Whose Yo Blogga?

What blogs do you read?

Do you like reading blogs written by salespeople?

Do you like reading blogs written by marketers?

Do you like reading blogs written by webbies?

Social/personal blogs?

Have you ever searched Google for the most popular blogs?

or for the most popular sales blogs?

If this is the only blog that you read, check out the other blogs that I read.

Then give us a thought on the comment page.

The First Thing?

I was watching the Secret the other day and am borrowing one of its analogies.

Think about driving from Maine to California at night. Your headlights will illuminate the 200′ in front of your car. It’s thousands of miles from Maine to California, You can’t see thousands of miles ahead, but you’ll drive it 200′ at a time and you’ll get there just fine.

A sales call works the same way. You can’t see your destination, you can only see what’s been illuminated for you, but if you focus on listening to your prospect and moving through the illuminated area, you’ll get through it.

All you have to do is start it the right way.

Remember the way Nomar Garciaparra used to start his at bats?

Who starts their speeches with My Fellow Americans…?

How about this way to start a day?

OK – What’s the First Thing? How do you start a sales call?

2009 Choices

Henry Ford said, “People can have the Model T in any color – so long as it’s black.” One choice. That’s it.

How many color choices do car buyers have in 2009?

When I was growing up, we had a television antenna on the roof. It had a VHF component and a UHF component. Two choices.

There were three networks. NBC (National Broadcasting Company), CBS (Columbia Broadcasting System) and ABC (American Broadcasting Company). Seemingly three choices, but the reception for ABC was terrible, so we usually only had two choices.

Let’s see….How many cable channels are there? Satellite? Dish? How many viewing choices do viewers have in 2009?

What’s the point? Think of your prospect as a couch potato with their finger on the “surf” button on the remote.


Can you get their attention in that split second to keep them from clicking again? Can you get them engaged so they’ll relax their grip on the remote? Can you figure out what they want and give it to them so they’ll stay for the whole show? Will they tune in again next week?

No answers here. Just questions.

More on Referrals

I started working with a new client last month. Honestly, it wasn’t the easiest sale that I’ve ever made, but once we engaged, he committed 100%. Last Friday, I sent the following email to him, “This question was posted to one of my groups. Is it something for you?” and I included the details of the request. I received the following response. “Rick, Good lead …we appreciate it very much!!” It was unexpected and he verbally added that our relationship was already showing a return. Well, Duh! Isn’t that what it’s about? Actually, I never tell prospects that they should expect referrals from me, but give me a break! I practice what I preach.

Contrast that with this email that I received yesterday. “Hi Rick, Do you know these guys? I noticed they came up on the the (prospect list) for February. We do a lot of work helping companies (yada yada yada). Would you be able to introduce me to someone? Thanks” I’ve never referred him. He’s never referred me. I don’t buy from him. He’s not a client. As a matter of fact, he’s a client of a competitor. I know a guzzillion people in his industry and I have an expert that would be my first call. Why would I introduce him?

So. I sent the following email to my expert. “Expert, I know the guys that (he) wants to talk to except I don’t want to refer him. Who should I introduce them to? Somebody like you that does (that stuff). Straight shooter. No bullshit. I don’t like (him), but if he’s the only choice, and the my client wants to help, I’ll hold my nose, grit my teeth and make the introduction.

My guy’s handling it.

If you’re not getting it, you should read How I Refer. I’m pretty black and white. I like clients and I do almost anything for them and if their business fails, it’s not because of me.

More On (Not moron) Reality vs. Virtuality

Remember Mr. Awesome? His real name is Matt Webster. He calls himself The Supreme Chancellor. This is his company.

OK. So, now it’s your turn. He’s out there. He’s real. He’s not perfect, but he’s trying. Here’s his blog. Give him some feedback.

Comment here. Comment on his blog. Tell him what you think. Tell him what you like and don’t like.