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October 2008
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December 2008

Follow Your Feelings to Make More Sales

IStock_000006750220XSmall Recently, I attended a weekend seminar. I almost didn't go, but I had a feeling that it would be a good idea to attend. 

I arrived at the last minute to find about 500 people in a large hotel ballroom.

I generally like to sit toward the front, but unfortunately, I arrived at the 11th hour and had to sit about half way back.

Sitting in between two groups of women, one of the ladies on my right asked, "What do you do?"

I told her I was a commercial writer and sales process strategist. Then asked, "How about you?"

It turned out she was in the HR business and needed copy for a new Web site written.

We exchanged cards, I followed up the next week and we began a buyer-centric Web copy project. All because I had the 'feeling' that I should attend this event, even though I was a bit resistant to going the day of.

Follow those feelings and see remarkable things happen in your life more often than not.

Send a Card to a Soldier This Holiday Season

Fagin25646-057R My friend, the Money Master, Jeff Fagin, sent me an email asking for my support of a program that lets our wounded soldiers know that we are thinking of them and appreciate their sacrifices.

Here's the message Jeff sent:

GREAT  IDEA! When doing your holiday cards this year, take one card and send it to this address.  If we pass this on and everyone sends one card, think of how many cards these wonderful special people who have sacrificed so much would get. 

Holiday Mail for Heros
PO Box 5456
Capitol Heights, MD 20791-5456

This effort is provided by the American Red Cross. Over 600,000 cards were delivered to deserving service men and women in 2007. They hope to break the record this year, but all cards must be sent by December 10th to make the deadline.

I would encourage everyone to take a short break and send your appreciation to these deserving women and men and spread the word among your tribe.

Thank you very much for participating.

How to Make Money by Caring

HeartLowRes The fact is small and micro businesses that do well in tough economic times are those that are consistently using personal and relevant marketing touches followed by a well thought direct sales process to drive business growth.

The most affordable tactic to use is consistently demonstrating that you genuinely care about your existing clients and the prospects you can help most.

It’s easy to show clients and prospects you have their best interests in mind. Here are a few ideas:

Call, write (not email) or have lunch or coffee with every client on your list monthly.

Find out how they are doing. Talk about their successes.  Share a story and a word of encouragement. Then ask how you can best support them in their business.

Touch new, qualified prospects at LEAST 12-times over the course of sixty days.

Start by having the mindset of qualifying people out as quickly as you can when you prospect for new sales opportunities.

For the people who are qualified and interested in the value you provide, provide new ideas that can help them reach their goals consistently. Be an outstanding provider of relevant information.

Set clear and focused follow up times when asked to call back.

Call and leave a message if your prosepect is not there and follow up your message with a written communication.

Send an eBook (that you are allowed to share) or a print book you enjoyed. Send a greeting card, post card, thoughtful gift or other marketing touch that educates. This 'live touch' process can even be automated.

Sharing your knowledge demonstrates that you care about the outcome people in your market niche gain. Your goal is to be an information catalyst to your clients and prospects.

In today’s economic climate, caring enough to share the value you’ve created is your most profitable business building tactic.

The catch is you have to really be passionate about wanting to help your fellow human beings gain what they want in their business and life.