get the reward and the prize long-term. Keeping their eyes on the big picture enables them to persevere through any personal pain they may experience.
A predisposition to tenacity. Tenacity is the ability to "keep on going." Tough times? Keep on going! Financial troubles? Keep on going! People are suspect? Keep on going! You look like a dreamer? Keep on going! Tired? Keep on going! Want to quit and take it easy? Keep on going! Just remember this: Keep on going! The prize is ahead! Many people quit just before they were to get the reward, so keep on going!
The ability to see available resources and to use them accordingly. Those who are top achievers know that they cannot be lone-rangers on the way to the top. No one makes it by himself or herself. Top achievers recognize their weaknesses - the weaknesses that if they don't cover will keep them from becoming a top achiever! They see their resources and they work to get them into a helping position so they can continue the route to becoming a top achiever. And they don't use them, they utilize them. There is a big difference! People, finances, etc are all brought in to help by the top achiever.
A desire to help others achieve more for themselves as well. The top achiever knows that they can make a difference for others by becoming a top achiever. They know that the wealth they make can feed the hungry. They know that the position of influence they achieve can open a door for someone who may not normally get a chance. True top achievers look at how they can bring many with them, not how they can leave many in the dust. People are helped by the top achiever, not trampled upon!
I think if we could get to the DNA of top achievers, the things we talked about above would be at the core and fiber of their beings. What about you? Did you recognize yourself at all? I hope so! The good news about the DNA we are talking about today as opposed to real DNA is that you can go out and work on top achiever DNA whereas you are stuck with real DNA.
So if you lack a little in the above-mentioned areas, take heart - you can get better and work on them so that you can become a top achiever!
Go get 'em, tiger!

ELIMINATE THE BOTTLENECKS!

In any process, there is an upper limit to your results, and
the limit is always the same: A bottleneck.
In watering your garden, the smallest point in the line
limits how much water passes through the hose. The
bottleneck may be the valve on the house, the diameter of
the hose, the little washer inside the coupling, or the
nozzle on the end. Wherever the bottleneck occurs, it limits
the flow through the entire hose, and the solution is always
the same: increase the flow at that one critical point, and
the results are instant and dramatic!
The same thing is true in business and in your career.
No matter how smart or skilled or passionate you are, there
is always one critical point that limits you more than all
the others combined! Fix it, and like the flow of water
through your hose, the results are amazing!
Here are 3 common bottlenecks:
1. Not Acting as a Business. Many professionals and
entrepreneurs have a dream, not a business. They work
without focus, and without results. For tax purposes, the
government makes a distinction between a hobby (no matter
how hard you work at it), and a business. Customers can tell
the difference, too. The bottleneck is lack of clarity. Work
the business!
2. Ineffective Marketing. If you aren't getting enough new
customers, the bottleneck is in your marketing process.
Find a way to let more people know about your business.
Everyone wants great service at a fair price! Help them find
you!
3. Inadequate Value Added. To achieve unusual success, you
must transform customers into life-long partners. If people
are trying your product or service, but don't become repeat
customers, something is wrong. It may be a skill problem, a
pricing problem, or a delivery problem, but it must be
fixed!
What are the bottlenecks that hold you back? Find and fix
them. You can not afford to allow one small "pinch" to limit
your potential. Eliminate the bottlenecks!

8 POINTS FOR RANKING YOUR NEXT COMPANY: HOW TO HELP YOURSELF DECIDE BETWEEN.

Before you jump at every seemingly viable job option, have you prioritized what you want in a job? The temptation is to keep your options open and scoop up everything that sounds interesting--thus putting as many eggs in your basket as possible.
Most job seekers drop the ball early by sending out résumés and just waiting for responses. Finding your perfect job takes an immense amount of thought, soul searching, preparation, and attention to detail before you begin contacting companies!
Eight points are essential to your job search preparation because they force you to think about the attributes of your ideal job and to what degree--if any--you are willing to compromise. Why bother with this beforehand instead of just going job hunting, seeing what is out there, and figuring it out after the interview?
• It highlights opportunities worthy of a closer look. This saves time and gives you focus. Do not spread your time and attention too thin, or you will include options that sound good but do not really meet your requirements.

• Most people go on an interview and then decide if they like the job and want to pursue it. This is backward. If you do not know what you want first, you are not likely to go after it as hard.

• If you are presented with two offers, each from a different company, you are assured of making an objective decision according to your goals and values. When you have not given careful consideration to what you want in a job before beginning your search, puzzling through which offer is best can be confusing and painful.
The eight factors that apply to new job opportunities follow.
1. Location
The job's geographical location is important, whether you are relocating or commuting. The time to discover that you do not want to leave your house at 6:30 to be at work at 8:00 is not on the second day of your new job.
2. Growth
This applies to the company, your movement within the company, and your knowledge. The key is knowing which factors apply to you. Your progress up the ladder does not have to hinge on the company's growth, any more than the company's growth will ensure your progress up the ladder! But if you are looking for a promotion, you will want to know if the company posts jobs internally before looking outside itself.
Are they looking for someone to pick up new challenges? Will you need to adapt your skills? Will they be grooming you for a larger role? You need to know which scenario you prefer and which is applicable to the job for which you are interviewing. Make sure they match.

3. Philosophy
If a company's most important factor is bottom line contribution at all costs--even if it means perhaps compromising the customer--and you'd prefer to give up the sale rather than sell the wrong product to the wrong person, your performance in the eyes of your employer will suffer. What is more, you will be uncomfortable and unhappy working there.
The most productive way to find out the answers to philosophical questions is to ask the hiring authority directly. Be willing to ask tough questions, especially if there appear to be inconsistencies. This is your career, remember?
4. Chemistry
The money is great; the commute is easy; the company is an industry leader; the company philosophy sounds ethical and compatible with yours; and you love the idea of what you will be doing. But gee, the interviewer just rubs you the wrong way. What is more, you will be reporting to the person! You cannot quite put your finger on what you dislike. Do not discount that, but do not jettison the whole opportunity because of it either.
Set up another interview (or phone conversation). Can you meet with a prospective peer in the department? If so, include questions about your potential manager.
5. Stability
This applies to both the company and the position. Some ideas you will want to explore follow.
• What is the position's turnover rate? If it is high, chances are very good that it is more than a coincidence. You do not want to learn about it firsthand.

• Has upper-level management changed frequently?

• How long has your boss been in his or her position?

• Was the company recently downsized? Did a larger company absorb it?

• Is it a well-established company?

• Maybe you groove to the challenges that come with a small start-up. Is there a risk that comes with the position?
6. Money
If there is relocation involved, know the difference in costs of living. Are you willing to take a pay cut, and how much? Most importantly, know why you are making that trade-off.
Be aware that the willingness to take a pay cut is met with suspicion by most hiring authorities because they fear that eventually, you will become dissatisfied and leave. Frequently, people equate salary with personal worth. Even if you do not and money is low on your priority scale, you may have a tough time convincing someone else of that.
7. Can You Do the Work?
If you are looking to change your responsibilities slightly or to shift in your industry a little, you need to make sure that you are realistic about your ability to perform the job or that training is provided.
8. Will You Like the Work?
Do some research. The library, the Internet, job boards, and discussion forums are all excellent places to learn if what you think sounds like a great new career actually will be a great new career.
If your new job involves a promotion, make sure you know about new responsibilities, that you will like carrying them out, and that they are within the scope of your ability to learn. Be aware that sometimes what looks like dissatisfaction with your current title or job is actually dissatisfaction with your company or career choice and vice versa.
It is far easier to know if an opportunity meets these priorities when you have given thought to them in advance. During an interview you are less likely to be swayed by factors that sound attractive but do not really meet your goals.
Before you begin interviewing, list the eight points by priority. Later, when you find yourself debating a decision, come back to your list. For any opportunity you are struggling with, assign a value of 1-10 to each point, with 10 being the best. Total the scores.
Anything over 50 is fine, as long as your higher numbers are toward the top three priority items. A score below 50 means you need to ask yourself why you are considering the job in the first place!
If you are having difficulty making a decision between two offers, the eight points are ideal for helping you choose. Examine your priorities and their scores. You might find that some factors seem to be so attractive that they overwhelm what would otherwise be a clear signal to move away from the position.
Your perfect job might land in your lap by grace and good fortune. But more likely, you will need to look for it. It is there--but to recognize it, you will need to know what it does not look like as well as what it does.

DEFINE YOUR LIFE'S PURPOSE

Do you have a definite purpose that guides your ambitions,
vision, and goals?
It doesn’t matter how you think you arrived here on this
planet or under whose direction – the fact remains that each
of us has specific talents and gifts that are uniquely coded
within our own DNA.
As you go through life, you don’t just pick up things you
like doing by chance. You discover what you’re good at
because you were meant to discover it, just as you were
meant to figure out what your fingers do, and how your
elbows work.
Your unique gifts are hardwired into your system just as
surely as your lungs are given their blueprint to breathe.
And it’s from these specific talents and gifts that you’re
able to define and determine your definite purpose… the
reason why you’re here.
What’s in you cannot be found in another living human
being. In fact, it’s quite possible that what you bring to
the table hasn’t been duplicated – ever – since time began.
That’s right! This “purpose” is serious business.
If you fail to determine your definite purpose, everything
else is wrong. It’s like working with a broken compass – you
may think you’re going North, but you’re not. You’re not
sure which direction you’re heading, so, you’re just
wandering aimlessly.
Without your purpose identified firmly in your mind, you
will wander through life, never quite feeling that you’re
“in the flow.” I say, then, that it’s imperative you
recognize what it is you’re good at – what it is you really
love to do.
Your purpose in this lifetime is to do the thing that you
love.
People will tell you they already know what they’re good
at, and what they love to do most, but they’ll never earn
money doing it. Whoever gave you that idea?
When you’re sorting out your purpose, I don’t want you
thinking about that non-issue at all. You can earn money at
anything. Once you determine your purpose, you won’t even
have to think hard on how to earn money – it’s as if you’re
being guided by an unseen hand, heading in the right
direction… and everything falls into place.
The key to your life is not that you settle for the “safe”
thing that will bring in the money. The key is to turn and
do what you really love. Fall in love with an idea. That’s
your life! That’s your purpose.

HOW TO SELL MORE!

This week, I was reminded of a quote from one of my mentors,
Thomas Leonard, who observed that, "People love to buy
things, but almost no one wants to be sold."
Thousands of people are eager to buy what you sell. They
want the benefits, the convenience, the comfort or prestige
that you can provide. Human beings are an "acquisitive"
bunch. We want stuff!
Of course, consumerism can be abused, but buying and selling
is the process that creates the life (and the lifestyle) we
all want. The "desire to acquire" goes deep, and it's a good
thing.
So, if you aren't making as many sales as you would like,
let me suggest that the problem is not with your customers,
but with you. The problem is likely one of the following:
1. Not enough potential customers know about you or that
your product could enrich their lives. This is a marketing
problem, and as a business leader it is your job to solve
it. Let people know! Get out there and get in the game!
2. Or, the other possibility, is that you're trying too
hard to "sell."
Personally, I have a deep-seated aversion to being "sold"
anything. I see websites that seem manipulative or
dishonest. I see sales techniques that fail to build trust
or credibility, and definitely do not attract me.
But people are eager to buy benefits! They buy solutions to
their problems. They buy things that make their lives
better, easier, simpler, healthier or more comfortable. They
buy stuff that makes them happy. And they buy from people
they know and like and trust.
If enough people "know and like and trust" you, they will
listen when you offer a product or service that will make
their lives better. If they "know and like and trust" you,
they will flock to your door and you'll make all the sales
you need.

HOW TO GET MORE WORK DONE IN A DAY

How do you achieve employment security in a world where there is no employment security? I start with a question: do you consider yourself to be honest and at least reasonably intelligent? Okay. As an honest, intelligent person, do you, as a general rule, get about twice as much work done on the day before you go on vacation as you normally get done? Now, I am going to ask you a long question, so stay with me all the way through. If we can figure out why and learn how and repeat it every day without working any longer or any harder, does it make sense that we will be more valuable to ourselves, our company, our family, and our community? The answer is yes.
I want to make it crystal clear that I am communicating with you about you--I'm not referring to anybody else, but to you about you. You have undoubtedly already confessed that you are honest and intelligent.
Now, on the night before the day before vacation, do you get your laptop or a sheet of paper out and plan, "Now, tomorrow I've got to do this and this..." We've coined a very clever name for that--we call that goal setting. So, you set your goals. Then, you get them organized in the order of their importance.
Let me encourage you to make one slight change there. Get the disagreeable and difficult things out of the way first. Free your mind so you can concentrate on what else you have got to do. You get it organized. You accept responsibility. You make the commitments. You know that some people are about as committed as a Kamikaze pilot on his 39th mission--they just aren't serious about it.
Now, commitment is important whether it is to get your education, make one more call, keep the marriage together, or whatever. Commitment is important because when you hit the wall--not if, but when you hit the wall--if you have made a commitment, your first thought is "How do I solve the problem?" If you haven't made the commitment, your first thought is "How do I get out of this deal?" And we find literally what we are looking for. When you make that commitment, things happen. It shows that you really care about the other people on the job. It demonstrates that you are dependable. Even though you're leaving town, you're not going to leave an unfinished task for others to do. Your integrity comes through.
Have you ever participated in organized team sports? Did you ever go home one night and say to your parents something like, "Mom, Dad, you won't believe the game plan the coach has worked out. Man alive, it is incredible. We're going to kill those suckers tomorrow. You can count on it." You were optimistic simply because you had a plan of action, and likewise, you are optimistic that tomorrow you are going to be able to get all of the things done that need to be done before you can go on that vacation.
Now, some of us are born optimistic, and some are born pessimistic. For your information, the 1828 Noah Webster Dictionary does not have the word pessimist in it. It has the word optimist. Now, I am a natural-born optimist. I really am. I would take my last two dollars and buy a money belt with it. That's the way I'm put together. But the good news is if you are a natural-born pessimist, you definitely, emphatically, positively can change. You are a pessimist by choice because you are what you are and where you are because of what's gone into your mind. You can change what you are; you can change where you are by changing what goes into your mind.
Anyway, on the day before you go on vacation you not only get to work on time, you are a little early, and you immediately get started. You don't stand around and say, "Well, I wonder what I ought to do now." You can't wait to get after it. You want to do the right thing, so you get started in a big hurry. You are enthusiastic about it. You are highly motivated. You decisively move from one task to another.
Now, I am going to camp on this one for just a moment. Have you noticed that as a general rule, people who have nothing to do want to do it with you? It's true, isn't it? Now, on this day before vacation, when you finish one task, you move with purpose to another one. And people just will not block you for that two-minute gossip session or four-minute or five-minute or six-minute chat. I am absolutely convinced and have no doubt about it that the listener has more to do with gossiping than the speaker does because if you don't listen, nobody is going to gossip to you. They just won't.
When you move with purpose, people will step aside and let you go. I will absolutely guarantee that you will save a minimum of an hour a day in two-, three-, five-minute spurts of time. An hour a day is five hours per week is 250 hours per year. That is six weeks of your life that you've wasted and six weeks of combined time that you have wasted with people who have been gossiping with you. What could you do with six extra weeks every year?
Focus on the issue at hand. Discipline yourself to stay with it until you finish. Cybil Stanton gave me the best definition of discipline I have ever read in her book The Twenty Five Hour Woman: "Discipline isn't on your back needling you with imperatives. It is at your side encouraging you with incentives."
Treat every day like it's the day before vacation, and you will get more work done!

MARKETING AND PROMOTING YOUR BUSINESS THE SIMPLE WAY.

As a business owner you will be aware that there are two sides to the success of your business. The first, of course, is that you need to be offering a killer product or service that people will want to purchase or use. The second is that potential clients and customers need to be able to find your service or product at a time when it might be useful to them - this is where a solid marketing strategy comes in.
The Simple Way to Market Your Start-Up
To ensure that your business has high visibility to those within the market that you are targeting, there are a number of simple marketing steps that you can take. Marketing strategies should encompass both on and offline platforms and should seek to capitalize on potential customers or clients. Tactics that you may wish to consider when marketing your business include:
•Creating a Media Buzz: If you want people to know about your business then there is no better way to get noticed than to be the focus of media attention. Think about what is unique, interesting or unusual about the product or service you offer and create press releases explaining this in an engaging and exciting fashion for distribution to print and broadcast press outlets as well as to the trade media. Remember that for a press release to be picked up there needs to be something unique about what you are saying or offering so try and use a bit of imagination when putting releases together.
•Engaging the Online Community: The internet is an essential part of any marketing effort and you will need a cohesive online marketing strategy to succeed in the marketplace. You will need an enticing website, as well as a credible online presence through social media outlets such as Facebook and Twitter. Create social media profiles for your company and ensure that you are active in communities that relate to your business. Think about blogging on topics that are interesting to your customers.
•Cultivating Real Life Contacts: While building business in cyber space is a great idea, there is still a lot to be said for meeting people face to face as a means of business marketing. Join a Chamber of Commerce or business network and attend trade shows and conferences. Think about offering people a promotional keepsake from your company to keep you top-of-mind after the initial contact, items from pens to branded USB flash drives can be given away as a marketing reminder.
•Capitalize on Customers: One marketing trick that is often missed by new businesses is the opportunity to continue to sell to those who have previously used their product/service. Keep up-to-date databases of client details and use these to send out marketing messages such as newsletters and offer to keep customers coming back for more.
•Become a Life-Long Learner: In today's fast changing economy, keeping your skills razor sharp is essential for business owners and home-based businesses. Gain the knowledge & expertise to leverage changing marketing trends to acquire new customers.

HOW HARD SHOULD YOU WORK?

For years, there’s been a drum-beat on the internet and
among coaches that we should work less and make more. The
theory is that by being smarter and more efficient, we
should make more sales, and have more profit for every hour
we work.
I like the theory. I’m not sure it’s that simple.
The reality is that the those who work hardest often seem to
make the most money. Beyond that, it seems to me that the
world actually prefers LOW prices, and that Sam Walton
(founder of Walmart) did alright by lowering prices and
making a bit LESS on every sale.
Now, obviously, we all want to be efficient, and we all
think we’re just a bit smarter than the next competitor. We
are all looking for an edge to get ahead, and I think that's
a good thing and I hope it never changes. But I also think
there is an obvious edge we tend to over-look.
Customers actually LIKE businesses that go the extra mile!
They PREFER companies that answer their phone. They do
business with people who give SUPERIOR service, and who seem
to care about customer satisfaction -- actually, I like
companies that refuse to "satisfy" me and seem determined to
AMAZE me! And all of that requires hard, hard work.
Here’s an old secret of success: focus on the life-time
value of a loyal customer. Focus on the value of a customer
who sees him- or herself as your partner, rather than as
just a shopper. When your customers refuse to deal with
anyone else, your fortune is assured. How hard should you
work? About that hard.

A TRUE STORY OF TWO SALES PEOPLE

"That's impossible. It can't be done."
That's what my friend Bill said to me one day.
Bill and I worked together at my first sales job
many years ago. We both left the company and moved
on to greener pastures after some time, and we
lost touch until I ran into him one day.
Bill and I were still very much alike - with one
exception: Bill was still working hard, struggling
to make his numbers, while I was enjoying success
as a top-performing salesperson - and enjoying the
income that came with it!
What Made The Difference?
After going through initial sales training, both
Bill and I went out into the field and spent hours
upon hours cold calling, just as we were told.
However, after a few months of doing that and
getting no results from it, I realized there must
be a better way.
Bill kept on making those cold calls, dialing for
dollars and pounding the pavement, eternally in
search of the light at the end of the tunnel.
It never came.
I, on the other hand, had reached that state of
mind known as "inspirational dissatisfaction"
after many failures. I was fired from my first
sales job. And my second. And third. At that point
I decided it was time to "just say no" to cold
calling and look for a better solution.
And I found it.
At job number four, I felt a surge of hope when my
new sales manager explained, "We didn't spend
thousands of dollars to hire you and send you to
training to have you doing the job of an unskilled
minimum-wage telemarketer. There are better ways
to generate leads, and that's what I want you
doing."
My boss teamed me up with the top-producing rep in
the office, Joe, who took me under his wing. On
the way to our first appointment together, he told
me in the car, "Calling people at random is a
waste of time. A certain percentage of the market
is pre-disposed to buy from you; all you need to
do is position yourself to identify those people
and get in front of them, or better yet, get them
to contact YOU."
That day at my new job changed my life...
Bill's Story
You're probably still wondering what made Bill
say, "That's impossible. It can't be done." It was
when I ran into him and told him I'm on top of my
game, blowing out my numbers and taking home a
huge commission check each and every month, all
while working short hours. But it was when I told
him I hadn't made a cold call in YEARS that blew
his mind.
See, Bill went on cold calling. He became totally
brainwashed that making 100 calls a day would lead
to success. He believed the sales manager's lies
that every call is worth X number of dollars in
your pocket. (And that IS a big lie, because if it
weren't, they'd pay you per call instead of per
sale!)
The saddest part of all this is that, to this day,
Bill still believes in cold calling and really
thinks it's "impossible" to make a six-figure
income without it.
Bill needs to hear Napoleon Hill's story of how he
cut the word "impossible" out of a new dictionary
every time he bought one!
A System Is Born
Although I was enjoying massive success by that
time, I will admit to you that it wasn't all easy.
Nobody gave me a formula or plan on that fateful day.
They just put the seed of knowledge in my mind and
left me to discover the path in my own way.
First of all, I threw out all those mindless sales
books and tapes with their ridiculous mantra of
"it's a numbers game, make more calls, pester
people until they buy," and so on. I know you've
heard the same, and that it didn't work for you.
Then I spent months and years in a long,
trial-and-error process of testing dozens of new
ways to get leads, eliminating the ones that
didn't work, and expanding the ones that did, all
the while adding new strategies as they became
ways to get leads, eliminating the ones that
didn't work, and expanding the ones that did, all
the while adding new strategies as they became
available (like internet marketing and social
media).
I also sought out top sales professionals in my
community and spent as much time with them
learning as much as possible. And most of that
information really surprised me - it was nothing
of what I expected!
I took all of that knowledge and created a system.
I learned how to generate an endless supply of
hot, qualified leads without cold calling.
Before I knew it I was taking home over five
figures per month in commissions, and I never made
another cold call again.
More importantly, I was finally happy. I no longer
lived in fear of losing my job, and I never had to
worry about paying my bills again. Life was
suddenly stress-free and easy.
Knowledge Is Power
The great thing about my system is that it doesn't
require any skill to implement. You don't have to
be a born salesperson - in fact, I was a terrible
salesperson starting out!
As my friends at work would taunt me, "You can't
close the lid on a jar."
But...
You'll find that sales just happen - people simply
buy - when you're in front of a prospect who is
ready and willing to buy from you.
You'll find that sales just happen - people simply
buy - when you're in front of a prospect who is
ready and willing to buy from you.
In fact, once I had perfected my systems, my
colleagues were amazed that I'd go to a first
appointment and usually return with a check and
contract in hand! They were baffled since they
were still going on with corporate's "three
appointment rule" - what they failed to realize is
that an ideal prospect doesn't want to sit through
three appointments.
They want to BUY RIGHT NOW.
An Added Bonus
Myself and many others who use my system all
received an added bonus - more time. Yes, some
used that time to gain more customers and earn
more income but countless others have created more
time to live their lives, spend time with friends
and families -- enjoy hobbies, sports and other
activities to balance their lives. They have more
control. Does that make your ears perk up? Just a
little?
Nobody, and I mean nobody, likes making cold
calls. Make 50 cold calls and how many "no's" do
you get? About 50, right?
So you know it doesn't work. So why on earth would
you keep doing it? Probably because you don't know
what else to do.
But I can show you a better way.
About now most people are asking, "Frank, what
does your system cost?"
But I can show you a better way.
About now most people are asking, "Frank, what
does your system cost?"
A better question is, what is it costing you by
NOT using my system? How much time, which equals
money, are you spending making cold calls now,
getting told "NO!" and making no money while doing
that?
I'm willing to bet it's a frighteningly big
number. Am I right?
Since we are on that subject, let's talk frankly
about price. Let's say, just for the sake of
discussion, that I will sell you this system for
$797. It's not that much -- not even close, so
don't stop here -- but for the moment, let's just
say that it is.
And so now you get my system (which comes with a
really long list of great bonus materials, too).
After you take it all in and stop wasting your
time on cold calls and start selling to people who
actually want to buy from you, you find your
income going up. A lot. After you make only $797,
the system is paid for and you are off and
running. Plus it won't take long to make that --
and a whole lot more.
Look, here's the thing. Most people will balk at a
price tag of $797. You know that. I know that.
So I want to make this easy and affordable. No
games, no pressure.

8 WAYS TO IMPRESS PROSPECT WITH IMPECCABLE SALES ETIQUETTE

A wise man once said, "If selling were easy your sales manager would be doing it." It's true, sales is not an easy career. You have to be nearly immune to rejection and ever-flexible with the changing economy.
But one thing is for sure, no sale has ever been endangered by a salesperson with excellent etiquette. So what is sales etiquette? Essentially, proper etiquette is the customs or rules governing behavior regarded as correct or acceptable in social or official life...including business life. Sales etiquette merely incorporates those same standard rules of behavior into a sales scenario.
Keep reading, but only if you want to close more sales...
1. What's in a Name?
There is no faster way to offend someone than to mispronounce their name. When making a sales call, either by phone or in person, be sure that you pronounce their name correctly and then remember it. If you are unsure, just ask, "Good morning, how are you? Would you please pronounce your name for me? I want to be sure I get it right." People with unusual names are used to this request. If you happen to encounter an assistant first, it takes only a few minutes to clarify with them before you ever reach the client.
"I am so terrible with names," will not cut it in the sales world. There is competition out there, in case you weren't aware, and if they are remembering names and you aren't you could very well "forget" your way out of the running. Come up with a method that works for you, such as repeating the name out loud after an introduction or visualizing the name. Be sure to reread emails before sending so that you don't accidentally address "Bobby" if he prefers "Bob," or call "Kathy" "Kathleen." Making an impression on a client is oftentimes not one thing but a series of things; remembering and then correctly pronouncing their name is the first step to a series of great impressions.
2. Timeliness is Next to Godliness
Perhaps this isn't exactly true, it may be that "cleanliness" is next to Godliness, but timeliness is definitely next to closing the sale. Though being late may be a relatively quiet act, it speaks very loudly about your respect for other people. Essentially, you are making the statement that your time is more important than their time. When attempting to impress a prospect or close a sale, I am pretty sure the last statement you want to make is that you are more important than they are.
Don't just be on time, be prepared. Skidding into a conference room with your shirt un-tucked and your laptop bag dragging behind you is no way to say, "I am confident that you want to purchase my product." Arrive five minutes early to a sales call and ensure that your laptop is cued up, PowerPoint is ready and any handouts are in order. Call ahead, if need be, and inquire about the WiFi or technology available. Being surprised by a lack of Internet connection, wide screen or flip chart is no way to start a presentation.
3. Enough About Me...Let's Talk About Me
Most all of the rules that apply to social interaction also apply to interaction in the sales realm. A sales call or presentation should not be one-sided. Not only is it rude to spend 45 minutes informing the customer about your company and how great you are, it in no way uncovers their needs, and, after all, that is why you are there; to uncover the needs of the client and provide a solution with your product. You will close a lot more sales with your ears than with your mouth.
There is no need to fill the prospect's head with every detail of your company's history. Though you may find it simply riveting that your mail room was recently renovated, it has nothing to do with the client or their needs. Keep your overview of who you are and where you came from short and concise, and spend the rest of your time focusing on the customer.
This is also not the time or the place to insert private personal information. Though you may feel comfortable with your customer, you need to keep the tone professional at all times. Revealing the pain of a recent divorce or the intricacies of your acid reflux is irrelevant and too personal. Talking about a recent vacation or inquiring about their children, whom they have mentioned, is as personal as you should get.
4. Moving On
Once you have closed a sale and obtained a new client the relationship building must continue. Abandoning a client because you have received your commission is a sure way to lose them once their contract is up. Even if your company has a specially appointed "client relations" department, that does not replace the need for you to continue to nurture your relationship. The best kind of customer is a repeat customer and that requires work! Set reminders to touch base with your client quarterly, or whenever is appropriate for the nature of your sale. Let them know that you are there for them if ever they have an issue. After all, just because you make new friends (customers) does not mean you ditch the old ones.
"You build a successful career, regardless of your field of endeavor, by the dozens of little things you do on and off the job." - Zig Ziglar
5. Thank You Very Much
Thank you notes are sales etiquette 101 and should be a part of every facet of your life - professional and personal. Though email is easy and quick, it doesn't have the same impact as a handwritten thank you note. Even if a prospect has decided to go in another direction - send the thank you note; just because they have said "no" now does not mean they will always say no. A sales career is about persistence and reasonable levels of follow-up. However, I would avoid sending a fruit basket every week and showing up unannounced with cookies; after all, you want to build a relationship, not a stalking record.
Be sure your note cards are professional. Kittens and smiley faces are fine for telling Grandma that you love your new quilt but they don't exactly scream "Professional Salesperson." If your company doesn't provide them for you, get your own, keep them simple and elegant. Many key elements of becoming a successful salesperson are not things that your company provides. Don't rely on corporate funds for every tool; take responsibility for key relationship building tools - like thank you notes.
"Gratitude is the healthiest of all human emotions." - Zig Ziglar
6. Call First
Setting an official appointment with a client is as important as arriving on time for that appointment. Though there are many different types of sales, some which warrant dropping off flyers or information, for the most part people appreciate a heads up. Showing up unannounced asking to speak with a CEO will most likely be a waste of your time. Not many people running a company have a spare hour to spend with someone who just stops by. Think about it, would you just "stop by" your mother in-law's house unannounced and hope she had a few hours to spend with you? If so, then you are braver than most.
7. Hold the Cash
Thank you notes are a must but gifts can be tricky. It is not always appropriate to send gifts to a prospect or client. Many organizations have strict policies about receiving gifts, especially cash or gift cards. Government agencies, in fact, strictly forbid it. To be safe, avoid any gift that can be turned in for cash or goods. If you feel that a gift is in order - perhaps around the holidays or after a sale is made - stick with something appropriate like a gift basket with coffee, candy, cookies or branded items from your business (like notepads, pens, etc.). Never give an extravagant gift to a client. It will not only make them feel uncomfortable but will make you look like you are using the gift to manipulate or bribe. And you wouldn't want that - would you? If you have a strong, solid product that the client needs, you needn't manipulate or bribe. Lead with your product and the benefits to the client - that's all
you need!
8. A Side of Sales, Hold the Compliments Please
A compliment paid in hopes of gaining a sale is not a compliment at all. It is straight manipulation. This applies especially to those in the direct sales industry. Approaching a stranger with accolades of their beauty or appearance and then handing them a business card is nothing more than a thinly veiled tactic. The chances are that most people are smart enough to see through it and your attempt at softening them may turn them off completely. If approaching the general public is part of your strategy, don't open with a personal remark. Be honest about who you are and who you work for, then go from there. People appreciate knowing what they are dealing with much more than they do being baited with a nicety. In all things you should be sincere and straightforward; sales is no different.
You see, that wasn't so hard. Incorporate these etiquette tips into your sales process and we will see you not at the top...but over the top!

THE FORMULAS FOR BUSINESS SUCCESS

There are a handful of key formulas that every business
owner must master to achieve success. They aren't mystical
or magical, they are mathematical and they rule with an iron
hand.
The first is: Profits = (Sales x (Price - COGS)
Your profits will always equal your number of units sold
(Sales) multiplied by the price you receive for each unit
minus your Cost of Goods Sold. When you know your true cost
of production in terms of suppliers, labor, time and
advertising, you can calculate your profits for any number
of sales. Why is this important? Because too many managers
and owners don't truly know their total Cost of Goods Sold!
They under-estimate the cost of their time, the cost of
marketing, shipping and production. Be rigorous about this.
The second formula helps you assess the potential value of
any given marketing or advertising strategy:
Sales = (N x I) - C
This formula says that your Sales will always be the Number
of prospects you reach, times the Impact you have, minus the
Cost of advertising. If you can reach enough people (N) and
have enough Impact (I) at a reasonable Cost (C) the
advertising will be profitable. If your N or your I is too
small, the Cost will exceed any possible benefits. Always
run any prospective marketing plan through this formula
before you sign the contract! It'll save you a world of
hurt.
Business owners often get so busy doing the work of running
their business that they neglect the basic math. Don't do
that to yourself! Every business owner or manager should
know and follow the basic formulas for success

THE TOP 10 VERY USEFUL OR NECESSARY THINGS FOR ANYONE OVER AGE 30 TO HAVE TO KNOW

After age 25-30, depending on marital status and other things, it becomes more and more helpful to have and to know certain things. Some are practical and some make sense from a life planning standpoint. The following are suggested for anyone over age 30, single or married, male or female, "wealthy" or of more "average" means.
1. A "Last Will and Testament" Prepared by an Attorney
Our time on Earth is numbered. We don't know what our number is. Makes sense to have a will. A "Living will" also makes sense if you want to be sure your wishes regarding how you die or are "kept alive" are honored. Included may also be a "Memorandum."
2. Adequate Household and Liability Insurance
This includes household contents, autos (it costs VERY little to jump from the standard $5,000 per person medical coverage to $25,000!) as well as business and liability insurance. Make sure any fine art/antique items are appraised and insured on a separate "floater" policy.
3. A Personal Financial Plan For NOW and For The FUTURE
Done by yourself, by using one of many computer and other "kits" sold, or by using a financial planner, it makes good sense to know where you are now, and where you need and want to be in 20-30 years financially.
4. Your Own Personal Physician
M.D. or D.O., as we get past age 30, chances are greater that we will have some problem that might become chronic or acute where having a physician who knows us and our past medical problems or history comes in very handy and could save our life. Taking your chances on E.R. doctors when you get ill or have an emergency is a lot riskier than if you have a regular physician who they can call. Additionally, women over age 30 need to get a baseline mammogram and exams for breast cancer "screening." After about age 35 or 40, men need both prostate and cardiac baseline tests. So having a personal doctor just makes common sense. It's self-care, and the responsible thing to do, married or single.
5. A Business/Career Plan for the Present and for the Future
You *know* where you are hopefully business or career-wise NOW. Maybe you are happy and satisfied with that and maybe you are not. Regardless, it is helpful to set goals if you want to keep up with the cost of living, and plan ahead for retirement. If you want to work your way up in your job or business and make more money or have a different position or career, then you definitely need to address these issues by yourself, or with a career coach or other qualified expert.
6. Knowledge of Your Parents' or Closest Relatives' Medical History and Current Medical Condition
This is important because if you have parents and one or both fall ill or are injured, you may be the one an attorney, the doctors, or the hospital calls upon to provide some needed information. If you have no parents, but a close next of kin relative, knowing their situation will help for the same reasons. You can help them greatly by knowing the basics and having it written down should you need it.
7. A Waterproof/Secure File Cabinet
These can be disguised as furniture these days! They are necessary to keep tax and bank statements, copies of legal papers, and other things in for future access by you or any authorized people. Fire-resistant and "fireproof" cabinets are available now at very reasonable prices through the discount office supply stores. You can also use them to store treasured family mementos, unframed photos, etc.
8. A Personal Computer and Printer
It sounds like *everyone* above age 5 has one these days, but some people over age 30 still do not. The prices now are so low that with time pay plans and sales, everyone can have one. You need to have some helpful software such as personal/business financial software, email access, a word processor(throw away the old typewriter!!) and some educational software to replace the myriad books and reference guides you have that may be outdated, and take up a lot of room and gather dust.
9. A Personal/Business Attorney
For the same reasons it helps to have a personal physician by age 30, having your own attorney who can keep a file for you of your will, home mortgage (they charge $400-700. for a copy if you ever lose yours!) etc. is really very prudent. He or she can also be there for you if you need legal advice around a car accident, a business or career problem, or any number of other things that seem to happen more often after age 30.
10. A Safe Deposit Box
Also known as the "metal tax deduction." They come in all sizes and shapes, and getting one through your personal or business bank is usually the most economical and makes the most sense. Prices for rental for a year are from $15-25. for the smallest size box (long, but not real wide or high) to $100's for boxes large enough to put oil paintings or other large valuables in. And on each year's taxes you can deduct the fee. This is one necessity that actually gives you your money BACK, and is very useful. Put the keys in a VERY safe place, as they charge between $10-30 per key to make a duplicate.
If you don't yet know or have the aforementioned items or bits of information, it's not too late to acquire them now! Become a bit more responsible by accumulating and checking off each of the things on this list. You'll feel more accomplished knowing you've taken care of this list and the items and information are at your disposal whenever you need them.

35 WAYS TO MARKET CONTENT AND 9 SECRETS TO SOCIAL MEDIA SUCCESS

There is no denying that the popularity of social media is increasing by the day. For sites like Facebook, LinkedIn and Twitter (herein known as "The Big Three"), the fastest growing demographic consists of users 35 years and older. Though social media was once considered a fad for kids, it has evolved into a viable marketing opportunity for business.
For the casual user, social media is a way to connect with friends and family. For the business user, social media works by sharing compelling content to capture the attention of your target audience. When you do this well, you can count on generating website traffic, client leads and even media attention.
"The Big Three" revolve around the concept of a status update. When you update your status, everyone in your network can view what you have to say. This is where the real opportunity lies. Instead of updating your status to report what you're having for dinner or that it's time to pick up your kids, share interesting content and watch the magic of social media unfold.
Type of Content to Share on Social Media Channels
1. Your new blog posts
2. Someone else's blog post
3. An article you've written
4. An article from somewhere else
5. A video demonstration
6. A funny or controversial video
7. Before and after photos of work you've done
8. Humorous or inspiring photos
9. Client success stories/case studies
10. Free ebook
11. Special report
12. White paper
13. Upcoming event announcement
14. Live reports from an event you are currently attending
15. Book reviews/recommendations
16. Recommended products
17. Recommended services
18. Tips for doing something better
19. How-to suggestions
20. A series of related posts
21. Recent media coverage you have received
22. Inspirational advice (preferably your own, motivational quotes are over-used online)
23. Forward someone else's update (with proper credit attribution)
24. Breaking news alerts
25. Leads for opportunities (media, clients, etc.)
26. Requests for participation (guest posts on your blog, speaker for an event you're hosting, etc.)
27. Interesting photo from a recent event
28. Teleseminar/Webinar invitation
29. Contest announcements
30. Special sales, offers and discounts (delivered sparingly)
31. Request for audience feedback
32. A compelling question you want answered
33. Anything offered for free
34. Insider tips that people won't find anywhere else
35. Your opinion on just about anything with target audience appeal
Secrets to Success
1. Content should appeal to your target audience and provide value.
Also, it doesn't always have to be directly related to what you do. For example, a mortgage broker might share community resources, local event announcements and family-related tips. This type of information would likely be more appealing to the broker's target audience than current interest rates and articles about mortgage insurance (though you can occasionally include those too). The point is to become a valued resource.
2. Follow the 90/10 rule.
Avoid selling online and you will achieve more sales. That's right; we're all tired of being sold to. When you provide value, you build loyalty and trust. It's fine to include sales offers up to 10% of the time, but make sure you are primarily serving up useful content.
3. Use compelling titles and descriptions.
You only have a limited amount of space to share information which means that a good title can make the difference between a reader who clicks through or completely ignores your post.
4. Track your results.
Pay attention to user response. If you're receiving comments and your content is being forwarded to others (for example, retweeting on Twitter), that is evidence that your efforts are working. Also, your network should be growing steadily as a result of the value you're providing.
5. Use links wisely.
When you share compelling content, it provides an opportunity to link back to your website or blog. This is great for building website traffic. However, not every post needs to have a link. Mix up your posts so that some simply offer something short and sweet. You can also shorten links and track the number of click-throughs with a service like http://bit.ly.
6. Be consistent.
You will get the best results from marketing content through social media by participating on a regular basis. Ideally you should share something every day, even multiple times per day, to stay visible. You can automate some of your updates with services like http://ping.fm, http://socialoomph.com and http://hootsuite.com. But don't automate everything! Keep reading...
7. Engage with your audience.
Social media involves a two-way conversation. It's not just about shoving data out into your network and waiting to reap the rewards. Reply to people who comment, forward and share useful content from others and make sure you have a human presence in social media land.
8. Build a social media plan.
You can venture into social media haphazardly or you can form a plan that makes sense for your business. A plan should identify your target audience, include a strategy for ongoing content generation, should identify frequency of updates and indicate the amount of time and resources you are going to allocate to managing your social media strategy.
9. Implement a 30-day challenge.
Use the suggestions outlined here and focus your efforts for 30 days. The results should be obvious. If they aren't, then there is something amiss with your strategy. Ask others for input or solicit the help of a social media expert.
There is opportunity for every kind of business to benefit from social media. You simply need to find the strategy that works for you

THE KEY TO OUTSELLING YOUR COMPETITION

Imagine you just obtained a business loan to open up your own storefront in a popular shopping center, prime real estate.
However, just two shops down is a business that’s been around for thirty years and they sell the same products you do.
How can you compete with a business that is established and whose products are identical to yours?
This scenario is identical to a new online business professional who is just starting their business over the Internet, except instead of just one competitor you have thousands. For that reason you have to know how to compete and how to be the best you can be when it comes to your niche. The only way to do this is through understanding and researching your competition, and creating a following of your own.
With more than 6 million people utilizing search engines on a daily basis, you have the potential to earn hundreds of dollars in just one day, and that is just though the proper utilization of SEO tactics. The right content for your page can mean the difference between the first page of results (above all your competition) and the last page, where no one will know you even exist.
Take a look at the content of your competitor’s site, and (without copying copy written material!) create content related to your products and niche that offers more information and more connection with the consumer.
The creation of a strong splash page and the incorporation of a strong autoresponse system is the perfect way to keep clients that you have and increase your subscriber list. Who would you rather do business with, the business that sends you offers monthly or the business that you have to track down to find some sort or deal?
Precisely, you want to be the business that stays in touch with your clients and builds a rapport with those who are interested in your site. Taking your site to the consumer, rather than having them search for you, is being competitive.
While these are just a few ways to boost your presence among consumers you have to think about how you can get the upper hand over your competition constantly. Like young children competing perhaps, you have to stay on your toes and forge a true relationship with your consumers.
So, once your new store is set up and open for business put yourself in the shoes of the consumer, that is the only way to compete with your competition, and to win!

YOUR WINNING TEAM

Periodically I hear the term "solopreneur" to describe
professionals and micro-business entrepreneurs, and I
appreciate whoever coined the phrase because for many
professionals, it feels like we are in business "solo" --
all by ourselves. The truth, of course, is very different.
Every successful salesperson, doctor, writer, consultant or
entrepreneur works with a huge team of colleagues, and we do
even better when we recognize and appreciate the members of
our team, whether they work in our offices, or support us in
some less direct way.
As you read this, I'll be in Tennessee meeting with some of
the best, brightest, and most interesting people I know. Our
focus is to share ideas and information, to support each
other, solve problems and make our lives and our businesses
even richer. Does it cost a few dollars? Of course. Is it
worth it? ABSOLUTELY!
This week, invite two or three of your most successful
colleagues to lunch. Talk about your situation and give away
your best ideas, your best skills, your best insights. It's
a way of building trust and investing in the relationship so
you can, in turn, ask for their help in building your own
business. I am a huge believer in masterminds. I am a huge
advocate of winning teams!
If you would like a personal coach to help you build your
business, get one! I have a few openings this fall, and
there are thousands of highly skilled coaches with precisely
the expertise you need. Find and use a coach! Every winning
team is well-coached and you deserve nothing less.

Quotes of the Week
"Do what you can, with what you have, where you are." -- Theodore Roosevelt
"The lure of the distant and the difficult is deceptive. The
great opportunity is where you are." -- John Burroughs
"Our main business is not to see what lies dimly at a
distance, but to do what lies clearly at hand." -- Thomas Carlyle
"The young do not know enough to be prudent, and therefore
they attempt the impossible, and achieve it, generation
after generation." -- Pearl S. Buck

REPUTATION WINS CUSTOMERS

Definition: 'A Sales Legend is a sales person who stands above the rest. He or She will likely enjoy a great lifestyle, earn more and be less stressed than the rest. They will win, win and win again. They will be loved and recommended by customers. They are virtual team leaders, and well supported. They do not miss quota.'
The Sales Legend is always working on personal, and business, networks to be truly connected.
On the business level they will be incisive in knowing who really matters, no matter what level they are in society, the workplace, or demographically.
They are great listeners, yet only speak of things that interest their audiences. They inspire people with passion, energy and personal charisma. They will hear the rumbles of the underground but never engage in idle gossip. They often enjoy a good sense of humor and demonstrate high levels of tolerance. They are trusted by their company and their clients. They will protect and grow their reputation, even taking it as far as building a personal brand.
A Sales Legend knows that who they are, and who they are perceived to be, will dictate the level of access they can enjoy and the doors that are open to them. Your reputation often precedes you, particularly in the houses of power and influence.
Ensure Your Reputation is Solid.
A Salesperson's success and, to a large degree, their future career will be dictated by one thing only - their reputation. It is a profession where reputation matters more than most other professions. Doors are opened to you based on your reputation. You receive job offers based upon your reputation. You will be promoted or fired based upon your reputation (of course, your numbers also form part of your reputation). You will receive management support relative to your reputation. Thus a salesperson must protect and build their reputation as a priority in their lives.
There is no PhD in selling. If you damage your reputation, or built a poor one to begin with, then you will suffer, as you cannot just go and prove yourself with a higher degree!
Reputation is particularly important, as selling is a social career, you must depend on other people to achieve anything. It is your skill as the master of the matrix, to bring everyone together to achieve a successful sale.
You need to understand what you need to be known for, so that you stand above the rest. You need to be approachable, humble yet passionate, and exude a warm charismatic persona. You need to be focused on winning, and be willing to take total responsibility and follow up every one and every action, every step of the way. Yet, you must do this in a way that does not cause offence. People like to spend time with you because you are respectful, and you show this by actively listening and delivering your messages in an intelligent and engaging way.
You really connect with people. You understand and use the Law of Attraction to your advantage, you spend one minute more with everyone you meet, you astound people with your campaign strategy and regularly leave your competitors agog! You are known to be a trusted adviser to your clients, a truly professional sales person.
If you do the above consistently and over achieve your quotas, you are likely either a Sales Legend, or well on your way to becoming one!
This puts you amongst the top 5% of your profession. You need to protect this reputation at all cost.
This means that you need to manage yourself, so that you do not do anything too stupid that will destroy what you have built. This does not mean you have to be perfect. Perfect is pretty boring and irritating to most people. It does mean however, that you do know when to draw the line and pull back from the brink of criticism. This is particularly important when you are anywhere that your behavior can be observed by colleagues or clients. However, it is a good habit to develop generally.
Let me try and convey exactly what I mean here. This does not mean you may not enjoy a few drinks, or do wild and fun things, or be adventurous. It does mean that you do not fall drunken in the street! Never engage in inappropriate humor! Stay away from illegal drug usage, even if you know your client indulges. Never take part in anything that compromises you or your client! Now, I am not saying this because I am a 'girl' or because I am being boring - if you check my reputation you will hear that actually I am a bit of a wild child! I am saying this because, we are no longer living and working in an environment where behavior like this is acceptable to companies, or government organizations. People, including client employees, get fired for compromising their company's reputation, or if in the public sector, for behavior that could be criticized by the public.
Pre 1995, subject to cultural restrictions, you could probably take your client to a brothel, get very drunk together, streak at the football and it may all have been considered a good laugh! Today, that has changed.
High level salespeople just do not go there anymore, because integrity and respect are now accepted business ethics, and even fashionable!
Sales Kick Offs were notorious for salespeople behaving badly in the name of fun, and if you had good enough numbers, maybe you got away with it. In 2010 and the foreseeable beyond, you will not. You will also damage your reputation. You will unlikely have access to the corridors of power, you will be considered a loser. Colleagues are more competitive than ever, as employment becomes less available and reputations become more important. People will go after you, even if before they did not have a reason to. I do not condone this, or say that it is good, it is just cold, hard fact.
One could contend that it is a shame the fun side of work hard, play hard is vanishing from the workplace but regardless of our opinions one way or another, acceptable behavior to maintain a good reputation has dramatically changed in just a decade or so. I am still a bit of a wild child inside, but I understand that in 2010 and beyond I have to manage that wild child much more responsibly than ever before. My reputation opens too many doors for me!
So to be a Sales Legend, you will need to fiercely protect your reputation and beware not to slip up occasionally.