Gear Doesn't Matter

In business, too many people obsess over tools, software tricks, scaling issues, fancy office space, lavish furniture, and other frivolities instead of what really matters. And what really matters is how to actually get customers and make money. It's not the gear that matters.

It's like all those amateur golfers that think they need expensive clubs. But it's the swing that matters, not the club. Give Tiger a set of cheap clubs and he'll still destroy you. Equipment can be used as a crutch. Everyone doesn't want to put in the hours on the driving range so they spend a ton in the pro shop.

So are you that business owner who spends on gear that doesn't impact the bottom line?

Excerpt taken from the book entitled Rework. Probably the most practical business read in the last two years. Excellent down to earth content. A must read.

Prospecting w/Video Email

Chop Wood, Carry Water

Phil Jackson once used an old Buddist quote, "chop wood, carry water" during a pre game speech in the NBA Finals. To me this meant that you must stick to the basics, work hard, play your role, and not make it more complicated than it has to be. Just like in sales, you generate activity consistently in the marketplace by practicing the fundamentals. Those basics include an early morning networking events, late night homework for a presentation, and following up with a gutsy phone call to a major customer. Those not so sexy moments in our professional careers usually make all the difference in the long run because you've mastered the fundamentals. So the next time to hit a wall, remember to chop wood, and carry water.

"And let us not grow weary, in due time you shall reap a harvest if you don't lose heart" - Galatians 6:9

The One Email Guaranteed to Get You a Response!

Ever had a client or prospect never get back to you?

Because you're in sales, then I know it's happened to you (or is happening with several of your clients or prospects right now!).

If you ever find yourself in a place where you've qualified a prospect, sent information to them on your product or service, and then find that they just won't return your calls or emails, then I've got a guaranteed email that will get you a response.

Subject of your email: "Should I stay or Should I go?"

"_________ While I've tried to reach you, I haven't heard back from you and that tells me one of three things:

1) You've already chosen another company for this and if that's the case please let me know so can I stop bothering you,

2) You're still interested but haven't had the time to get back to me yet

3) You've fallen and can't get up and in that case please let me know and I'll call 911 for you...

Please let me know which one it is because I'm starting to worry...

Thanks in advance and I look forward to hearing back from you."

Is that great or what?? This works on so many levels including using a "Clash" song everyone can relate to in the subject line, to giving them options and an out in case they've decided not to work with you.

And, of course, you give people a reason to smile and that always relieves the pressure from the sales situation.

Use it this week and see for yourself how it works to get your prospects to get back with you and how it gets you deals.

(Note: this email technique was one I learned earlier this week from an Jeffrey Gitomer post featuring Mike Brooks)

Rudy

During my freshman year at Butler University, I decided to transfer programs because I felt I wasn't fulfilling my football potential. The head coach didn't agree with my decision and stated that I'd never play a lick at the division one level.

Fortunately the switch proved beneficial, I started the next three years at Purdue and played on a Big Ten Championship Team with all pro teammates like Drew Brees. Needless to say the Risk - Reward paid off.

My encouragement is to dare yourself, accept the dare, and take the risk. Have you ever taken a risk and succeeded? Didn't it seem like less of a risk after the event was over than before you were willing to take it? Ask yourself why you're avoiding making that high level executive connection that may or break a huge sale. Or why you're fearful to launch a new business idea that would help you pursue a life long dream.

After all, the greatest risk in life is not taking one at all.

Knock, Knock - - Who's There?

Have you ever wondered why you can't get a response back from a prospect, customer, or colleague? Perhaps its the way you communicate. Here's a quick story that explains my point.

I had a prospect a few months ago who wouldn't return my voice messages. For three weeks I kept consistent on the follow up, but no luck. After a few more attempts I threw in the towel and closed the opportunity in my Salesforce.com account. Several days later, I ran into a close friend of the prospect I had been courting. In our conversation, I reiterated that I had left several voice messages and still couldn't get a returned phone call (And for the record, my voice messages are creative, short, and to the point).

His friend mentioned that this particular prospect hated communicating on the phone. They'd rather prefer a text message since they already field twenty or thirty phone calls a day regarding the business operation. So with that said, I sent out a text message to his cell phone and within minutes I got a response back that confirmed meeting the following week. That was an important lesson to learn - - everyone's style of communication is different.

For example, I know an owner of a fast growing tech company who likes to communicate via Twitter. That's how you get ahold of this guy, sure email and the cell work, but you catch his attention best when you tweet. And most Baby Boomers revert to speaking on the phone, because that's what was been the norm for most of their business careers. I also have a few customers (HR Managers) that only prefer email and I make note of using this mode to get a response back.

So the next time you have trouble tracking down a client, prospect, or colleague, figure out how he or she like to communicate. I'm sure you'll improve your touch response.

There Are No Artists on the Assembly Line

Are you an artist or a white-collar assembly line worker? Most white-collar workers wear white collars, but they still end up working in the factory.

Seth Godin mentions in his new book Linchpin that "white-collar workers push a pencil or process an application or type on a keyboard instead of operating a drill press. The only grease they have to get off their clothes at the end of the day is the grease from the take-out food at lunch." After all it's factory work because it's planned, controlled, and measured. As soon as it is part of a system, it's not art.

If you're an artist, you tend to shake things up. You invent as you go. That's why MBAs often have trouble pigeonholing artists. A true artist can't be easily instructed, predicted, or measured, and that's what you're taught to do in business school. Art represents a chance to improve the status quo, not just make it cheaper inside a factory while wearing a white collar to work.

A good friend of mine, Jeremy Dearringer, is an artist. He co-founded Slingshot SEO, and leads research at this fast growing Indianapolis tech darling. His job is to explore and develop new ways to rank your company first on Google's search engine.

Jeremy solves problems that people haven't predicted, sees things people haven't seen, and connects people who need to be connected. As an artist, he applies artistic judgement combined with emotional labor. Jeremy's job is a platform for generosity, for expression, and for art.

So I pose the question again, are you an artist or do you "rock" a white collar to work, stressed out on the assembly line?