One of the secrets of having lots of refereals and be in the top 10%.A month later Mary came to her mentoring appointment and said "I have been observing the top 10% and these folks don't seem to be doing out of the ordinary. What am I missing?"
Mary, the 10%ers pay attention, they are focued on who each customer and what they want. That is too simple? Really!
Let's look at a typical sales senario. I went tobuy a car on a Saturday morning. The dealership was like a circus. Their were prospects everywhere. My purcahse was a used vehicle, not a big sale.
I went to receptinn and asled for David . She phone him and he appeared, big smile and said do you mind waiting , I have a cliet with me. Can you waite for 15 minutes, how about I buy you acoffee? Sure, I said.
I sat, sipping my coffee and observed. Sales people were milling around and all looked very busy. It was lunch time and the staff were placing their luncheon orders. I noticed that there seemed to be un attended potential clients looking at cars with longing expressions on their faces.
Mary piped up and said "is this the right time to have lunch of delary lunch would leave a better impression with potential customer would be a better solution. My impression would have been that lunch is more important than meeting with potential customers.
Great point, Mary? David, arrived and went into his office. I had just finished 1/2 a sandwich and offerred it to him. He thanked me. It is a busy day and I have not eaten this morning, looks like I won't eat until tonight. Go ahead and eat while we do the paperwor, I noticed he took one bite and then his focus changed. His attention move to me. I knew he had another client waiting but that was not adistraction he was all about me.
David was in the moment. I felt special, it was like I was his most important client.
Mary shad another aha moment. Mr. Bob, you mean that the more you focued on the client needs the more you join in the 10% club? Yes!
Let's continue, during this process, David was actively listing to my idel chit chat.
assumed that they were looking to et's say I have come to a major realization. I am stuck with the majority of my colleagues. It feels (and is) like a sporting team that has average bu$ine$$ result$. We all seem to do the same things, expect different re$ult$ and look at the top 10% with envy."
"Mary," I said, "understanding this realization is great. You have made a significant change in your thinking. For example, some business say 'I have always spent money on marketing this way, it is the way I do bu$ine$$, it is in my budget.' "Now you will question all marketing expenditures that keep you where you are."
"Mary, here is an interesting thing I noticed when I was in the adverting business. I contacted large advertising and marketing consultants to find out from the best places where they advertise. At each appointment, they looked at me and were puzzled. Turns out - few advertise except in trade journals and did business by referrals. They promoted advertising and promotion campaigns for their clients but did not advertise or do what they suggested for their clients."
Mary, that was one of those eye opening moments, an aha! Most large advertising consultants typically don't do what they preach to get more bu$ine$$? Try this: Ask your consultants to see their marketing plans and for the results of those campaigns.
Mary, let's look at getting you into that top 10% producer. What is it that the these top people do that makes them so $ucce$$ful?
"Well they seem to have an endless number of referrals. They don't seem to have to advertise. There is an effortlessness about them, they are prosperous and happ"..
Whoa, too much slow down. Yes, you are right! They took years so let's start smartly with a destination in mind.
I have found from working with these 10%ers that they have a secret. They work backwards from a destination in mind. Let me explain. They decide firstly what they want or where they want to go. It's like going on a trip. They pick a destination then make a trip plan of how to get there.
Another example: A fellow coach Stephen was working with a client Valery. Her destination was to make money. Her daily task was to ask herself one question every time she was about to do something. Will this activity or event make me money? A reality check. Like "having my regular coffee with my group, will this activity make me money, Yes or No?
So, Mary what is your destination? Once you have a clear destination, we start to get you there.
Moral: Mr. Bob, this is my eye opening moment, my aha! You mean to start to play the game, decide what my destination is and we will work together to put me in the top 10% and others will look to me.
Example: Jim Rohn, a brilliant business coach in this field, teaches thousands of entrepreneurs how to build a destination marketing plan. Here is an example of how he set his plan. His destination was a new home on a hill over looking the Snake River. He made this dream home so real that he took his friends to this unbuilt home, gave tours and one friend bumped against the fireplace and hurt himself. (It was in reality no brick and mortar ... yet.)
Your Homework: Learn to play the game and be amazed by the results.
Look carefully at what the top 10% producers have and decide what they have that you want.
Choose with joy what your destination is.
To play the game you need to be in the ZONE. Where are you in the Zone in your business
Contact Mr, Bob to see how you can get to your destination and be one of the few.
mrbob@mrbob.ca or 705.721.0727 at www.mrbob.ca
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