1. Better – Neutral – Worse
There are only three things that can result from a new introduction. Your strategy is to decide what outcome is most desirable and make it happen. You can make people feel better, neutral or worse having met you. Guess what strategy makes the most sense?
2. The 1.6% Rule
It is the little things … the small details that will position you as the #1 “go-to” source. Just a little bit better is all that is required. Be on the lookout for ways you can improve your daily performance … just a little.
3. Email Marketing Tip
Ten more seconds can make all the difference in the world. Personalize your emails. Think through your Subject Line. Address each email personally. All of them … from now on.
4. Telephone Power
Your goal is to get your phone to ring. When it does, you have to embrace the opportunity. The voice that answers the phone … is the business. And remember, he who answers the phone is in control of the phone call. Don’t shoot yourself in the foot.
5. The Rule of 7
When you are out of sight, you are out of mind. It is your job to maintain a presence with your prospects and clients. This Rule keeps this major reminder in focus. Memories are short. It is up to you to remain visible over time.
6. Print Is More Believable
People have a tendency to doubt what they hear, while they seem to believe what they read. Therefore, write down what you want people to believe. I know you are not a writer. But you can write a lousy letter, email or article. Then edit it. Make it better. Soon, you will be a little better than lousy. If you stick with it, you will actually get quite good at writing.
It is in your immediate best interest to find things in other people worth admiring. “If I like you … chances are pretty good that you will like me.”
Make no mistake about it, enthusiasm sells. Get excited … act excited … be excited. It is a shame if you have to pretend. But if you must … pretend until you actually stumble on something to get excited about. Need help? Give me a call.
9. Targeting Your Market
The old “marriage proposal” will help drive this message home. First, decide who it is you would like to do business with (marry), then … make it happen.
Audio Lessons 10 to 20
10. The Fly & The Screen
Stop beating your head against the wall. Back off. Look for what opportunities already exist. Then wait for the “open window” so you can “do your thing.” No matter how many times you travel down a dead-end street, it will continue to be a dead-end street.
11. Meaningful Percentages
The whole world can’t be wrong. Think about the following three percentages and decide how you can change your life for the better. 50% – 25% – 80%
12. FDU – Sales
Who wants to go into sales after you graduate? Anybody?
13. The Notre Dame Letter
If at first you don’t succeed, try, try again.
14. Trust – Know – Care
When meeting people for the first time, they will ask themselves how you stack up
to these three questions.
15. The Platinum Rule
The Golden Rule is outdated. Don’t believe me? Try the Platinum Rule from now on.
16. The Ricoh Lesson
All things being equal, people will do business with people they like.
17. Why You?
This is a basic question that needs attention. Why should I do business with you?
Perhaps your #1 issue, concern, or dare I say “problem.” Not enough people know that you are alive. Until you know I exist, nothing good or bad can happen.
19. The Market Plan
I have 12 words for you. That is all you need. A 12-Word Marketing Plan.
20. Closing Statement
We are half way done. Want some more? Lessons 22 – 43.