One piece at a time

Many people have great ideas. Many people possess great talent. Why then do so many fall short of fulfilling their potential?

There are obviously many reasons. One that often falls below the radar is a simple one...."feeling overwhelmed with the task(s) at hand." We have all heard the phrase, "think big". Equally important is learning how to, "think small".

Don't have the time to produce your first newsletter? Yes you do - one piece at a time. Take 20 minutes a day for the next month and you will have met this goal. Don't have time to go to the gym? Who said you need to spend 90 minutes their for it to be worthwhile? 20 minutes of cardio, 10 minutes of push-ups and sit-ups, a quick shower and you're out in 45.

The bottom line....doing something, anything, is better then doing nothing. This is how good habits are created and good habits lead to great success.

Must Do's

Do you make a list of "must do's" to accomplish each day? It can be work related or personal. Most importantly, it should be in line with your goals for the week, month, and year.

In order to get the most out of each day, you should regularly finish more than 80% of your must do's. Why only 80%? Because I understand that sometimes - "shit happens". We are not robots but human beings and are far from perfect. Finish 50% and there's an obvious problem. Finish 100% regularly and there is also a problem - your schedule is not filled with enough essential tasks. People that finish 100% regularly are either the most efficient people in the world or simply not pushing the envelope enough.

Tip...

• Make a list of must-do's to complete each day. Keeping it "in your head" does not work.
• Estimate an amount of time needed to complete each task. How realistic are you being?
• If you can or if you must, "time-block" for each task. People with less self-control or those that are easily distracted should strongly consider utilizing time blocking. Just like it sounds, set an appt with yourself to complete specific tasks.
• As you are making your must-do list for the following day, analyze how efficiently you utilize your time and really make an effort to be better tomm than you were today.
• Find someone else to help you with this - an "accountability partner" - if necessary. It could be a co-worker, your manager, or even your spouse.

The bottom-line...

Don't disrespect your most valuable asset - TIME.

What's your brand?

Everyone needs one. I don't care how small your company is. I don't care if you are simply an independent contractor working for a larger firm. When people say your name, what do they associate it with? Are you memorable for something?

Volvo = safety

It's that simple. You can't be everything to everyone.

Stay true to yourself. Have a little fun. Be passionate about what you do. And for god's sake...be memorable.

So....what's your brand?

Why are you talking so loud?

You don't need to raise your voice to make a point. Frankly, this may have the opposite affect as people like to receive information in different ways. Raising your voice could easily force a person to get defensive or "crawl into a shell".

Why are you raising your voice to begin with? Does it make you feel good? Is it strictly self serving? Can't you find someplace else to vent? How about the gym or maybe screaming into your pillow.

Instead of shouting, how about asking a good question or two? Maybe your frustration is unwarranted and you are simply not communicating well.

Asking a good "why" question takes patience and practice. More on this later.

Don't forget to water

You network. You prospect. You meet new people. 6 months later.....no new business. What did you do wrong?

Did you follow up? How often? In what way? Did you ever consider how "they" would like you to follow up or did you simply stick to a plan that is supposed to work for everyone?

Don't bother networking if you're not going to take the necessary time to NURTURE the relationships. You cannot simply plant seeds and come back in 6 months and expect their to be tomatoes hanging from every vine. Did you water? How much? How often? Did you offer any special food that tomatoe vines love feasting on?

Growing up on Brooklyn, I don't know the first thing about planting. That's never stopped me from INVESTING the necessary time to BUILD RELATIONSHIPS. Are you commited to doing this?

**Be careful not to "over water".

Have a Great Weekend!!!

Objections.....one of many

If you are not prepared for customer objections or questions, why are you in sales?

One of the easiest, yet most difficult, "why you?"

Many of you will go on to rant about how great you are, how great your product or service is, how great your company is......all missing the boat.

It's not about you, even if they ask. The focus must always remain on the benefits the customer will receive from this relationship. So before you answer, make sure you have a clear understanding of why they will benefit by working with you (save them time? money? aggravation?) and be prepared to articulate this in a manner they will understand. Remember, people like to receive information differently - verbal vs. written, fast vs. slow, etc. - so be sure to give it to them the way they want to receive it. More about this later.

Happy Tuesday....

Goals for 2008

Now's the time. Goal setting is not hokey and not lame. How else will you accurately measure your success?

• Write them down - Professional and Personal
• Make them very specific
• You can even give yourself a range to lessen the self-imposed "stress". For example - I would be happy to lose 15 lbs, but ecstatic to lose 30.
• Attached to each goal should be the necessary steps you must take to achieve it. For example - I will work out 3 days each week for a min of 45 minutes. I will consume no more than (x) calories each day and will never eat dinner past 8pm.
• Are they realistic? Is the bar you set too high or too low? A good idea is to share these with someone. Your partner, your friend, your boss....someone to help make you accountable. You don't have to go it alone!
• Set milestones throughout the year. Set self-imposed deadlines. Make sure what you do monthly, weekly, and daily are in line with the goals you have outlined.
• Make them visible. Tape them (and revise when necessary as, "shit happens" along the way) to your wall at work, or your medicine cabinet.
• Most importantly - reward yourself along the way. You deserve it.

Happy Holidays!!!

Rejection

What do you do when your customer says, "no thank you". Do you lower your price? Do you simply give them more choices? Do you even have a clue as to why they said no in the first place?

Here's a clue......NEED. You simply did not show them why they NEEDED the service or product you offered. Do you have a clearly defined list of all the things that your service or product can do for your client?

For example, a Real Estate Agent approaches a For Sale By Owner (you are probably the 20th call they have received) and offers what? Why is it in the owner's best interest to give you the listing? What's in it for them? If you're stumbling answering this question, how do you think the owner feels?

Every objection is simply one step closer to a yes. Are you prepared to answer these objections? Have you practiced and role-played so your rebuttals come naturally? Doesn't sound like fun? That's why they call it work!!!!