The latest entrepreneurial story started at 9:30 AM, Saturday, 6/14 with this email:

Happy (grand)Fathers Day Weekend!~ Hope your up in God’s Country enjoying. I can see the light…I am in need of some of your expertises and or some other sense of my options of “driving” my business. The post that made me think was: BootStrap Entrepreneur and if I am in the same boat as other clutter minded sm business owners this post really got me thinking… what if Rick is on 2 something..for me and other small business entrepreneurs that can use the help. Even though I need an expert in Sales I think that the question that I had to ask myself made clear sense to me… Is the person that is running my core business a salesman like myself? The clear answer is no , and I don’t consider myself a good salesman…I just believe in what we do and that has worked up until NOW. As always we have a bunch of irons in the fire, some are going to break soon…

We met for about two hours, exchanged a couple of emails and telephone conversations which resulted in a plan that gave him what he wanted. I sent the plan at 6:24 AM on Friday 7/18. It ended with the following:

You have three choices. Reply with, “OK, let’s get going. I’m in for Phase 1.” You and Mike Thornton will need to have a five minute conversation to get a credit card to charge the monthly payments to and the information required to set up your evaluation. He’ll then send you a link to take your evaluation. You’ll take it and we’ll have your results within 2 business days. Then I’ll design your program and we’ll be moving. Reply with, “No, thanks.” I’ll never mention it or bother you again. Do nothing. I’ll retract my offer at close of business, Monday and never mention it or bother you again.

At 6:06 AM this morning, I received the following email.

Good Morning Rick, By the tone of this email and your three choices & assuming that these correspondences “bother” me, I will not be needing your services. Regards,

Every entrepreneur that I’ve ever met has said that they believe in what they do. That’s the secret. They all want help, but don’t want to change and when somebody like me has the balls to tell them that they are the problem, they usually get offended. The ones that get over it get help and double or triple their business. This guy said that he doesn’t “need” my services…I think that he doesn’t “want” my services. What he was hoping is that I wouldn’t challenge him, wouldn’t make him feel uncomfortable, and that I’d tell him that it’s not his fault. I realized something during this exchange. When I did collections, I sold my services to my clients but delivery was to debtors. I didn’t have to like anybody because I didn’t spend much time with anybody, debtors or clients. When I take on a new client, I’m gonna spend considerable time with them. If they’re argumentative, uncooperative, egotistical jerks, why would I want to spend any time with them at all? Bad enough, I have to be with myself!

Read Dave Kurlan’s post about a former car salesman that didn’t know why he failed.

I (probably like Dave) have portions of this conversation with various people every day of my life. Did you notice that the salesman didn’t say, “I feel so much better knowing why, can you fix me?”

Why is that do you think?

Well, DO YOU?

When you look in the mirror, who looks back?

Somebody you’re proud to know?

If somebody asks you what you did today, do you want to tell them?

HHMMMM!

Today’s salesquote by Charles Darwin.


“It’s not the strongest of the species that survive,
nor the most intelligent,

but the one most responsive to change”
Thank you JustSell.com!

What are you doing today that’s different than what you were doing a year ago?

A year ago, I posted Networking Buzz and Crappy Salespeople.

Scenario #1:   Suppose that you had a friend that worked for a company that provided the kind of solution that you were looking for. Suppose that you called your friend and said, “Hey, we should talk. I’m thinking that I need what your company does.” Suppose you told him three times and HE NEVER CAME! Eventually, you gave up and bought from somebody else. Now, suppose that sometime later, you ask your friend how come he never responded and he tells you that he wasn’t confident that his company would deliver a quality solution to you.

What would you think? Are you happy that your friend ‘protected’ you from his employer or are you disappointed that your friend would represent a company that may not deliver quality?

Scenario #2:   Can you count on your company delivering quality? If/when you get a call from a dissatisfied customer, are you surprised or is it more like, “Again?” Does your company have the same issues with quality over and over again? Can you assume that your company is ‘in the right’, or is it just as likely that the customer has good reason to be dissatisfied?

Would you work for a company that consistently under-delivered?

and more importantly…….who can help you get there?

How much do you want to earn in 2009? Do the people that you hang out with earn more than that or are they trying to get there too? Click for clarification.

How can I say this any differently?

Look at your LinkedIn Connections. Look at your networking groups. Look at your mastermind groups and advisory boards. Look at your consultants. Look at the people in your inner circle that you call for advice.

Do they earn 2, 5, 10 times as much as you or are they learning along with you?

Does your SEO person know more than you, or are they figuring it out with you?

Can your coach do it, or do they talk you through it?

OK…OK…You’re happy the way you are!

I spoke at a networking group yesterday morning. When they asked me to speak, I asked, “On what topic?”. I was told that 10 pf the members of the group had pooled their resources and rented a booth at an upcoming trade show and that it would be great if I could talk about how to have a successful show. I spoke for about 20 minutes and shared many points. I also mentioned a few local experts on the subject and suggested that the group may want to reach out to them.

One of the points was kind of a last minute add-on. As I was driving to the meeting, I was thinking about my presentation and I remembered that one of the things that really drives me crazy is watching people talk on their cell phones when they’re in the booth, or for that matter, working the floor or when they’re supposed to be working any kind of networking room. Leave your cell phone home!

Then I thought of a great analogy! The Red Sox play 160+ games. They all have business managers, spouses, girl friends, kids, stock brokers, yada, yada, yada. How many times do you see a Red Sox player on his cell phone between pitches, while standing on base, or even in the dugout? If they can live without their cell phone for 3-4 hours, shouldn’t we be able to stay off the phone while we’re supposed to be working an event.

I was magnificent! Then, I saw the news the next morning!

Have you been reading the Worcester Business Journal? As you may know, the Worcester Business Journal has been responsible for some of the most successful, most enlightening events in Central Massachusetts. Mark July 30th on your calendars and register today to reserve your spot. Sales ALL Stars as nominated by their companies and selected by the judges. The opportunity to listen to sales gurus from around New England as well as “talk shop” with them at breakfast, lunch and breaks.

If you sell…If you know someone who sells…If you know someone who knows someone who sells, this day is all about them. Send them this link and tell them to take advanyage of the early bird offer.

Seriously. In addition to being independent Americans aren’t we also independent in our chosen profession?

Happy Independence Day!

Elaine’s out. I’m using some of my alone time to catch up on some blog reading.

I been able to interact with some pretty cool people and one of them is Jim Lobaito, Dave’s OMG distributor in Iowa. Last Tuesday, Jim posted about some of the impact that our parents have on our sales ability. Although I’ve preached similarly, I don’t believe that I’ve posted. So, please enjoy Jim’s thoughts here.

Thanks, Jim!

Now, back to vacation!