I am ready to change that thought into support for success…care to chime in with me?

This article made me think when a system is lacking, lack of direction is inevitable.

In the month of May – I have a treat for you and will announce it on this phone call.

On 4/24, I am hosting a complimentary tele-seminar to chat about this article. I believe people are ready to change and are becoming more determined than ever!

I am a “half – full” not a “half-empty” person and we will have some fun busting the abundance of excuses out there on this call.

From this call you will leave with at least 25 Reasons Why Sales People can succeed; and can succeed BIG in this economy.

Sales are made by creating wins in each of the steps in our sales cycle serving our clients.

I have a system to create successful sales in the remainder of the year and can’t wait to share it with you.

4 Key questions:

- What do you do with all those new business cards of people you just met out networking?
- If you divide the cost of the networking event by the number of cards you brought back to the office – how much did you pay for each lead (business card)?
- Does your networking cost you money or is it making you money?
- Now, the key question: what is your follow up system after networking?

Best Practices to Create a Bullet Proof Follow Up System:

1. Jot yourself a note on the back of each card after visiting with someone at the event. This reference information and adds a very personal touch when included in your follow up thank you note.

2. Schedule time to do step three; it is an important task. Tightening up this stage of the courtship from business cards collected and beginning a relationship with follow up will pay off in the future.

3. Choose a system that works for you: enter the cards into a database, as a CRM entry or in a notebook if you are more comfortable. Capture these names and details for future marketing efforts.

4. ALWAYS follow up with a thank you of some kind…an electronic video link via email, or hand written thank you card.

Hand written thank you notes are my personal preference when time is spent with a client.

Mail gets opened, emails don’t always get opened.

While trying to grow our businesses, sometimes, we work our system, and sometimes we are too busy to keep our system working.

What would we find out if we paused and surveyed our clients?

If I were to call your clients, how many of them would be raving fans?

5 key questions about the state of your pipeline?

1. Where would your clients and prospects place themselves on your pipeline?

2. Are there strangers in the piles of business cards?

3. Do you have a good grasp on where your sales pipeline is bulging or lacking?

4. Would some of them barely be able to recall your company name, or your name?

5. Do you have any ‘one hit wonders’ ….you know, the client that hired you once, and has never been back on the calendar of appointments?

An office environment or a team of people working on a common project. Everyone knows their contributions and duties, accepts them readily and progress is moving smoothly. This is one of the best team experiences you have ever had in a work environment.

Does this happen often or rarely in your real world?

In this fast paced tempo we work and live in, it is helpful to understand others and what they really need to be productive and effective in communication.

The reality, is inevitably there will come a time, when we have difficulties in some capacity when a group of people are working together.

The next time you get in a “prickly minute” of a communication challenge with co-workers try this:

1. Stop and observe.
2. Observe the BEHAVIORS of the people involved (this includes you).
3. Note what behavior is bugging you and ask yourself why it bugs you.
4. Stop the inclination to contribute to the struggle, argue or push your point or to pull back.
5. Remove the personal side of the situation and gather facts.
6. Take a deep breath and allow yourself silence to think.
7. Experiment with responding differently than you normally would.
8. What would make the other person more comfortable in this situation?
– Do you need to be louder or softer in your tone?
– Observe how they react – less frustration is your goal.
9. Shift yourself accordingly
10. Observe how they react -and you may have to make another shift depending on the severity of the “prickly minute”

Better communication and less frustration is the desired end game.

Communication challenges exist in every organization. Drop me a note and let me know your best strategies to circumnavigate “prickly minutes”?

Daily, all of us are some sort of ‘sales’ whether we call it that or not, we sell. Our requests for help from a friend, a project with other team mates, presenting a solution, a product or service or parenting…all of these have a sales component.

I encourage you to take 18 minutes – pause your life and watch this video.

http://www.youtube.com/watch?v=qp0HIF3SfI4

Next time you enter into a conversation – you’ll enter it from a new door, new perspective and with new clarity as to how you deliver your message or ‘pitch.’

Enjoy the link and drop me a comment on your thoughts of the video. I’d love to hear from you!

In July, part my family gathered outside Savannah, Georgia for a mini-reunion. One of my sisters, has 4 kids and they have 3 kids….so my mom & dad, and I tagged along and we rented a beach house on Tybee Island. 3 blocks from the ocean with kids of all ages, we were beach bums for almost a week. What incredible pictures of moments in life that will never happen again are either engrained in my mind or were captured on my camera. It is glorious being an aunt and even more amazing being a GREAT aunt (if you ask me, my husband Doug and I have always been a GREAT aunt & uncle – now it is official – three little cuties to prove it).

Low times included no extra time to visit Doug’s brother and his family in South Carolina while in Georgia, so close and yet so far away….Doug had a wonderfully busy work schedule this summer, so we did not get to travel together this summer. I missed him on these excursions.

Saddest note of the summer: we had to put our two ‘four legged children’ to sleep this summer Queso and Lucky shared 13 and 14 years with us and what a tough choice, however, it was time. As summer wraps up, we have a new four legged member to our family: Misha. One of our nieces gave us a gift and we are blessed to have traded two dogs for one – literally. Misha is a bouncing 130 pound Great Dane! We love her dearly and so does Daisy – our three year old Labrador retriever. When they romp, it is hilarious and they burn the calories chasing each other in racetracks around our yard. Don’t want to get in the way of that momentum!

What were some of your highlights this summer? Please tell me about them, what was special in your world? Time passes so quickly, treasure the memories and thanks for sharing.

Smile box?  What is that?  It was new to me and well, it was incredible!

Leave a comment and share with me your thoughts!

July 4, is also Gramma Van’s birthday!

According to stories my mom told us, as a child, Gramma used to think all the fireworks were a special birthday celebration just for her every July 4^th.

For years, my Mom and I would venture out every summer to visit Gramma Van.  What times we had…”us three peas in a pod” my Mom, my Gramma and me.  Three generations that loved our special mini vacations called long weekends together once a year.  Looking back, I wish we’d have gone more often.

I still hear Gramma’s elated greeting of “well hi doll,” as soon as we’d open her door.  We were consumed by a very small woman with a HUGE hug and a smile that held us close as she overflowed with joy to us.

Each year Gramma would cook ham, green beans, scalloped potatoes and custard.  We’d eat ham all weekend, but the custard never made it that long.   YUM! I can taste the meal as I write this today.

Our agenda was bursting with playing cards, eating and tell our latest life stories to each other.  We would get tickled at something and laugh until ours tears rolled.  I can still hear our laughter & treasure that memory.

We were living life to the fullest, most simple form – being with special people and loving life.  This poem made me think of my Gramma and I’d like to share it with you:

Walk on the edge.

Listen hard.  Laugh.  Play with abandon.

Practice wellness.

Continue to learn.

Choose with no regret.

Appreciate your friends.

Lead or follow a leader.

Do what you love.

Live as if this is all there is.

An excerpt from

Life Begins When You Do

by Mary Anne Radmacher

Gramma left this earth 10 years ago, in 2001 at age 92. She is joyfully on my mind and in my heart this year…we used to kid about her living until she was 102.  Happy Birthday Gramma Van.  I miss your spunkiness.

My friends, thanks for allowing me to honor Gramma’s footprints on my heart with you.

Have a safe July 4th weekend and make all the memories you can today – they will be treasured tomorrow!