Dr. Drew Stevens who understands how to dramatically accelerate your business growth discusses some interesting techniques that assist in gaining revenue, decreasing expenses and retaining clients.
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A recent report from CSO Insights denotes that sales quotas are off by a bewildering 60%. Further, sales closing accuracy is down and more importantly closing times are increasing. I was recently asked if a return to cold calling and perhaps direct mail might reverse these trends, emphatically I stated no. The rationale is simple, clients and even potential clients desire to conduct business with those that they know and those they trust.
Cold calling, direct mail and other traditional selling methods do little to build relationships- they simply anger and frustrate. When was the last time you took a call in the evening after a lengthy day from a cold calling maven? And when was the last time you spoke with a million dollar insurance agent that cold calls?
Today’s selling professional requires techniques that help to accentuate and differentiate from others. In a business culture where social networks proliferate the only true network is that built between a client and business professional. Clients enjoy the candor and the knowledge that is shared from a vendor. To this end, there are several methods that assist selling professionals.
Networking
Truly the best selling professionals constantly network. Selling professionals by nature require constant engagement with others to comprehend business trends and meet new opportunities. For over 27 years I attend at least one to two networking events per month and I can measure these to business. Admittedly, there exist a plethora of networking associations and organizations, choose those close to your location and aligned with your business. Review your local paper for functions that interest you and attend as a guest, but go. If do not attend your competitors are. Others cannot know your business with just a shingle hanging in the breeze.
Referrals
Proper networking and selling etiquette involves referral acquisition. Similar to gaining closure agreement many professionals abhor asking for the order! Business is driven by the ability to ask for new business. If clients are happy with your work they will willingly provide others that can need to receive your value. The best way to seek referrals is when you are first engaged with the client and they are at that emotional high. More importantly you want to ask when you are in the account, since this is the best time to be top of mind. Post sale is not an alternative simply put, out of sight out of mind.
Another imperative item to remember is that there is strength in numbers, the more you obtain the fuller the pipeline. There is a story of an insurance professional that would visit clients and not leave without three new referrals. Even if the client provided one or two, the agent would not leave until he received three or more. Needless to say, the agent retired an extremely wealthy individual.
Follows up on referrals
It might seem pragmatic, yet there is much evidence to illustrate that a myriad of professionals that obtain do not follow up. Friends, family and clients typically provide these golden nuggets, so it is vital that one follows up. A rule of thumb is twenty-four hours from receipt to contact. Ensure you mention the person that referred you and mention their enthusiasm for working with you.
Positive attitude
Good networking professionals have a positive attitude. They do not carry baggage with them nor do they illustrate negative feelings should things go awry. There is the story of a business professional that greeted all with “I am awesome!” Coincidentally he did this even through attempting to fight a debilitating disease. Alliances and relationships are built with people that are positive and are outgoing.
Enthusiastic/Energy
Remember the donkey from Winnie the Pooh- Eye Or? This poor donkey is about as unhappy as anything I know. Sometimes listening to him is depressing enough. This is true with human relationships. Individuals desire to be around warm, energized people. Many can feel the excitement of those around them. If you want to be a memorable networker, review your image, ensure you are excited about the event, the people and your business. People feed off positive energy, enthusiasm is fuel for networking, alliances and differentiation.
Trustworthy
Candor is the most imperative issue in today’s business environment. Ironically, an important business trait constantly discussed is ethics. Appalling as it seems, there are numerous daily instances of those attempting to buck trends and gain momentum while not following rules. People will only do business with those they trust and those they respect.
Good listening skills
Remember a time when you were with someone either at a cocktail party or other event, and the person spoke and never came up for air? Bothered you didn’t it? Clients are engaged with professionals that can provide value by understanding needs and listening. Clients clamor for solutions not prescriptions and the best people understand the art of listening. Use techniques such as open and closed questions and pausing to truly understand how to assist.
Enjoys helping
It is better to give then to receive. Those that want to gain will give first. Similar to tithing, professionals must provide content to gain something. Think of tips, techniques and referrals that you too can provide. This technique is a great opener for building relationships since others will identify with your willingness to provide helpful information.
Sincere
Avid athletes concentrate on CORE. Fundamentally this is the system upon which all musculature and symmetrical principles assist to build a nutritional body. Selling and networking exercises CORE too. One of the muscles of CORE is sincerity. Differentiation is built upon a sincere desire to build relations, become personable and assist coexisting needs. Admiration is built based on trust and willingness to assist. Dale Carnegie described this in his now famous work, “How to Win Friends and Influence People”. Key exemplars: 1) Talk in terms of the other person’s interests and 2) Make the other person feel important – and do it sincerely.
The key to business building and success is producing things others don’t. One needs to discover methods to rise above the din and become visible. With global competition increasing and a shift in industries requiring selling professionals there exists the need to become outstanding. There is also the issue of working smarter not harder to produce required results. Refrain from tired non-functioning sales methods and begin new strategies that can escalate your rewards and make you an outstanding performer!
©2007 Drew Stevens Ph.D. All Rights Reserved.
About Drew Stevens PhD
Drew Stevens PhD is known as the Sales Strategist. Dr. Drew creates more revenues in less time. He is the author of seven books including Split Second Selling and Split Second Customer Service and Little Book of Hope and is frequently called on the media for his expertise. Sign up for Dr. Drew’s newsletter The Sales Strategist at (drew3-143901@autocontactor.com) and review his new book Split Second Selling at www.gettingtothefinishline.com/products.asp Also visit Dr. Drew’s Blog located at http://drewjstevens.blogspot.com
If you seek new ways to capture the attention of any audience and glean more marketing then this the article for you! Owners of small business beware the techniques found will get you new business!
Drew Stevens Ph.D.
Many mentees and clients call me each day seeking methods to increase their marketing success. Eventually, fundamentals contribute to success, yet there are motives that one can take to address concerns in the vast enterprise of the Internet.
Search Engine Optimization – Search engines such as Google and Alta Vista contain numerous methods that discover websites. While there is much banter on the subject and typically much ado about technology, SEO as it is technically named is an organic method based on algorithms created in searches for people to find you on the Internet. Think of this as a technological Hide and Go Seek. The value of SEO is that clients find you easily and hastily. The needed tactics include using typical words and phrases congruent with your industry. If you sell lawn mowers, the technique would be to use the words lawn, green, fertilizer, etc. on your website so that clients can find you. The more often the word the more often it is indexed by a search engine.
Free – Prospects, clients, you and me all love free stuff. Review your web site and decide how you might offer something of value in exchange for an email address that can be used for a future marketing campaign. If you sell paint, yoga, Pilates, stamps, suggest for an email address that you provide “10 Tips for Proper Relaxation”. The more you offer the more traffic you will derive.
Differentiation – Seth Godin in his book “Purple Cow” suggests the use of being remarkable, nothing in marketing is further from the truth. Your website requires difference from competition and difference from the industry. Provide audio, video, downloads, product sheets, “free smells” whatever is necessary to create a buzz. Exemplars of differentiation and buzz are Facebook and YouTube. Believe it or not the more variety the more they speak about you.
Expertise – Prospects and clients are coming to you for your expertise. Provide articles; tip sheets and industry reports when possible. A recent client provided industry reports on the up coming golf season for his industry and gain an additional million dollars in business! Clients will find you for the value that you provide.
Internet marketing is not different from traditional marketing. Internet marketing is simply quicker and more malleable. Nascent ideas today might be next week’s buzz. Yet, Internet marketing requires daily nimbleness and flexibility. Marketing that is hurried, rote or without meaning is useless. Prospects need to find you and you must maintain current on the ideas that bring your business to the next level.
©Drew Stevens Ph.D. All Rights Reserved.
About Drew Stevens PhD
Drew Stevens PhD is known as the Sales Strategist. Dr. Drew creates more revenues in less time. He is the author of seven books including Split Second Selling and Split Second Customer Service and Little Book of Hope and is frequently called on the media for his expertise. Sign up for Dr. Drew’s newsletter The Sales Strategist at (drew3-143901@autocontactor.com) and review his new book Split Second Selling at www.gettingtothefinishline.com/products.asp Also visit Dr. Drew’s Blog located at http://drewjstevens.blogspot.com
A recent survey of from The Conference Board denotes that one of the greatest challenges a CEO faces is customer retention. Other issues are just as imperative, however client retention is included in the top five. Today’s client seeks loyalty and satisfaction; numerous surveys agree and illustrate angst amongst clients to receive satisfaction.
The best method to maintain clients and gain loyalty is to concentrate on the wants and needs of the client. Today’s client seeks value: a key competitive differentiator. Companies provide value by offering services not offered by others. Typical loyalty programs such as frequent flier, frequent purchase et. al. are not differentiators and do little for value. In fact, according to Gartner U.S. companies spent more than $1.2 billion on customer loyalty programs in 2003, yet the data does not illustrate a return on investment.
While research continues there remain several techniques to ensure success:
1. Company Culture. Ensure the corporate culture exemplifies customer service. A key exemplar is Southwest Airlines. Representatives smile when greeted and assist you from take off until touch down.
2. Differentiation. Provide something different, that others don’t. Exemplars are free samples discounts and other related services. A tanning salon recently offered Dollar Days for loyal clients, on a specific day of the week a regular tan costs one dollar.
3. Data. Companies have spent millions on customer relationship software, yet the data is either misused or dismissed. There exist several reasons but do not fear the data, use it to follow trends. Data will tell you where to define and apply techniques for the customer experience.
4. Community. Build community and gain dialogue with clients, this includes executives. No CEO should ever be too busy to meet with customers; they are in business to make customers!
5. Internal Controls. Customer service is as much an internal function as it is external. All employees must be treated with equanimity. Those abhorring employment illustrate dispassion to clients. Ensure employees know the industry, competitive trends and client data. Research for this study illustrates that 74% of employees are more productive and passionate when they are confident in their roles!
6. Caress Complaints. There are numerous client complaints and some valid. Yet take the time to review issues and resolve them quickly. Telecommunications and the automotive industry have taken heat for slow response times; they are getting better. However, clients desire quick and courteous problem resolution.
7. Modeling. Think about it. As CEO or director of an organization, you too are a consumer. What are the issues that bother you? Who are the exemplars that provide empathy? What are the differentiators? There is nothing wrong with modeling. Use what others do and duplicate it! Look at the items and issues that you are passionate about and bring them into your organization.
In the age where the world has flattened, competition has increased and it is harder to hear amongst the din, organizations must do more. Keeping loyal clients is about differentiation, buzz, value and water cooler conversation. Keep clients talking and they will return. Conduct little things and clients return. In the age when CEO’s worry about a myriad of issues, one of the easiest ways to increase profits, lower expenses and produce shareholder value is a loyal, confident and empathetic client base.
For more information please contact Drew Stevens PhD at drew@gettingtothefinishine.com
©Drew Stevens PhD. All rights Reserved.
About Drew Stevens PhD
Drew Stevens PhD is known as the Sales Strategist. Dr. Drew creates more revenues in less time. He is the author of seven books including Split Second Selling and Split Second Customer Service and Little Book of Hope and is frequently called on the media for his expertise. Sign up for Dr. Drew’s newsletter The Sales Strategist at (drew3-143901@autocontactor.com) and review his new book Split Second Selling at www.gettingtothefinishline.com/products.asp Also visit Dr. Drew’s Blog located at http://drewjstevens.blogspot.com
I am eating my eggs this morning preparing for my day when I heard an aggravating report on CNN.
It appears that swearing in the workplace is deemed to be okay. “The use of expletives helps employees let off steam and boosts moral, according to a study by academics at the University of East Anglia.
Prof Yehuda Baruch, one of the researchers, said: “Our study suggested that, in many cases, taboo language serves the needs of people for developing and maintaining solidarity, and as a mechanism to cope with stress.”(www.telegraph.co.uk)
We live in a society that has enabled people to “dumb down”. We are becoming a society of enablers. Casual Fridays allows employees to clothe in homeless attire. Now we are enabling foul mouth temperament to “calm” workplace behavior. Is the next stage to allow cock and dog fighting?
What ever happened to decorum, professionalism and equality. Seven years ago workplace issues concealed itself in the horror of the attacks. Ironic, we call terrorists animals, yet we employ Neanderthals. Rather than curse use the Dale Carnegie principle of win friends and influence people. And if you really need to choose a word to call someone, find a thesaurus or a dictionary.
About Drew Stevens
About Drew Stevens PhD
Drew Stevens PhD is known as the Sales Strategist. Dr. Drew creates more revenues in less time. He is the author of seven books including Split Second Selling and Split Second Customer Service and Little Book of Hope and is frequently called on the media for his expertise. Sign up for Dr. Drew’s newsletter The Sales Strategist at (drew3-143901@autocontactor.com) and review his new book Split Second Selling at www.gettingtothefinishline.com/products.asp Also visit Dr. Drew’s Blog located at http://drewjstevens.blogspot.com
Using Referrals to Keep Profits High and Sales Work Low
Drew Stevens PhD
If there were a way for you to work less and sell more would you be interested? If I can provide you a simple method to reduce advertising and increase sales would you be interested? Of course! The answer lies in your ability to address the most simplistic selling method—referrals.
In a recent survey amongst 1100 business owners for my latest book, 87% that they don’t ask for referrals. One of the easiest modes of marketing is referral. With the increase in competition, two things exist: a need to differentiate from competitive forces and the desire of consumers to trust you. Clients desire to do business with those they have familiarity and faith. The best method to connect these relationships is with an introduction.
Successful sales professionals and business owners are those that understand how to obtain business with the lowest acquisition cost. A former web developer would ask me each time we either spoke or met directly for at least two to three recommendations. He was very persistent. However, in less than six months was booked solid for the next three years. He never made a cold call again, nor did he advertise to bring clients to his store.
There are two questions that require answers: 1) Who do I ask a referral? 2) What is the best way to ask?
The first answer is easy—ask friends, peers, colleagues and importantly existing clients. The former requires a review your inner circle. Review your 25 closest contacts and ask that they provide you at least two to three contacts. Ask your 25 to 50 closest clients for the same. The math speaks for itself, should your peers and clients give you two, your referrals will rise from zero to 200. Imagine if you conducted this exercise once every 30 days; that’s 1200 new prospective clients!
The answer for the latter question requires timing and tact. The best method to request a reply is when you are with a satisfied client, have accommodated a need and they are happy. While content with your service ask the following, “I thank you for your business and glad we have worked well together. Would you mind providing a name or two that seek to obtain similar value that I provide?” Your suggestion of value focus, contentment and relationship will synergize and provide names.
As an action step develop the daily habit of asking referrals. Make this attempt religiously. If necessary place a note in your day planner or electronic calendar so that it becomes habit. The more requests, the more names received. Continue to ask and watch your business soar without effort!
About Drew Stevens PhD
Drew Stevens PhD is known as the Sales Strategist. Dr. Drew creates more revenues in less time. He is the author of seven books including Split Second Selling and Split Second Customer Service and Little Book of Hope and is frequently called on the media for his expertise. Sign up for Dr. Drew’s newsletter The Sales Strategist at (drew3-143901@autocontactor.com) and review his new book Split Second Selling at www.gettingtothefinishline.com/products.asp Also visit Dr. Drew’s Blog located at http://drewjstevens.blogspot.com
Yet business growth is more than money. It’s about creating value for those that request it—your customers. Unfortunately, too many businesses and their leadership team focus on new acquisition and not on existing clients. There is no better way to remain competitive, produce a strong brand, and lower cost of acquisition then customer fidelity.
From Emotion to Devotion
Creating a loyal client base with no acquisition cost
By Drew Stevens
Ask an organization why they are in business and they instantly state, “To make money.” Yet business growth is more than money. It’s about creating value for those that request it—your customers. Unfortunately, too many businesses and their leadership team focus on new acquisition and not on existing clients. There is no better way to remain competitive, produce a strong brand, and lower cost of acquisition then customer fidelity.
Today most businesses clamor for customer satisfaction. There is so much literature on the subject that tips are as frequent as channels on cable television. Customer satisfaction is a bromide. The more important issue to focus is the customer experience The customer experience starts at the initial reception, goes through the purchase and ends with the follow-up. Presently, organizations operate in an acute microcosm looking solely at customer satisfaction by reviewing sole interactions with clients. Customer experience is a constant and repetitive occurrence that illustrates accurate and consistent trends.
Some companies don’t understand why they should worry about customer experience. Others collect and quantify data on it but don’t circulate the findings. Still others do the measuring and distributing but fail to make anyone responsible for putting the information to use. In a recent survey by Bain and Company only 8% of clients believe they had experienced superior service. The reason for its importance is the multiplicity of potential new clients.
Key exemplars engage their clients and understand how to keep them engaged. A consumer and frequent client for a local UPS store requested brochure copies. The copies were promised for delivery late on a Friday. Through a series of unfortunate events the store missed the deadline. Defying defeat, the store operator personally completed the order. The client received a telephone call at 9:30 PM on a Sunday evening. The owner was personally dropping the brochures.
Other exemplars are Starbuck’s where Baristas remember not only names but the drink orders of repeat clients. Southwest Airlines personally developed a culture of customer experience with its communication. Further, Apple Computers for decades enraptures customers with flexibility, ease and personal commitment. These companies purposefully engage clients and create a customer culture. The mantra for each assists to lower marketing costs, yet multiply clients due in large measure to personal success stories. The clamor for assistance, the desire for personal attention and the yielding of profits to performance creates a devoted and loyal fan base. Satisfying clients achieves numerical goals, however translating them into an experience is a lesson in long term business success.
About Drew Stevens PhD
Drew Stevens PhD is known as the Sales Strategist. Dr. Drew creates more revenues in less time. He is the author of seven books including Split Second Selling and Split Second Customer Service and Little Book of Hope and is frequently called on the media for his expertise. Sign up for Dr. Drew’s newsletter The Sales Strategist at (drew3-143901@autocontactor.com) and review his new book Split Second Selling at www.gettingtothefinishline.com/products.asp A
Drew Stevens is a unique sales guru with many titles: industry expert, speaker, writer, consultant, instructor, doctoral mentor, and, of course, sales master. With more than 25 years of experience in sales, this Ph.D. in organization and management centers his business on “getting to the finish line,” which also happens to be the name of his highly successful executive coaching and public speaking firm.
Among the many vital services Stevens offers are consulting, coaching and mentoring, executive counseling, and sales training. And if that’s not enough, he’ll even serve as master of ceremonies at your next company event, voice impersonations and audience dancing guaranteed.
Stevens’ formal training goes back to his days at Rutgers University, where he was a business major. While in school he was recruited for track and field and was also heavily involved with a campus fraternity. Soon after, he went on to be nominated to the position of vice president of the Fraternity Sorority Council of Rutgers and vice president of his own fraternity as well.
Once out of school, he did what most business majors do: work on Wall Street. But a job in the high-stakes, fast-paced, volatile world of stocks and bonds proved unsatisfying for Stevens, who quickly grew weary of his 90-hour workweek. He quit his job on Wall Street and took a position as a sales representative. His primary duty was marketing real-time financial information to brokers, analysts, and traders. To Stevens’ delight, he loved his job.
Q. What do you do for fun?
A. Scuba dive, weight lift, and run. I love keeping physically fit.
Q. What CD is in your CD player right now?
A. Elton John.
Q. What is the last magazine you read?
A. Harvard Business Review.
Q. What is your favorite TV show?
A. Rescue Me. It was The Sopranos. I am a former New Yorker and miss the excitement.
Q. Who is your role model?
A. Tony Robbins. I want to build a significant renowned empire as he has.
Q. What makes you laugh?
A. I love a good comic with original and purposeful material.
“This was the opportunity that not only got me into sales but gave me my first career—the real-time market data information industry, currently a $40 billion industry that supports all of Wall Street,” he says.
But the sales industry thereafter proved to be a turbulent one for Stevens, who would undergo a series of professional and personal challenges before finding success with his own company.
“I began my quest for career change after a tumultuous 18 months of professional and personal triumph and tragedy. In less than one year, I moved to a new city, was fired from two jobs, and lost my mother-in-law. My search for a new career took time, motivation, perseverance, and much introspection. I can now say I am doing what I love—I own my own company based in St. Louis, Missouri,” he recounts.
The current chapter of his life began more than seven years ago, on New Year’s Day of 2000. Like most of the rest of the world, Stevens spent the night before heralding the arrival of the millennium with friends and family. The next day he and his wife received a call from the New Jersey police informing them that his mother-in-law had passed away in her sleep.
“For several days, we planned her burial and laid her to rest in New Jersey. Several days after the funeral, we flew back to St. Louis in despair over our loss,” Stevens says.
But that wasn’t the only challenge Stevens had to deal with. When he returned home he found a FedEx package from his employer at his front door. Inside was a letter informing him that he had been terminated, leaving him without a job in a city he had relocated to less than a year prior.
Several weeks later he was able to find another job when the CEO of a global billion-dollar firm based out of St. Louis offered him the position of director of sales for a new business unit. He busied himself over the next nine months with a host of tasks involved in launching the new business, hiring, training, and building the department from the ground up. Adversity came knocking again, however, when the firm’s owner let go of the CEO in August, and by the following month, Stevens found himself out of work once more.
With circumstances proving to be out of his control, Stevens decided that change was in order—major change.
“I was fired twice in the span of seven months, located in a new city without a large network to tap,” he says. “I faced a daunting challenge ahead. After much deliberation, I decided to start my own business. I challenged myself to begin my own company and reap my own rewards. The next person to terminate me was going to be me.”
Public speaking and consulting proved to be a natural fit for Stevens, who confesses, “I love to motivate and coach others toward better results; I knew that was my career calling.” The thrill of building a career in the difficult and competitive world of sales and consulting provided him with a sense of confidence: “Selling was not in my career, and it was such an achievement that I can accomplish something by taking a stranger and help[ing] them meet their wants and needs.”
Since launching his own firm, Stevens has steadily built upon his success, working with more than 500 major companies and corporations, including American International Group, Hilton Hotels, AT&T, The Federal Reserve Bank, Reliv International, The New York Times, Mercy Health Plans, and Quicken Loans.
The most memorable aspect of Stevens’ career has been defying expectations.
“[I] was working with the president of an organization that told me to my face I was no good and I would never make a sale to a large international financial firm,” he says. “Within three months of that comment I was in the air on my way to Japan to close the first million-dollar deal that company ever had. This taught me to hold my ground, stick with my goals, and always seek the finish line!”
Stevens also credits for his success the influence of several people throughout his lifetime, among them his track and field coach, whom he says taught him the importance of perseverance and the pitfalls of living in the past. He says Pope John Paul played an important role, as well, by demonstrating the importance of patience and passion.
He adds, “Currently I am working with a very prominent professional that has achieved much with his business, and he is teaching me how to build and maintain a significant seven-figure practice I can eventually retire with.”
Stevens believes that success, though not easy, is by no means elusive and offers this advice to budding professionals:
“Set goals, remain committed, and think strategically. Selling professionals today are too tactical, and clients are seeking more strategy aligned with the business and relationship. Second, always seek education—selling is an ongoing process, and there is always something to learn and use in your line of work. Last, always act as the CEO of your territory—do not negotiate quickly; remember, you have profits to maintain, too!”
For my friends and colleagues at the Eureka Chamber of Commerce thank you for the opportunity to present to your group. As promised, here is a quick summary of my presentation to your group. Please use the techniques to gain productivity in Q4 2007!
In recent meetings with clients and some of my mentees I am hearing of economic fears. Many tell me that money is not being spent like it once was. Not true, just as much money can be made you just need to find it.
Here are some thoughts to assist you as you seek advice and solace for getting productive in the fourth quarter.
1. Stop manifesting in self-doubt. We tend to wallow too much in despair. Rather than commiserate about a lost sale or lack thereof, read business journals and research trends in your industry.
2. Stop looking for the perfect time to call, the perfect advertisement and the perfect client. Work on success. As Daniel Amen says in his 18/40/60 rule, at 18 we are seeking to impress everyone, at 40 would could care less about anyone and by 60 we recognize that no one cares anyway.
3. Action. Create it. Hold yourself accountable, no one makes the phone ring but you.
4. Risk. Ironically, 63% of us go at least 10 mph or more over the speed limit. We drive 70 mph on a dark and slick road. 81% drink at a social gathering and drive home. 94% will pay our mortgage and insurance late. These are all risk. But we do not spend money on ads, or make cold calls, why we fear risk.
We choose not to take risk because we believe we are not ready. Fact, you will never be ready! Risk is about confidence, risk is about passion, risk is about self worth. If you are confident, you will take the risk. If you are passionate, you will take the risk and if you have self worth, you will take the risk.
5. Holy Trinity of Business Success.
A. Passion comes from the Greek word entheos which means to be filled with God. When you are filled in spirit you are instantly filled with energy and inspiration. Find something you are passionate about and you will make money at it.
B. Confidence is the attitude of 80-year-old women that attends college to get her bachelor’s degree or a Thomas Edison that shuns failure.
Success is easy if you know where to look. You do not have to point true north or west, simply at yourself. Success begins with you. As Loa Tzu once stated the journey of 1,000 miles begins with the first step. You must make a move. Live each day in acquisition, live each day in passion, live each day knowing that your success lies within you not in others.
Addtional Success Tips
1. Keep raising the bar
Look for new and innovative ways to achieve results
2. Results are about choices you make
You are the average of the 5 people you spend the most time with.
3. Winning is about hits not home runs
Each day, each goal, each success is movement toward your dream.
4. Be a student of the game.
Learn what you did right and keep on doing it.
Order my latest book on selling. A special discount will be offered only to chamber menbers. Save now. Mention Eureka when ordering I will save you money! Order today at
http://www.gettingtothefinishline.com/products.asp
