Service Based Businesses
Who Gets Three Times More Referrals Than Salespeople Do?
Who gets three times more referrals than salespeople do? The answer to that question is Experts. How are you an expert at what you do? First off, look at what you do. What do you specialize in? Many companies say they specialize in seven different things (I’m only SLIGHTLY exaggerating). The reality is you can’t…
Read MoreEvolution and Implementation
I recently wrote a quote on my Facebook wall that said: “Things aren’t necessary for love.” I encourage everyone to brainstorm and write whenever the inspiration strikes you. It’s how I come up with many of the articles that I write. I sat on that quote on my wall for a few hours and then…
Read MoreTwo Ways and Two Words to Be More Able
When one hears that question, they may think immediately to if they are “able-bodied”? Or they may think of someone asking them to do something and if they can fit it into their busy schedule or not. Those are true thoughts but I would encourage you to start thinking of “able” in a different context.…
Read MoreA Cautionary Tale
Tell me if this sounds familiar. Person “A” works in an industry for years, learning, implementing, becoming excellent at product knowledge, having excellent attention to detail and outstanding customer service. They think “Hey! Why should the owner get all the money? I should own my own business.” So the person decides to open a new…
Read MoreAre You Naked in Front of Your Clients?
Are you naked in front of your clients? You should be. But Mitch…I don’t want to be naked in front of my clients…are you kidding me? Of course…I’m not talking about actually physically being naked but letting yourself truly be exposed. Sharing the real “you”. Many of us put up a “business” in front of…
Read MoreTwo Questions to Connect Faster
Lately I’ve been super busy moving my office (which I highly DON’T RECOMMEND during the busy season), traveling (business and pleasure), and keeping up with the business side of things. What amazed me after this past week is how much of a TIME SUCK Facebook and other social media is! I glanced at some of…
Read MoreBe in the Moment
I went through the McDonald’s drive-thru early this morning to get a mocha. I’m greeted by the auto-attendant in a cheerful voice saying “welcome to McDonald’s would you like to try a hot mocha?”. I respond “Yes, can I have a large mocha please?” and the same voice comes back with “I’m sorry sir our…
Read MoreDocument Your Process
Do you have your process documented? Now, before you say, “Yes, Mitch, everything about my sales process and presentation to a client is documented”, stop. Yes of course as a Sales Trainer I am speaking of your sales process, but not just your sales process with a new lead that comes in. What happens if…
Read MoreA for Awesome or F for Failing – Where Do You Rank?
Report cards. Remember getting those in school…you remember those times, don’t you? The end of the quarter comes and you would trudge along if you knew you didn’t get a good grade not wanting to show it to Dad or Mom or you would be bounding home in glee for the reward you might get…
Read MoreRip off the Rearview Mirror
Rip off the rearview mirror. Don’t look back. Always keep improving. I got a call from a business owner out of the blue the other day and his statements somewhat surprised me. He said biz had slowed down and he was struggling a bit. He blamed it on himself first saying he hadn’t been beating…
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