Tag Archives: Business

Sell Your Way To Success: Tap Into Your Greatness

“If you choose to tap into your greatness, then you will live an extraordinary life. We may not all be famous. We may not all be financially rich. But we all have greatness to make a difference in this world. Dr. Martin Luther King, Jr., said, ‘If a man is called to be a street sweeper, he should sweep streets even as Michelangelo painted, or Beethoven composed music, or Shakespeare wrote poetry. He should sweep streets so well that all the hosts of heaven and earth will pause to say, here lived a great street sweeper who did his job well.’”

*Excerpted from “Sell Your Way to Success” by Mark Bowser. Get Your Copy Now from Amazon! http://amzn.to/XWGK8M

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Sales Success: Learn From the Best!

As Digger and Jack walked back through the double doors into the lobby area, Jack hesitated, but forced the question out of his lips, “Digger what did you mean when you told Mr. Ziglar that you wanted me to learn from him to start my training? What training?”

“You are having trouble with your sales, right? Like I said yesterday, I was sent to you.”

*Excerpted from “Sales Success” by Mark Bowser with Zig Ziglar

Sales Success Program

Study the Competition…And Improve Upon It!

By Mark Bowser

What is your competitor doing down the street?  If you can’t answer that question then that is a dangerous position to be in…that is if you want to grow your business.  Walt Disney said, “When I started on Disneyland, my wife used to say, ‘But why do you want to build an amusement park? They’re so dirty.’ I told her that was just the point— mine wouldn’t be.”

In Walt’s day, amusement parks were not only dirty in appearance, but often also in morals.  Amusement parks of that era were not the same as they are today. We can thank Walt Disney for the experiences we have today.  You see, Walt saw what the competition was doing and had the vision to improve upon it.  Yes, he saw the flaws and imperfections, but he also saw the possibilities. We must do the same thing in our business’ and careers.

Scott McKain is a friend of mine who is a distinction expert.  He has written incredible business books such as Create Distinction and the 7 Tenets of Taxi Terry.  Scott says that one of the problems in the marketplace today is that most business’ are very similar to their competition. The grocery store I shop at is probably very similar to the grocery store you shop at on a weekly basis.  Now, when Scott talks about being distinctive, he is not talking about being different in a silly way.  He is talking about what Walt did with Disneyland.  Walt Disney took a worn out idea, the amusement park, and transformed it into the happiest place on earth.

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So, how can you stand out from your competition?  How can you learn from them and improve it?  That is the key.  That is what Walt called “plus-ing.” Taking an idea and making it better.

Have the Courage To Be Different…The Walt Disney Way

By Mark Bowser

“‘Well, in order to crack the field,’ I said, ‘I’ve got to get something a little unique, you see.’ Now, they had the clown out of the inkwell who played with the live people. So [with the Alice Comedies ] I reversed it. I took the live person and put him into the cartoon field. I said, ‘That’s a new twist.’ And it sold. I was surprised myself.”  Walt Disney

Early in his career, Walt Disney produced the Alice Comedies which was a series of films starring a cute little girl who would interact and experience the animated world. Well, they were a huge success.

So, what is the message for us? Have the guts to be different. To stand out in a positive way.  To succeed, we must differentiate ourselves.  Being the same as everyone else will never get you where you want to be in life. We must stand out and be different. Not weird, odd, or silly. But different.

Most people will never do this because they are afraid. We like to hide in the crowd. It is comforting.  Disney was willing to take a risk.  He didn’t know if the idea would work or if it would be a spectacular failure. You see, the road of success can be treacherous. It can be that mountain road that snakes around and around so close to the cliff’s edge. Oh, but think of the view from the top.

So, what makes you different? What are your strengths and how can you use them in a little different way just like Walt did?

The Law of the Farmer

The Law of the Farmer is one of the great success truths of all time.   You can find this truth in the ancient book of Matthew found in the Bible.

The Great Teacher went down to the sea shore and a great crowd amassed around him.  Everywhere he went, the crowds would gather.  The Great Teacher looked over the crowd ready to hang onto His every word.   He stepped into a small boat and was pushed a few feet from shore.  In this way, the masses would not only be able to see Him more clearly, but would be able to hear Him more effectively as well.

The Great Teacher opened His mouth to speak.  A hush came over the immense gathering of humanity.   The Great Teacher said, “A farmer went out to plant some seed.  As he scattered it across his field, some seeds fell on a footpath, and the birds came and ate them.”

Let’s stop right here and see what this has to say to us today.  The seed fell on the path and birds came and ate the seed.  Hmm?  What does that mean?  Well, I believe that some people get set in their ways.  They like the old way of doing things.  They like the old way of seeing things.  And they like everything to stay the same.  These people are not willing to change and grow.  You position your product or service to this individual (you plant a seed).  This person is so closed minded that they don’t even see the opportunity so the seed is stolen away, in this case by the birds.

Let me give you an example.  For how many years have some medical doctors disagreed with the practice of Chiropractic?  Too long to count.   Many of them aren’t even willing to consider the possibility that chiropractic care could help their patient.  Their patient is not getting better but they would prefer to fail their patient then to open their eyes to refer them to a doctor of chiropractic.  My family doctor is different.  He had no problem with me seeing my chiropractor Dr. Paul Juszczyk.  Why?  Because his eyes are open.

Now, you might be thinking, “what if the person I am talking with is closed minded?  What if they are the seed that falls on the path?  What do I do?”   My advice is do nothing.  Move on to the next prospect.  You see, their hardness of mind and heart is not your issue.  It is theirs.  You did your part.  You planted a seed.  In this case, it just didn’t grow and that is not your fault.

Let’s get back to the story.  The Great Teacher said, “Other seeds fell on shallow soil with underlying rock.  The plants sprang up quickly, but they soon wilted beneath the hot sun and died because the roots had no nourishment in the shallow soil.”  What does this mean for us?  Well, some prospects for your product/service get very excited about what they are hearing and seeing.  The challenge is that they take no action.  Because they do nothing, the motivation begins to fade away to where in a very short time the seed begins to die.  One of the ancient writings says, “But be doers of the word, and not hearers only, deceiving yourselves.  For if anyone is a hearer of the word and not a doer, he is like a man observing his natural face in a mirror; for he observes himself, goes away, and immediately forgets  what kind of man he was.”  Without action, many seeds will die.  So, what should we do?  Get the prospect to take action.   Get them to make the appointment, fill out the form, whatever, but they must take action immediately or we will lose them.

Next part of the story reads, “Other seeds fell among thorns that shot up and choked out the tender blades.”  The thorns could be the other stresses in our lives that preoccupy our minds.  When a prospect has a thorn there is not much you can do.  The timing may be wrong.  You did everything you could possibly do.  You planted your seed.  Now, it is a waiting game.  Contact the prospect on a regular basis to stay in touch.  But don’t just call them up and say, “Hi.  Just wanted to give you a call to touch base.”   Yuk!!   You got to give them value.  That is why I like newsletters and ezines.  It is a great way to stay in touch and at the same time add value for them.  Pack your newsletters with helpful articles that are going to improve their lives and reduce the stress (the thorns).

The Great Teacher finishes His story with, “But some seeds fell on fertile soil and produced a crop that was thirty, sixty, and even a hundred times as much as had been planted.  Anyone who is willing to hear should listen and understand.”  Why do some seeds produce more than others?  I haven’t a clue.  But the truth is that some do and we don’t have to be concerned with the “why.”  All we have to do is plant the seeds, water them and fertilize them, and be ready to bring in the harvest.

Another time, the Great Teacher said, “Keep on asking, and you will be given what you ask for.  Keep on looking and you will find.  Keep on knocking, and the door will be opened.  For everyone who asks, receives.  Everyone who seeks, finds.  And the door is opened to everyone who knocks.”  I think this teaches us not to give up.  To be persistent.  If you are digging for gold, you will have to uncover a lot of dirt to find a nugget, but if you keep asking, seeking, and knocking, you will find the nugget.  And the nugget is always worth it.  It was Calvin Coolidge who said, “Nothing in the world can take the place of persistence.  Talent will not; nothing is more common than the unsuccessful man with talent.  Genius will not; unrewarded genius is almost a proverb.  Education will not; the world is full of educated derelicts.  Persistence and determination alone are omnipotent…”  Stay the course and you will be successful.  The Law of the Farmer works and it will work for you too.

 

*Excerpted from Mark Bowser’s book “Three Pillars of Success”.  Available at Amazon Kindle Books. Click the picture link on the right panel.

The Business Linchpin: Can It Destroy You?

By Mark Bowser

I have been thinking. Is there a linchpin that could start a domino effect that could devastate your business, career, or life?   And, is there a tipping point that could start an avalanche of success like a runaway snowball?

Interesting questions, but are there answers?  My wife and I love to watch the hit ABC TV show Castle.  Last season, they had an intriguing two part episode that explored this concept of a linchpin.  In the story, an economic linchpin was discovered that if put in motion would destroy the United States economy and start a downward domino effect that would lead the globe to World War III.  It was a very entertaining escapade from our daily lives and in the story the bad guys almost succeeded?  But, it got me thinking.  Is it possible?  Could one event in our lives do so much damage and destruction?

Well, as I continued to think about it, I began to believe that there very well may be a linchpin or a tipping point for our careers, business’, or even our lives.  Let’s explore the linchpin first. What if you had all your eggs for success in one basket and you lost the basket?  Do you see where I am going with this?  Brian Tracy says that “Everything Counts” when it comes to selling.  What if you or one of your associates kills (accidentally of course) the business with your largest client?  What if that client composed 85% of your annual business?  Could you survive…or would it be your linchpin? 

So, what is the solution?  We must avoid the business error so many of us are guilty of, including myself.  We put most of our eggs in one basket and if we lose that business, we are headed towards economic devastation known as Chapter 11.  We avoid it by spreading out our sales and marketing.  By kicking into high gear our prospecting for new and more clients. 

The only way to avoid the business linchpin is to make sure that no one event or any one client so controls the life blood of your business existence. Spread it out. Market more. Do business with different sized clients.  From a personal standpoint, we have to make sure that we put aside a part of our income from every paycheck.  Why?  What would happen to you and your family if you lost your job today?  How would you avoid a personal linchpin?  In this economy, we all know friends and family who are currently out of work or were out of work at some point in the last few years. We must have a cushion of resources to fall back on.  That strategy and discipline will kill the linchpin…and not you.

Now, let’s talk about the tipping point.  Is there a point where all your marketing, all your sales, all your success converge into a place where it spills over to tremendous, incredible visibility, and success? I believe so.  Why do some products go viral? I don’t think we can know the answer for sure…but we know they do.  In fact, this article may go viral, but why this one and not another one?  Malcolm Gladwell wrote a great book titled The Tipping Point.  Go pick yourself up a Kindle ebook version today.  It is awesome! You can get Malcolm’s book for $9.99.  And while you are there, I invite you to take a peek at one of my books like Three Pillars of Success

Your tipping point exists and it will find you…if you continue to practice business success. In fact, do more of it. Supercharge it. What will make you more visible? What will get you and your product or service more attention? How can you get your product or service into the hands of more people? How can you serve them more than you currently are?  Seek the answers to these questions and take action on what you discover and before you know it, your tipping point will find you.

 

Three Pillars of Success by Mark Bowser on Amazon Kindle.  Only $2.99

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