| What does it take to succeed? How many times | | | | having a coffee. Thank customers for |
| have you asked that question of yourself and | | | | business, opportunities and meetings. Thank |
| others? You may have heard many different | | | | others for recommending a book, introducing |
| answers. I have found one thing that | | | | you to a prospect, or hosting a great |
| successful people have in common. They use | | | | meeting.Write notes of congratulations. Pick |
| systems.They may or may not have talent. If | | | | a time each day for this activity. It might |
| they did they learned not to rely on talent | | | | be first thing, last thing, while on hold, |
| alone. Talent is seductive. For example, if | | | | waiting for the computer to backup or during |
| you are talented at golf you might be tempted | | | | breakfast. |
| not to practise. You might believe you can | | | | |
| wing it. Tiger Woods never wings it. Wayne | | | | Read the news. Did you read about a client, |
| Gretzky never winged it. Both of them are | | | | colleague or someone you want to meet? Send |
| tremendously talented at their sport. But | | | | them a quick note.Send news releases about |
| they know not to rely on that talent alone. | | | | your company to the media. Learn how to write |
| They developed systems.What is a system? A | | | | one. Build a database of media contacts. |
| set of practices, procedures and habits | | | | Develop a template. Plan to send one out |
| melded into a process that you learn, | | | | regularly. Look for opportunities and angles |
| perform, evaluate, improve and do again - | | | | and send them out. Don't get upset if every |
| repeatedly. Everything that you do can be a | | | | one isn't used. Do it consistently - some of |
| process. This applies in your personal life | | | | them will be.Make your cold calling |
| but especially to your business. To run a | | | | systematic. Write your cold call telephone |
| marathon requires a system - training, diet, | | | | script. Rehearse it. Improve it. Analyze who |
| measurement and repetition.Everything in your | | | | your best prospects are. Select those names. |
| business begs for a system. Business is real | | | | Schedule your calling times. Then call. |
| simple that way, discover the system and do | | | | Deliver your script. Then do the next one. At |
| it. And systems by their nature are simple. | | | | the end of the scheduled time, stop. Don't |
| They only demand persistence and | | | | keep calling because you feel good. Plan then |
| consistence.Let's look at the most important | | | | follow it. There is much less pain that |
| aspect to your business - sales. If you don't | | | | way.Don't be caught by surprise by voicemail, |
| sell you die. Can't get more important than | | | | a gatekeeper or the CEO on the phone. Prepare |
| that. Selling is not luck or talent - it is a | | | | what you will say to each. Write your script, |
| process. You find a client who wants your | | | | edit, rehearse then tape yourself. Then |
| product, they see the value in buying from | | | | improve. They will think you are so clever |
| you, they can afford it, and they buy. That | | | | when you know the right thing to say. Don't |
| is over simplified but that is the process. | | | | count on luck - build that system.Attend a |
| Depending on the business you are in you | | | | networking function. Decide your goals for |
| learn the details of each step and apply | | | | attending. You may want to meet three new |
| them. A friend of mine told me that he knows | | | | people, touch base with two clients, or |
| how many million-dollar clients he will get | | | | connect with the CEO. If you know what you |
| this month and the one after. Why? Because he | | | | want you are more likely to find it. After |
| knows the process and where to find them. The | | | | you achieved your goals you might relax and |
| difference between the $10,000 client and the | | | | just socialize. Consider that your reward. |
| $1million client is where to look. The | | | | All your systems should have check points and |
| selling process is the same. The only | | | | rewards - along with penalties.Do you use a |
| difference is the system of where you look. | | | | computer? Success with your computer emanates |
| To maximize his sales he keeps reapplying the | | | | from learning and practicing systems. You |
| process (system) and strives to find | | | | learn the software, shortcuts and tips. You |
| opportunities for improving efficiency in the | | | | must develop systems to protect your |
| system.The second most important activity in | | | | computer. Backup regularly. Scan for viruses. |
| your business is marketing. Why? Because | | | | Use passwords. I guarantee you, deviate from |
| marketing is everything you do that makes it | | | | your system of backups and sure enough Murphy |
| easier to sell. Here is where following a | | | | will appear to teach you a lesson.Life is |
| system is even more important. Marketing is | | | | simple. Success is simple. Business is |
| about sending messages. Building your | | | | simple. There will be complicated moments, |
| visibility, credibility, value, character and | | | | confusing dilemmas, and challenging enigmas. |
| reputation takes time. And the results are | | | | These are meant to test your patience, virtue |
| difficult to measure. You might be tempted to | | | | and self-confidence. Be clear, be persistent, |
| give up too soon.What marketing systems do | | | | be consistent and practise systems.©George |
| you have in place? You might consider | | | | Torok is co-author of the national bestseller |
| implementing some of these.Send thank you | | | | "Secrets of Power Marketing".To arrange for |
| notes. Carry pre-stamped envelopes and cards | | | | your speech or training program call |
| in your brief case so you can write the notes | | | | 905-335-1997. |
| in a waiting room, on the plane or while | | | | |