10/04/2018

Isn’t it amazing how sometimes the answer that has just eluded you, was right there in front of your face the whole time? Almost every entrepreneur or business person has searched  for some version of a magic bullet. I’m not sure I found it but this is awfully close. As usual,  If there’s one thing we’re all guilty of, it’s trying too hard and looking too deeply.

Especially in the 60s, corporations would write out a sales pitch, they expected you to memorize and rehearse it and then almost like a copy machine, they expected you to recapitulate it flawlessly over and over again with any carbon-based life form that you came in contact with. They really didn’t care how well it fit that person, it contains the facts that the company supported, the company likes that set of facts and by golly people who didn’t get it are just simply stupid, dense or sub-humanoid.
Occasionally this verbatim, highly dry and impersonal sales pitch would in fact say the right keywords and occasionally a sale would result, thus empowering the company to push even harder for you to repeat repeat repeat, this mind-numbing sequence of words. 

And then everything changed. I was invited by a good friend of mine to attend a free lecture given by Network Marketing guru “Big Al” a.k.a. Tom Schreiter. In the final analysis not only were we doing it wrong, but we were headed in the wrong direction. The key, according to Big Al is to be a “problem solver” instead of a “solution pusher“. Our relentless listing of features, benefits etc. was turning the prospect off because we weren’t solving their problems. Sometimes the Prospect didn’t even know they had a problem and that’s why our approach should first be to talk about THE OTHER PERSON’S business, how it’s working for them and what stumbling blocks they encounter. Engaging the prospect and solving a problem or two, even if you don’t solve all their problems will be much more ingratiating then just ramming a list of features and functions down their throat. YOUR PRESCRIPTION ; be a “problem solver” instead of a “solution pusher“     

GuyWithTwoFirstNames.com

09/27/2018

WORDS TO SEE YOU THROUGH- Part 2

 

When we began this prescription last week, we had to face the fact that there will be good days and bad days. It is also pointless for you to wish or even hope things will be perfect all the time.  Bateman was paraphrased as having said   “It’s not what happens to you that matters, it is your RESPONSE that is the important thing!” Since it is inevitable, that there will be a rough patch, ‘the Doctor” (yours truly) prescribed drafting the attitude known as SWSWSW- Next “some will, some won’t, so what” and it’s onto the NEXT opportunity.  Whatever you, in the present, think will ruin the rest of your life, take heart that it is overcomeable. [Is that even a word?] It’s just a temporary bump in the road and you can and will overcome it. You will, can and MUST overcome it.

 

Part 2 of your prescription, centers on this notion that you must have sufficient strength of conviction to absolutely resolve and believe that you will overcome whatever setback occurs, despite its gravity. There are countless descriptions on the Internet, people with no arms or legs doing incredibly active sports, competitions, triathlons and parenting.   Blind people bowl and making unbelievable art.  Their “take no prisoners” attitude left them victorious-surely your obstacle can be overcome just by an ATTITUDE ADJUSTMENT. 

 

Just like succeeding in marriage doesn’t require each party give 50%...no each party must give 100% and maybe more like 120%.  You as the business owner, entrepreneur must be willing to “ go that extra mile.”  To emphasize that point, the now mighty Northwestern Mutual Life Insurance company, was founded March 2, 1857.  They expected to take in many years of premium to build up their reserves. Unfortunately, a train derailment in Wisconsin, killed 14 people just two years into the company’s existence.  Payout of Northwestern’s Death Benefit obligations would have bankrupted the company.  So, President Samuel Daggett and Treasurer Charles Nash personally borrowed the needed funds to pay the claims immediately. Can you imagine PERSONALLY guaranteeing your fledgling employers Accounts Payable? Talk about Strength of Conviction.  The mighty Northwestern Mutual survives today because of that ultra heroic act.

 

Yes, I’m talking to you.  Your problems are trivial compared to that and you can, must and WILL work through them.  Now, don’t you feel better already? Join me here next week for a new Prescription.

 

The Doctor will See You Now,

 

Dr. Ralph Harold, MD

Guywithtwofirstnames.com

09/20/2018

WORDS TO SEE YOU THROUGH- Part 1

 

Remember the Doobie Brothers song that contained the words “Listen to the Doctor“ (1989 album “Cycles”- song “The Doctor”). Since I really am a doctor (M.D. Ophthalmologist), you can listen to me. “Trust me- I’m a Doctor!”

 

PRESCRIPTION 09 2018: No matter whether you are an entrepreneur, business owner or an employee, life is hard. In fact life is such that there will be good days and there will be bad days. Face it-don’t fight it. That would be like hoping against hope that it will never rain on a day where you have an important  outdoor event. Really? Wishing like that is setting you up for 100% disappointment.  Wishes like that are never going to happen. So what’s the lesson here? Don’t look at your business in totally unrealistic terms. A much safer, more realistic philosophy, which I highly recommend are the paraphrased wise words of Kody Bateman “It’s not what happens to you that matters, it is your RESPONSE that is the important thing!“ Your Response- my now Wiser Friend and Colleague! Will the inevitable business setback, disappointment lost sale, lost bid, etc. cause you to be deflated, shut you down, throw you into the depths of depression or make you think of quitting? No way my good friend! Listen to the doctor-draft the attitude known as SWSWSW- Next “some will, some won’t, so what” and it’s onto the NEXT opportunity. Even the biggest deal is not the end of the world, it’s just a temporary bump in the road and you can and will overcome it. You will, can and MUST overcome it.

 

Now, don’t you feel better already? Join me here next week for further elaboration on “your prescription”.