Archive for category Marketing

How much of your day is DESTROYED by early emails?

I used to have to go into the office an hour and a half early in order to check my emails, respond, and rearrange my day due to another email that is suggesting an emergency of some sort that requires immediate attention. I complained about how my work was not getting done due to having to respond to other situations and help out as a team player because of blah blah blah blah…I was totally compelled to do other work that was not my work and the email was my excuse. This was a terrible excuse. In looking for a solution I came across the 60-60-30 method by Eben Pagan. Feel free to look this up as this blog is not intended to promote this method, but more to demonstrate a realistic situation.

The key to the 60-60-30 method is to block off your day into time segments of uninterrupted work. UNINTERRUPTED work. I cannot say that this will be the answer for you, the 60-60-30 method did not work for me in my situation, however the premise did. The KEY to this working regardless of how you want to block off your time is this: Do not check your email, voice messages, or text messages until you have the first part of your day completed. For me, this meant after lunch. The funny thing was that my work was done now before lunch and the other work was much easier to prioritize. For the most part, the BS work that was being dumped on me at the start of the day that did not help me produce income disappeared. Not only was I able to make my day better, but then I ended up with more time to find more business and become even more productive than my competition.

So, how much of your day is DESTROYED by early emails? It’s painful to realize the truth, but such a relief to resolve it. Give it a shot, you will not regret it.


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How to use a business card, v.card, contact exchange.

99% of the time, it is easy to tell the difference between a true professional and a wanna-be.  It’s totally in how the INFORMATION is exchanged.  My card for your card, my data for your data is the norm, but the true professional goes the extra mile.  Little things like asking the new contact for alternative email addresses or verifying phone extensions, even bumping phones via Bluetooth (there is a reason for this tool).  Getting more that just a phone or extension by asking to connect via LinkedIn or Twitter.  The true professionals are usually engaging to get the access that is NOT already on the card or easily accessed.

The “Key” here is to have the total ability to control the direction of the communication.  If you give your card out in jest, who controls who calls whom?  Not you.  If you just get the standard information on the card, who do you get when you use that data?  The same gate-keeper system that is set up to keep everyone out but those that are wanted…ie. Not you.  Simple, get the information and get the information that is not readily available and you have access.  Not only that, but you have access that is not being competed for.  Success knows success by the means of the request for the “gate-keeper” by pass request.  Like a nasty little secret.

Now for those in sales that are giving business cards to prospects, simple suggestion: Only give a card to those that provide their contact data to you.  Simply because you, as the sales person, must be the person in control of the communication.  In case you haven’t noticed, you will give out a huge amount of cards to get one piece of business and it’s most likely NOT due to them having the card.  Simple rule, don,t give a card unless you are use two cards…one to give and one to write the prospects data on.  Again, if you don’t have their data, who is calling whom?  When?

Do you control the ability to communicate with those whom you have met?  If not, that’s a problem.

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Do you run your business or does your business run you?

This is the hardest thing for business owners of small businesses to learn.  Usually this comes at a cost.  What I’m talking about is not so much your hours of operation, but how you schedule yourself within your operation.  Timed items like when you do payroll, when you work the floor yourself (if you even do that anymore), when you are training staff, training yourself, when you are scheduling appointments, business meetings, lunches, family, etc…Now I know that one of the biggest objections to this line of thinking is, “I must do business when my customers need my business”, or something like this.  This is again, you having your business run you.  Firefighters, ambulances, hospitals, these are right now unschedulables and I’m sure there are many other businesses that are response businesses…is yours?  Is your business a response business?  Lead wise, for real-time leads, there are processes to put you in control of your business or you have staff to handle this.  This is not to challenge your business processes but to have you really think about who is in control of your business.  Let me take a real estate agent for example:Most successful Realtors are very scheduled even though most of the public would think of them as a responder business…you know, someone says I wanna see this house today and the agent is dumping the family to show a home.  Your “super agents” and up and coming super agents are very scheduled.  They have specific hours each day that they are prospecting, specific hours that they are following up on messages and emails, hours that they have scheduled in the office, hours that they have scheduled to show and/or list homes.  They are super because they are consistent.  Consistent.  Consistent.  Not only are they scheduled, but they provide a schedule to their clients.  When they will be available for calls, when they reply when they are not able to answer, and as any good sales person, they tell the customer what is next and when.  Not simple, but planned.  Regulated and monitored with the ability to adjust when the adjustment is long-term and maintains the structure of consistency and structure.

If you are in sales, do you have your time structured?  If you own a beauty salon, do you have time set aside for prospecting?  Follow ups on last weeks clients to see how things are going?  If you are a contractor, do you have time set up for project inspections and client updates each week?  Do you have time scheduled with your staff and clients for staged walk-through?

If it’s not scheduled it’s at risk of being forgotten and lost to the other “things” that come up.  So please review your business and ask, “Do I run my business or does my business run me?”

What are the important things needed to ensure you have business next week, month, and year?  Prospecting, Quality Reviews, Referrals, newsletters, phone time, door knocking, training, lunch?  Do you have these scheduled?  And if not, are you running your day and business by reaction only?

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