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