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April 2006
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The True Path to More Sales

Working with Zelocity on their new Golf Improvement Monitor has given me a chance to really reflect on what works and doesn't work in marketing and sales.

What do you think is the single most important thing to offer if you hope to make consistent sales to clients you enjoy.

A great product - nope

Outstanding service - nope

Being unique among the other choices a client has - important but not quite it.

Give up? The MOST IMPORTANT thing to offer if you hope to make consistent sales to clients you enjoy is:

V A L U E

You need to offer a value that your prospect cares about if you hope to turn them into clients.

The old "What's in it for me" adage applies here. Think about it. What is the greatest value you offer your clients. Do they REALLY care about that value?

If you're not sure, simply ask them


Crank Up Your Subtle Energy and change the outcomes in your life.

1. Admit to how you feel about the situations in your life today. Are you energized or depleted by them?

2. What are your dominate thoughts during an average day? Are you lamenting about the past or worried about the future? Realize that this moment is all that you can ever ontrol.

3. Are you happy or do you feel regret about your life? If you wake up every day regretting the circumstances of your life, it’s really time for a change.

4. Do you know what you want in life or are you wandering aimlessly? If you don’t have a clear path to follow in creating your life, the only place you can go is to the land of overwhelm and confusion.

5. Are you willing to change your mind or are you resisting change? Being flexible in thought and open to all possibilities is the first step in living free and unencumbered.

If you are exhibiting any of the challenges listed above, here’s what to do:

Sit down quietly in a completely relaxed state. Get away from distractions. You’ll want to have a pen and paper ready.

Identify one of the challenges listed above that you are experiencing.

Ask yourself, “If I knew how to solve this challenge, what would I do?”

Then sit quietly and write down the first thoughts that come into your mind.

Do this exercise for as long as you “feel” is necessary.

Remember, you may feel uncomfortable at first. Admitting to things that have been hidden deep inside you for a long time can be painful at times.

But so is keeping them locked inside without acknowledgement.

This is a condensed version of Creative Business Strategy you can receive the full version when you subscribe at www.developyourvision.com


American Idol, a Study of Systems and Processes That Work

Simoncowell We learn the most about business by:

  • Traveling outside of our industry
  • Study the way other people do things successfully
  • Adapt and adopt those ideas to our situation.

One of the great “Buzz Marketing” success stories of the past 5-years is American Idol. I never watched it until this year and I was amazed by the power the show harbors.

Here’s the process I saw in ACTION

1. Form a strategic partnership with people who have strong, yet diverse connections in an industry

2. Put together a value that a niche group of people want. In this case, a recording contract for teens to 20-something people who feel they can sing.

3. Create a platform to exhibit this niche group and ask other people what they think. Then use their opinion to create a product to sell.

4. Narrow the field down until you get to one or two products.

5. Introduce that product to an audience who is anxiously waiting for it. Give them ways to talk about the product and encourage their friends to want it too so that you build anticipation for the final product launch.

6. Launch and sell the )@& out of the product. In the case of American Idol, 33-Million records sold over the past 5-years PLUS concert tickets, DVD sales, merchandise, etc.

7. Repeat the process every year.

Result: 65-Million votes for the product that won. My guess is instant Gold or Platinum Record for Taylor Hicks on a new single that was introduced.

That’s more voting than any Presidential Election in history and instant success for someone who was part of a process that works.