DECIDE is the most powerful word in marketing.
Decide who you are.
Decide who your prospects are.
Decide to do your best work.
Decide not to work with jerks.
Decide on your menu of investable opportunities.
Decide what business model you're running.
Decide what revenue model your pricing comes from.
Decide what tasks can be delegated, eliminated, or outsourced.
Decide to pursue a niche market.
Decide to publish content regularly.
Decide to become a valued asset to your prospects.
Decide to become indispensable to your clients.
Decide to make a bigger splash in a smaller (or bigger) pond.
Decide what kinds of projects are NOT for you.
Decide on your marketing strategy.
Decide on a small, focused set of tactics.
Decide to market more consistently.
Decide to sell more bravely.
Decide to dream bigger.
Decide to act faster.
Decide to crush it.
What do YOU think? Please use the COMMENTS area below to share your advice, insights and recommendations on this topic and join the conversation...
Nope, this is NOT a post about that kind of soft, squishy "mission-vision" thing...
This post is about what's on your plate right now - today - right this minute.
My friend, Jose Palomino, sent me an email this morning about some website tweaking that he's doing. He wrote, "Getting the timing right and the sliders to stop rotating after the final reveal is today's mission."
Bam - that was his ONE thing for today. Was he doing other tasks? You bet. Was he developing business, calling clients, following up on sales leads, and doing paperwork? Sure... but he also had his "mission" for the day.
When it comes to being a small business owner, independent professional or speaker/consultant, you have a million things to do and a hundred priorities.
Wouldn't having a SINGLE mission for the day be great?
Well - you can. Many important tasks can be done in as little as 15 minutes -- and tackling ONE head-on might be exactly what you need to regain that most precious entrepreneurial asset - MOMENTUM.
Some examples to get you started:
- Revise your home page copy
- Write an important email to a client or prospect
- Send an invoice you've been proscrastinating on
- Post a blog
- Submit an article to a trade journal or industry publication
- Respond to a media request
- Send out your email newsletter
- Circle back with a prospect who's on the fence
- Clean up your LinkedIn profile
- Post a long-overdue recommendation on LinkedIn
- Send a thank-you note
- Mail a book to a prospect, influencer or decision-maker
- Pick up the phone and apologize to someone important
- Ask for that referral you've been shy about pursuing
- Contact that virtual assistant you've been thinking of hiring
- Post your internship job description with your local university
- Begin a research file or a Google Doc for your next book
- Make a list of 20 companies you'd like to do business with
- Clear off your desk (you can do this in 5 min. if you create a file folder called "Crap from Desk" and today's date!)
- Do a competitive sweep and see who's doing what in your industry so you can refresh your offerings
- Shoot a 2-minute video and post it to YouTube
- Buy my book and get $747 in bonuses right now (Shhh...)
- Erase the whiteboard in your office and create a "fresh start"
- Take yourself out to a coffee shop for a 2-hour strategic meeting with yourself, a legal pad, and a pack of Sharpies
- Take a nature walk and bring your pocket audio recorder or smart phone to capture ideas
- Reconnect with an old client, friend, or colleague
- Write an amazon book review for a book you admire in your field
- Call your tech wizard to fix a nagging technology problem you've been tolerating for way too long
- Leave a 45-second voicemail for a client just to say how much you value your relationship with them
- Visit your favorite bookstore or newsstand and buy a magazine to flip through for new business ideas
What's YOUR mission for today?
Please share YOUR advice, insights and recommendations on this topic in the COMMENTS are below and...
Guest post by Scott Plum
Last week I made a visit to my neighborhood mobile phone carrier’s retail store and noticed a ‘No Solicitors’ sign in the window. This gave me pause before entering. I thought – “I’m a Solicitor, what’s wrong with me. Why don’t they want me to come in?”
I peered through the glass like a school boy at a peep show, wondering what is going on inside that I was forbidden to see. Others inside the store began to look at me and I finally mustered up the guts to pull the door open and walk in...
Read the rest of the story here...
This video is one of my all-time favorites.
And if you're an entrepreneur, you'll immediately see why:
Have a great weekend - and then next week, get back to the business of changing the world!
Do you sell to chief executives, presidents, and corporate bigwigs?
If so, chances are good you're doing it wrong. Here's why... and later in this post, you'll get some tools to start doing much MUCH better FAST...
The reason you're not getting the appointments you want or capturing the interest you need from senior executives and CEOs is that you're selling functional ideas to strategic people.
The last thing - and I mean DEAD LAST thing - that any chief executive cares about is the "how" of solving a particular problem.
You've seen the cliche in a hundred different movies of the top dog barking at an underling in the board room - "I don't care HOW you do it. Just get it done."
But when it comes to selling, we sellers and marketers are soooo in love with our "How."
What you need to focus on is the "Why" and then immediately jump to results and outcomes.
But not just ANY results and outcomes - the results and outcomes that your CEO prospects are publicly, permanently and strategically committed to achieving.
Not sure exactly what results or outcomes your top executive prospects care about?
Don't guess... educate yourself.
Here are links to some online and offline resources (magazines, annual lists, websites, books) that you should buy, download, read and integrate into your marketing game plan so that you can sell much more effectively to CEOs and other C-level buyers:
ARTICLES and WEB LISTINGS:
Harvard Business Review - Top 100 CEOs
Fortune Most Admired Companies
Fortune Best Companies to Work For
50 Most Powerful Women in Business
2013 NAFE Top 50 Companies for Executive Women
The Outsiders: Eight Unconventional CEOs and Their Radically Rational Blueprint for Success
What Got You Here Won't Get You There
The NEW Secrets of CEOs: 200 Global Chief Executives on Leading
The CEO Code
The moment YOU start talking CEO Language about CEO Problems is the moment you start to earn their attention, their trust, and - eventually - their business.
Tags: Marketing speaker, marketing coach, sales, selling, CEO language
What do YOU think? Please use the COMMENTS area below to share your advice, insights and recommendations on effectively selling to CEOs and corporate executives...
If you're interested in marketing success, business success, and life success - well, there are a lot of so-called experts out there.
Many are called. Few are chosen.
I've made the choosing easy for you...
Here are 29 super-smart, generous, prolific, sometimes contrarian, and always fascinating people worth following...
p.s. The best thing about them - none of them would CALL themselves a "guru" - they simply consider themselves lucky to be sharing their insights with others who can benefit.
Here they are in no particular order (although each of them is truly #1)
- Jay Baer - http://www.convinceandconvert.com
- Stephanie Chandler - http://www.stephaniechandler.com
- Corey Perlman - http://www.ebootcamp.com
- Melinda Emerson - http://succeedasyourownboss.com
- Barry Moltz - http://barrymoltz.com
- Henry DeVries - http://www.marketingwithabook.com
- Scott Ginsberg - http://hellomynameisscott.com
- Dan Janal - http://www.prleadsplus.com
- Mark LeBlanc - http://markleblanc.com
- Mary Foley - http://maryfoley.com
- Gene Marks - http://genemarks.com
- Viveka Von Rosen - http://linkedintobusiness.com
- Brian Tracy - http://briantracy.com
- Tom Searcy - http://www.huntbigsales.com
- John Jantsch - http://www.ducttapemarketing.com
- Joe Calloway - http://joecalloway.com
- Jay Conrad Levinson - http://www.gmarketing.com
- Joe Vitale - http://www.mrfire.com
- Mark Sanborn - http://www.marksanborn.com
- Marshall Goldsmith - http://www.marshallgoldsmithlibrary.com
- David A. Fields - http://www.davidafields.com
- Pamela Slim - http://www.escapefromcubiclenation.com
- Mark Hunter - http://thesaleshunter.com
- Bob Bly - http://www.bly.com
- David Siteman Garland - http://www.therisetothetop.com
- Bob Burg - http://www.burg.com
- Jeffrey Hayzlett - http://hayzlett.com
- Jim Kukral - http://www.jimkukral.com
- David Rohlander - http://theceocode.com
And here are eight more for good luck... (Yep, you get more than 29. See? Underpromise and overdeliver!)
- Michael Goldberg - http://www.buildingblocksconsulting.com
- Randy Gage - http://www.randygage.com
- Jose Palomino - http://www.valueprop.com
- Dharmesh Shah - http://onstartups.com
- Sally Hogshead - http://sallyhogshead.com
- Michael Dalton Johnson - http://www.salesdog.com
- Larry Winget - http://www.larrywinget.com
- Gary Vaynerchuk - http://garyvaynerchuk.com
Bookmark this blog post - stay connected with these people - implement their big ideas - and you WILL profit, prosper, and succeed.
What do YOU think? Please use the COMMENTS area below to share your advice, insights and recommendations on the people who have made the biggest impact on YOUR professional success...
Elevator pitches remain as critical as they have ever been - perhaps even more so given the increasingly short attention span we all seem to have. Here then is some good advice on how to create your own elevator pitch from Toby Marshall at Lead Creation.
1. A great ‘Elevator’ provides just enough information to hook the listener in and spark a conversation. It is just the beginning, not the close; think lead generation not sales.
2. It should be short—10 to 20 seconds. Our attention spans have become shorter due to fast-paced city living and Social Media.
3. Practice it by speaking out loud and standing up—never just write it and read it to yourself. Say it again and again in front of a mirror; then with colleagues or friends. Say it 20 times and you’ll then know it enough to improvise and vary it so it comes alive and doesn’t sound stale.
4. An ‘Elevator’ is not just for sales people or business owners. It’s also for people who have jobs and want better ones—that’s most of the population!
5. A great rule of thumb is to only use your ‘Elevator’ when asked the question. If you walk up to someone and start talking about yourself it’s usually a big turn off; most people would say something like “so tell me about you.”
6. Sell yourself, not your product or business. The other person needs to be interested in you before they will buy anything from you. The old adage that ‘People buy from people they like’ still rings true for B2B marketing
7. Elevators are never about closing a sale, despite the name ‘pitching’. In this Social Networking age, blatantly selling is less and less acceptable. Even at Chamber of Commerce meetings—a pure business setting—I run a mile from people who are all about themselves. Life’s too short!
8. It’s NOT your cold calling script (if you are still foolish enough to be doing cold and not ‘very warm’ calling!)
9. Use pauses to emphasize; it is not a race to get the words out. Vary your tone as speaking in a monotone bores people—it’s very common though, possibly because they themselves know the words are boring!
10. If you are in a business setting, think about how you can help the prospect achieve their goals. That may be the breakthrough you are looking for with your lead generation—thinking about the implications for them?
Note that there is nothing in the above about providing a case study. In my experience they will ask me if they are interested, once they have heard my ‘Elevator’. Also, including studies that are meaningful makes it too long, and you are likely to see their eyes start to glaze over! Just have a couple ready to go in case they ask, though.
The above rules will help you see much better results with your lead generation in all types of social and business settings; learning to change the pitch depending on who you are speaking to, and where you are speaking to them, is a huge advantage to you and your business.
Tags: Marketing Coach, 10 Golden Rules for Your Elevator Pitch, Marketing Speaker, Marketing for Speakers, Marketing for Experts
What do you think? Use the COMMENTS area below to share your advice, insights and recommendations on the elevator pitch, otherwise known as your "verbal business card," "audio logo," "10-second introduction," etc.
1. Fewer resolutions. More resolve.
2. Increase your daily level of optimism. AMAZING things will start to happen!
3. Be a lamp. Or a lifeboat. Or a ladder.
4. Mean people suck. Don't become one of them. Not even for a second.
5. Write more. Journaling, blogging, morning pages, notes to friends and loved ones.
6. Feature and leverage other people. Read this to find out how.
7. Be more gracious and more grateful.
8. Less excitement. More execution.
9. Let it go. Yes, you know EXACTLY what I mean. (Thanks again, Joe Calloway!)
10. Create a mastermind alliance or partnership. It will make all the difference.
11. Write your damn book already.
12. Drink more water.
13. In case of emergency, oxygen masks will drop from the overhead compartment. Secure your own mask before assisting others.
14. Clean up. De-clutter. De-pile.
15. Make more lists and use them wisely.
16. When it comes to social media: Post value (not ego); Retweet generously; Shout-out loudly; Thank abundantly.
17. Carry a notebook everywhere. Got an idea? Write it down. With today's date. And a "next action" step. Repeat.
18. Get more sleep.
19. Do more of what makes you happy.
20. If you speak or present regularly, your ideas deserve beautiful slides. This might help. And you totally need to read this (PDF) too.
21. If you DON'T speak or present regularly, you are missing out on the #1 way to boost your career, grow your business, and magnify your impact on the world. Want some ideas? I can help you (yes, it's free.)
22. Nobody buys your products, services or ideas "sight unseen." So go get seen.
23. "If everything seems under control, you're not going fast enough." ~ Mario Andretti
24. Read Getting Things Done by David Allen.
25. Master your inbox once and for all. Massive freedom will follow.
26. Tap into trends to generate more and better ideas for both your business and your life. Start here or here. (Read this to see how Harvard Business Review connects trend hunting with sales success, too.)
27. Stop worrying about the HOW. Focus on your bigass WHY and a small set of very specific WHATs. The rest will take care of itself. Honest.
28. Become more in tune with the time/space continuum. Seriously. Rather than wanting everything to happen "Now, now, and now" (which only causes overwhelm and frustration) focus more consistently on what you need to do "Next, next, and next."
29. The three factors to your long-term success: 1. Your Authenticity 2. Your Expertise 3. Your Enthusiasm.
30. Replace "Who's going to let me?" with "Who's going to stop me?" (Hint: Maybe no one?)
31. Reflect on the shortness of life. This slide show of people we lost in 2012 may help remind you. And pack as much goodness as you possibly can (for you and for others) into every single day.
32. Always pick up the check and leave a big tip.
33. You're pumped... You're peaked... It's game time... Bring it!
Tags: Marketing coach, marketing concept, marketing for authors, marketing for speakers, success tips
Please share this post with those you want to help. And add your own wisdom in the COMMENTS area below...
My friend and mentor, Jay Conrad Levinson
asked me to send this special invitation
to you below... this program may be exactly what you need to kick off your 2013 with a BANG and generate the results you want in your business.
Learn Guerrilla Marketing
from the man who invented it, Jay Levinson
. Whether you are a small or medium sized business owner, in marketing or sales, or are a CEO, your business will be invigorated and you will gain fresh perspectives on moving forward after attending the Guerrilla Marketing Intensive.
There is no better investment.
Jay is a winner of first prizes in all the media, he has been part of the creative teams that made household names of many of the most famous brands in history: The Marlboro Man, The Pillsbury Doughboy, Allstate’s good hands, United’s friendly skies, the Sears Diehard battery, Morris the Cat, and the Jolly Green Giant. He was a First prize winner at both the Cannes Film Festival and Venice Film Festival. He is the best selling author of the Guerrilla Marketing series.
We keep the Intensive under ten people as they are at Jay's personal home in Debary, Florida.
The next date for live training with Jay himself
- November 12th - 14th, 2012
PS: Read what this year's attendees have said about the Guerrilla Marketing Intensive.
I must tell you, this week was one of the most informative and productive weeks I have had in a very long time. Jay and Jeannie were wonderful hosts and teachers. I left there revved up and ready to take my business to new heights through Guerrilla Marketing.
Tom Lemery, President & CEO
I just wanted to say thanks again for a great 3 days. You've motivated, inspired and given me the tools to take the action that I have been procrastinating.
Kelli Hoskins, CEO & Master Business Coach
ActionCOACH /The World's #1 Business Coaching Firm
Amy, I should tell you that I am in love with your parents. Jay and Jeannie are so amazing.
Elayna Fernandez, The Positive Mom Foundation
Bestselling Author | Guerrilla Positioning Strategist
I would like to thank you for your wonderful hospitality at the Intensive. Jay was just fantastic.
Ashish Desai, Sujanil Chemo Industries