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.
Monday, October 31, 2011
Friday, October 28, 2011
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!
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!
Wednesday, October 26, 2011
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.
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.
Monday, October 24, 2011
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.
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.
Friday, October 21, 2011
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.
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.
Wednesday, October 19, 2011
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!
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!
Monday, October 17, 2011
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
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
Friday, October 14, 2011
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.
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.
Wednesday, October 12, 2011
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
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
Monday, October 10, 2011
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!
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!
Friday, October 7, 2011
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
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
Wednesday, October 5, 2011
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.
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.
Tuesday, October 4, 2011
HOW TO DEAL WITH ANGRY PEOPLE: A SURVIVAL GUIDE
Dealing with angry people in our society is becoming increasingly challenging. Some days, it seems anger surrounds us at home, in the workplace, on the roadways, and at sports events. It is easy to get caught up in an escalating spiral of angry exchanges which usually upsets everyone and does nothing to improve communication or solve the problem at hand.
As an alternative, this survival guide is designed to provide practical tips on how to deal with two types of angry people in your life: (1) explosive people who might be dangerous and (2) people who are chronically angry toward you.
PART 1- EIGHT TIPS TO DEAL WITH EXPLOSIVE PERSONS WHO CONFRONT YOU: DEFUSING POTENTIALLY DANGEROUS SITUATIONS:
1. Do not respond in kind. Hostility often begets more hostility.
Respond instead with a non-hostile message to defuse people who are behaving in a hostile manner toward you. The classic example of this is in when simple inconsiderate driving or even aggressive driving suddenly escalates into road rage due to two drivers ratcheting up hostility in response to the other's hostile acts, words, or gestures.
Please remember that in these and other hostile situations, you contribute somewhat to the outcome by your decision to return hostility or not.
2. Take their upset seriously and validate their feelings.
Listen to what they have to say and hear them out; ignoring them or minimizing their feelings will tend to escalate their anger further. There have been untold numbers of workplace violence incidents that could have been averted had supervisors or managers listened with empathy to disgruntled employees rather than responding in an insensitive, or uncaring manner.
3. Never argue with someone when they are intoxicated.
When someone is drinking or intoxicated, this is no time to try to solve relationship or other problems (especially if you too have had a few drinks). A high percentage of angry confrontations as well spousal abuse arrests occur when drinking is involved by one or both partners. Drinking often impairs judgment, decreases inhibitions (resulting in saying things we don't mean), and distorts your normally astute reasoning ability.
4. Respond to the feelings they are having - not the content of what they are saying.
Try to hear and respond to the underlying hurt or pain the person is experiencing underneath the angry words. Use statements such as "I can appreciate why you feel that way," "It sounds like you are very angry right now," "Many people feel the way you do."
5. On roadway, don't make eye contact with an aggressive driver.
This is the secret signal in the animal world to engage in combat and will frequently escalate things, sometimes into "road rage." Just ignore aggressive drivers and stay out of their way.
6. Allow angry people to physically escape the situation.
Don't block their way or prevent egress, or you may be putting yourself in a dangerous situation. Take off the heat rather than increasing the pressure! Don't insist on solving the problem "now" when the other person is in an agitated state.
7. Don't defend yourself by attacking back at them or their character flaws.
Defensiveness often escalates anger in the other person and, in fact, is one of the predictors of divorce, according to recent marital research. There is a time to present your side, but not when your partner is unable to hear it due to his or her anger.
8. Don't try to solve an emotional issue with logical arguments.
Trying to diffuse an angry person with overwhelming evidence of their thinking errors or mistakes in logic, or facts to the contrary, or reasons for why they shouldn't feel the way they do, or why they should feel differently - usually makes the situation worse.
Part 2- HOW TO DEAL WITH PEOPLE IN YOUR LIFE WHO ARE CHRONICALLY ANGRY TOWARD YOU.
1. Consider changing your behavior that triggers their anger.
Sometimes the most practical thing to do is to change whatever it is that triggers anger in people close to you. Not that you should go overboard on this, but simple changes can do a lot, especially if they don't lower your self-esteem or don't "cost" you a lot to change.
2. Think about terminating the relationship.
Truth is, some relationships we get involved in are so "toxic" that it is self-abusive to continue in them or to try and repair them. At times, you need to protect yourself from people in your life who create an atmosphere that is not good for your well-being.
3. Limit your time spent with them.
If terminating the relationship is too drastic of a step, consider simply limiting the time you spend with toxic people in your life. Decide you can put up with the person several times a year at the family Christmas party, for instance, or that you will be tolerant toward your angry ex-spouse once a week for the sake of your children.
4. Ask them directly why they are often appear angry toward you.
A straight line is the shortest distance between two points. Sometimes the quickest way to find out why someone appears constantly angry with you is to simply ask them. They may not even realize they were communicating angrily toward you, so your inquiry may open up a great opportunity for dialogue.
5. Communicate clearly how their negativity affects you.
Honestly letting people know how their behavior is affecting you emotionally is often an "eye-opener" to the other person. Start with "I feel" statements rather than "you" or "you should" statements.
6. Adjust your expectations of them.
People may be chronically angry toward you because you communicate that they are disappointing you in some way and they are perceiving you as overly critical. Adjusting those expectations you have toward others may result in their being less angry toward you!
7. Stop trying to solve unsolvable problems in a relationship.
According to some marital researchers, up to 60% of issues in a relationship are unsolvable due to the couple's being "gridlocked" around it. Trying to solve unsolvable problems creates much anger. Instead, find a way to dialogue about the issues and live with each other around them, rather than trying to fix them.
8. Suggest ways to remedy anger, if the other person acknowledges he or she has an anger problem.
If the angry person in your life is open to it, suggest an evaluation by a psychologist or physician to determine what the problem is. There are many underlying problems such as Depression, Attention Deficit Disorder (ADD), Bipolar Disorder, and other conditions which can lead to anger problems. Often, anger management classes are recommended in addition to treatment of an underlying problem.
As an alternative, this survival guide is designed to provide practical tips on how to deal with two types of angry people in your life: (1) explosive people who might be dangerous and (2) people who are chronically angry toward you.
PART 1- EIGHT TIPS TO DEAL WITH EXPLOSIVE PERSONS WHO CONFRONT YOU: DEFUSING POTENTIALLY DANGEROUS SITUATIONS:
1. Do not respond in kind. Hostility often begets more hostility.
Respond instead with a non-hostile message to defuse people who are behaving in a hostile manner toward you. The classic example of this is in when simple inconsiderate driving or even aggressive driving suddenly escalates into road rage due to two drivers ratcheting up hostility in response to the other's hostile acts, words, or gestures.
Please remember that in these and other hostile situations, you contribute somewhat to the outcome by your decision to return hostility or not.
2. Take their upset seriously and validate their feelings.
Listen to what they have to say and hear them out; ignoring them or minimizing their feelings will tend to escalate their anger further. There have been untold numbers of workplace violence incidents that could have been averted had supervisors or managers listened with empathy to disgruntled employees rather than responding in an insensitive, or uncaring manner.
3. Never argue with someone when they are intoxicated.
When someone is drinking or intoxicated, this is no time to try to solve relationship or other problems (especially if you too have had a few drinks). A high percentage of angry confrontations as well spousal abuse arrests occur when drinking is involved by one or both partners. Drinking often impairs judgment, decreases inhibitions (resulting in saying things we don't mean), and distorts your normally astute reasoning ability.
4. Respond to the feelings they are having - not the content of what they are saying.
Try to hear and respond to the underlying hurt or pain the person is experiencing underneath the angry words. Use statements such as "I can appreciate why you feel that way," "It sounds like you are very angry right now," "Many people feel the way you do."
5. On roadway, don't make eye contact with an aggressive driver.
This is the secret signal in the animal world to engage in combat and will frequently escalate things, sometimes into "road rage." Just ignore aggressive drivers and stay out of their way.
6. Allow angry people to physically escape the situation.
Don't block their way or prevent egress, or you may be putting yourself in a dangerous situation. Take off the heat rather than increasing the pressure! Don't insist on solving the problem "now" when the other person is in an agitated state.
7. Don't defend yourself by attacking back at them or their character flaws.
Defensiveness often escalates anger in the other person and, in fact, is one of the predictors of divorce, according to recent marital research. There is a time to present your side, but not when your partner is unable to hear it due to his or her anger.
8. Don't try to solve an emotional issue with logical arguments.
Trying to diffuse an angry person with overwhelming evidence of their thinking errors or mistakes in logic, or facts to the contrary, or reasons for why they shouldn't feel the way they do, or why they should feel differently - usually makes the situation worse.
Part 2- HOW TO DEAL WITH PEOPLE IN YOUR LIFE WHO ARE CHRONICALLY ANGRY TOWARD YOU.
1. Consider changing your behavior that triggers their anger.
Sometimes the most practical thing to do is to change whatever it is that triggers anger in people close to you. Not that you should go overboard on this, but simple changes can do a lot, especially if they don't lower your self-esteem or don't "cost" you a lot to change.
2. Think about terminating the relationship.
Truth is, some relationships we get involved in are so "toxic" that it is self-abusive to continue in them or to try and repair them. At times, you need to protect yourself from people in your life who create an atmosphere that is not good for your well-being.
3. Limit your time spent with them.
If terminating the relationship is too drastic of a step, consider simply limiting the time you spend with toxic people in your life. Decide you can put up with the person several times a year at the family Christmas party, for instance, or that you will be tolerant toward your angry ex-spouse once a week for the sake of your children.
4. Ask them directly why they are often appear angry toward you.
A straight line is the shortest distance between two points. Sometimes the quickest way to find out why someone appears constantly angry with you is to simply ask them. They may not even realize they were communicating angrily toward you, so your inquiry may open up a great opportunity for dialogue.
5. Communicate clearly how their negativity affects you.
Honestly letting people know how their behavior is affecting you emotionally is often an "eye-opener" to the other person. Start with "I feel" statements rather than "you" or "you should" statements.
6. Adjust your expectations of them.
People may be chronically angry toward you because you communicate that they are disappointing you in some way and they are perceiving you as overly critical. Adjusting those expectations you have toward others may result in their being less angry toward you!
7. Stop trying to solve unsolvable problems in a relationship.
According to some marital researchers, up to 60% of issues in a relationship are unsolvable due to the couple's being "gridlocked" around it. Trying to solve unsolvable problems creates much anger. Instead, find a way to dialogue about the issues and live with each other around them, rather than trying to fix them.
8. Suggest ways to remedy anger, if the other person acknowledges he or she has an anger problem.
If the angry person in your life is open to it, suggest an evaluation by a psychologist or physician to determine what the problem is. There are many underlying problems such as Depression, Attention Deficit Disorder (ADD), Bipolar Disorder, and other conditions which can lead to anger problems. Often, anger management classes are recommended in addition to treatment of an underlying problem.
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