Does every one of your actions lead to your ultimate goal?

In other words do all of your small actions lead to your key target?

Let me give you an example. I’ve read that every one of the Marvel movies since 2008 was created with the full intention of developing the hype towards the ‘The Avengers’ movie. So in other words all of the other movies were created to build up of the excitement and fan enthusiasm. This plan has helped make ‘The Avengers’ become the third top selling movie in gross sales of all time at $1.4 billion. 

What can you do today that will lead to your ultimate goal?

Who is your target market?

Or do you believe that everyone is your market?

If you believe that everyone is your market, how is that going? Do you have more business than you know what to do with? If you don’t have more business than you know what to do with, read on.

When you are marketing to everyone, it’s very hard, a near impossibility to succeed to a high level. The reason I say that is because marketing needs to have a focus on a specific type of client. What that means to you is that without a specific focus you attract anyone, and they may not be the one’s you want. Let me explain; many business owners are scared of excluding potential clients. However, the more focused you are the better you are at understanding your target market. Thus the more you will know their challenges and probable solutions for their needs.

What can you do today to define your market clearer?

Have you considered abandoning the traditional media?

Many businesses have made this choice, but has it been the right choice?

The way to find out is to understand your target market. In order to do this you need to ask them questions, such as;
•    What magazines, newspapers, email newsletters or blogs do they read?
•    What television programs do they watch regularly?
•    Do they watch online videos?
•    Whom do they do business with on a regular basis?
•    Do they network online and/or offline?
•    How do they prefer to interact by e-mail, in person or other ways?

The reason for this blog is to make you aware that many businesses/marketers have abandoned Yellow Pages for Google Places and the like. The challenge is that many of their target prospects still prefer the Yellow Pages. This is particularly true of the 55-plus age consumer market. When you find out the answers to the above questions you can make an informed decision.

Now you have to ask yourself are you an astute marketer that asks questions, or are you just going with the flow?

Do you have the right message for the right market using the right media?

This is the first question you need to be asking yourself every day, but are you?

The choice about whether you ask that question comes down to whether you want to grow your business or you are just happy existing. In order to find the right media for your message ask the following questions of yourself;
•    Do they understand my business?
•    How good are they at creative problem-solving?
•    How responsive are they to my wishes and needs?
•    Do I like the representative?

When you’ve got positive answers to all those questions, now is the time to take it the next step. The next step is to ask the following;
•    What facts prove that the media you choose are going to be getting your type of buyers to view your advertising?
•    Who will really be in charge of the final advertising decisions?

When can you get these questions answered?

As a sales person do you want to be liked or respected?

Let’s look at this in detail.

Consider this situation. You meet with a potential client. Do you need to be what they want you to be? In other words do you have to be a chameleon so that you fit into their mold, so that you are liked? I don’t believe so, and let me tell you why.

I honestly believe that if you are authentic, others can relate to you. In fact they appreciate you more. Of course you need to be friendly, but you don’t have to be phony. When you meet with them smile sincerely and be open to them. This is not an act; as if you are going to be a service to them you are going to be happy to be with them. The key to any contact is to be considerate about the feelings they have about their problems. By being quietly confident it puts the other person at ease, as they will believe that you are the person that can help them out. By respecting them and their needs and wants you will be respected.

Can you see how being respected is the key?

Do you want to get even when someone wrongs you?

Yes, we feel that we’ve got to get back at someone for a wrong they done, don’t we?

But is it the right thing?

I believe that when you want to get even with someone you need to put your adult pants on. In other words, don’t act like a child. I don’t believe that you have to act child-like when things go wrong. I think you can come to terms with the situation in far classier ways. For instance, what if you approached the person and ask them a few questions about your perception about their actions? What if you took the high road and just considered that the person that wronged you was just having a bad day?

The choice is yours, do you want to act professional or behave like a child?

Have you ever noticed that some people need to improve their attitude?

This was obvious to me the other day.

I have been taking a survey of sales organizations in the area so we can make use of the details in our work. I called a particular car dealership to arrange for a time to see the sales manager. We booked a time and I arrived at the appointed time. I met with the receptionist and told her who I was there to see. She looked around and I could see that the sales manager was talking to a few customers. No problem I thought, he is here. A couple of minutes later she goes to tell him that I was there. He said he had no time for me, but I could call back. My response to the receptionist was that I would not be wasting my time, as I booked an appointment once and I could see that he didn’t keep appointments.

So what is my message here? I think it is obvious to all of you. But what is not obvious to the sales manager is that I will not give them the time of day when I am need of my next car.

Can you think of a time when you brushed off a potential customer?

How are you going to handle this issue the next time?

Do you like to improve, but only on your terms?

How do you feel when someone tells you that you could be better?

I know that no one likes to be corrected, unless it is done with dignity. It is what many call constructive criticism. Sure it is hard to accept and yet when people care enough about you to point out an area in your life that you could improve – do you think it might be a good idea to consider their opinion? It does not mean you have to change, but when you don’t change you are saying, ‘I don’t want to progress.’

We all have to understand that we are far from perfect and any improvement that we make will help those around us. Of course if you don’t think you need to improve, it is a sad sad situation.

What is one thing that you can do today that will make your life better?

Are you having challenges with your staff?

The following story will give you a smile on how you can sort this out.

Two women were comparing notes on the difficulties of running a small business. The first one said, "I started a new practice last year, I insist that each of my employees take at least a week off every three months."

"Why in the world would you do that?" the other asked.

She responded, "It's the best way I can learn which ones I can do without."

Is there a better way to sort out the challenges with your staffing?

Have you considered testing their abilities before you hire them?

As a business manager, do you make assumptions at times?

The following story should bring a smile to your face and help you become a better manager.

A store manager overheard one of his salesmen talking to a customer. "No sir" said the salesman.” We haven't had any for awhile and it doesn't look like we'll be getting any soon."

The store manager was horrified and yelled after the departing customer,” Come back next week. We’re sure to have whatever it is you need." The store manager then turned to his salesman,” Never tell a customer we're out of anything! Now, what did he want?"

"Rain,” answered the salesman.

Would today be a good day to start asking more questions before making assumptions?

Do you need to get your way in order to feel fulfilled?

Is your life all about being the most popular?

These questions become; Do you want everyone else to control how your feel about your life? No! I don’t think there is anyone who is reading this would agree with that statement, so why do we let it happen?

I believe it is due to our habits. Sadly many of these habits started when we were young. We cried when we didn’t get what we wanted, then one of our parents or other children gave in to our wants. Now that you are an adult you need to put your big pants on, you need to act like an adult. So how do you do that?

You need to take responsibility for your life. You need to be accountable for your thoughts and feelings. I am reminded of this quote by Horace (who lived from 65 BC to 8 BC) he said "Rule your mind or it will rule you."

What about what Deepak Chopra said; “Every time you are tempted to react in the same old way, ask if you want to be a prisoner of the past or a pioneer of the future.”

What are you going to do today to break free from your old habits?

How would you describe your life today?

Is your life a battle or is it a carnival?

The way you describe your life is the manner in which you live your life. For example; if life is a battle, your actions will obviously be ‘me versus them’. In other words you are plotting all the time to win ‘the war’. If your life is a carnival, it is full of joy and excitement. You are enjoying all aspects of life.

People can see how you live your life is by the expression on your face and the actions you take.

Which way do you want to live your life?

Which way do you want your potential clients to view you?

Is your progress awareness a fine-tuned ability?

You may be asking, ‘What is progress awareness’?

Progress awareness is the ability to analyze your on-going results in any project. It is the ability to understand what is and what is not working without having to wait for months to see if you got the results you wanted.

Progress awareness is attained by using your intuition or gut feeling. It is acknowledging that the immediate results are not what you expected. Then you fine tune what you are doing and keep moving towards your objective.

What can you do today that will move you toward increasing your ‘progress awareness?

What value do your clients receive from you?

What is the value proposition that makes you better than your competition?

Our potential clients are always asking ‘What’s in it for me?’ So what is it that you do that really benefits your clients? Answer the following questions and you will be closer to understanding what’s in it for your clients;
•    Do you really understand their objectives?
•    Are you a ‘buyer’s assistant’ in helping your clients buy?
•    Is your solution always viable for their wants or needs? How do you know that?
•    Do you have a process of measuring whether what you provided really helps your clients?

When are you going to answer these questions?

Would you like to build stronger relationships with you clients?

Or are you interested in keeping these people as clients?

It has been said that it costs 5 times more to get a new client than to keep an existing one. If that is true or it costs less to get new clients, why don’t you do more to build a stronger relationship with your existing clients?

Do I hear you saying that you are doing all you can? I hope not as if you are saying that you are settling. You are saying that you are doing all that you can, which is a lie. We can always do more but have chosen not to. When you chose not to improve you are on a down-hill slope, which is bad for your business.

What can you do today that will surprise your existing clients and show them that you really do care for them?

Do you work with your clients or for your clients?

It all depends on your approach, doesn’t it?

If you work with your clients you are partnering with them to give them the best solution. If you work for your clients they are telling you what they need and you are delivering it to them.

This brings up a big question; who knows more about your business than you? Of course it should be you. If your clients are telling you what they need and you are delivering it to them without a question, you are an order taker.

If your client tells you what they need and you ask some questions to find out the reasons for their request, you will raise their opinion of you as you have shown a true interest in what you can do for them. Many times this will result in an on-going relationship, which will lead to referrals and more business.

The question is; do you want to build your business or be an order-taker?

Are you a one-man army or the head of a major company?

No matter what position you are in, you need to consider this in order to survive and thrive.

One of the key ways you can survive and thrive is with the help of a great assistant. A great assistant can help you in a number of ways, namely;
•    Organization,
•    Motivation, and
•    Team-orientation

When it comes to organization a great assistant will make sure that you are not bogged down with too much paper work and you are using your primary skills to your best advantage.

A great assistant can take away the small pressures of the day, so that you can stay motivated.

By having a great assistant you will be able to discuss ideas, and realize that ‘two heads are better than one’.

Wouldn’t that make a world of difference to you?

What type of payment plans do you have in your business?

Perhaps this story about paying in advance will give you a smile.

A motorist, driving by a Texas ranch, hit and killed a calf that was crossing the road. The driver went to the owner of the calf and explained what had happened. He then asked what the animal was worth.

"Oh, about $200 today," said the rancher. "But in six years it would have been worth $900. So $900 is what I'm out."

The motorist sat down and wrote out a check and handed it to the farmer.

The motorist said "Here is the check for $900. It's postdated for six years from now."

Do you have first rate clients?

What makes them exceptional clients?

Many years ago I read an article by Dan Richards and he stated the following. He believes that exceptional clients have seven attributes;
•    They are open about all aspects of their situation.
•    They have a reasonable level of discipline to stick to a plan.
•    They bring reasonable expectations to the table.
•    They respect your time.
•    They are very positive and don’t question everything that you do.
•    They ask you questions before reacting unjustly.
•    They have a high trust level or you.

How many of your clients can be classed as first rate?

What can you do to increase that number?

Are you a business builder or an income earner?

There is a big difference between the two.

An income earner uses their sales skills, charm and knowledge to build their client base. Income earners are very good at controlling their individual abilities.

To become a business builder requires a change of attitude and behavior. A business builder will focus on creating value by hiring people that are better than them in many different areas of business. A business builder is not afraid to acknowledge that they don’t know it all and can’t be everything to everyone.

The choice is yours; it is a matter of how you want to live your life.

Which way do you want to live your life?

Have the results of your efforts been what you hoped for?

In other words, are you growing your business?

If you haven’t, now is the time to look at your actions. By looking at your actions you can review what is and what is not working. Are you prepared to take this action?

When do you want to start improving your results?