It’s not about you, it’s about them.

Keep on sharing. It really DOES matter.

Who are you? What do you know that is of value to others?

You are you. You are unique and your experiences do really matter to other people. You create value when you share who you are, as well as what you know.

I know that the people marketing and sales would have you believe that all about what you know. It’s not that what you know is not of, or does not create value. It’s more that who you are is an important and integral part of the value created when you share what you know.

People buy people. People buy feelings.

Do you really think that purely what you know is enough to make people spend money? Or is it the outcome that they will achieve for themselves?

I believe it is, for the most part, the latter. By learning from you people hope to get a specific result for themselves. That result, in turn, delivers a specific feeling for that person. The greater that feeling is in importance to them, then the greater the value it has to them.

This is where commerce comes into play. The people that you create value for have access to resources that are of value to you. The resources they have maybe skills, knowledge, networks, attention, time or money. And as we know, one of the main resources that is traded for the value you have created and the value that you desire to receive, is money.

Granted, it’s not all about money (at least it isn’t for me). It’s also about the one email, tweet, Facebook or LinkedIn message where you hear from someone the you never met.  In that message they thank you for changing their lives for the better through what you’ve shared. [I’ll share the message I received in a later post]

You may, like me, have forgotten what you wrote. But you will know that it came from a place of compassion, and passion. At that moment you will get that feeling of knowing that what you do and who you are really does matter.

I say all that to say this….

i2i TMM Global reach 20121119I have been writing blogs fairly consistently now for over a year. I know that it is necessary for me to share what I know and who I am. Until recently, I did not take a look at the web statistics that shows the global reach of what I say about what I know and who I am. The image in this blog was taken from my website stats analysis.

With that said, I want to say a big “thank you” to you for taking the time to read, watch and listen to what I have to say. No matter where you are on this global map (shows the countries that people have viewed this blog from) there are people just like us all over the world that seek to grow, share and walk together on this journey called life.

In 2013, I’ll be focusing most of my thoughts, videos and writing around a few core subjects. This will help me to focus my time, energy and efforts in a way that I will be able to establish a clearer “message” that we can discuss and share together.

Puzzle me this, puzzle me that….

Do you have a message that you wish to share? Have you allowed fear, or the illusion that it does not matter to others to be the reason for not sharing that message? Or have you allowed “planning to prepare” and “getting ready to get ready” to be the reason for not starting or building a rhythm for sharing your message?

If so, please know that what I have done is a baby step. But even the baby step is still a step forward.

This is all that we need to do. It may not be perfect, it may not be as consistent as we desire (at first), but is, can be and will be SOMETHING.

This is not about you, this is about them. All the people in the orange and red countries of your global reach map waiting to hear what you have to say. It may start small, with only one blog or video. It will become more, in time.

And in time you will hear the stories of how your words have impacted and changed the lives of others. This is my story, this is my song. And I thank you for taking the time to sing along.

No More Cold Calls.

SME’s & SoloPreneurs – Turning “Cold Calls” into “Warm Conversations

Have you ever received a phone call from a salesperson that you did not invite to call you or show interest in their product?  The call could have been at home or at work but there’s one thing about a phone call that is received at any time that you weren’t sitting there waiting for the call;  the  a phone call is an interruption.

Based upon the fact there you’re usually not sitting by the phone waiting for it to ring –  and for the purpose of this blog –  I’m going to make a broad, sweeping statement, primarily for illustration.  That  statement is:

“All phone calls are interruptions.”

I’m not the first person to say this, the first person I heard say this was Tony Robbins during his “Time of Your Life” program. And when you think about it……that is SO true. I mean, really, whether it’s a cold call from a salesperson or a call from your mom, a phone call is usually an interruption and a distraction from something.

The real question is “how you will handle the interruption?” And behind that, is “what is the basis for how you will handle the interruption?”

Let’s imagine that you were doing some housework and, while we’re at it, let’s imagine you kind of enjoy doing housework (I know this may be a stretch for some people, but bear with me.) As you are doing the housework the phone rings……   (Brriiiing, Briiiiinnnnnng)

Scenario 1

You have the standard set of choices:

  • A) ignore the call and let it go to voicemail.
  • B) let it go to voicemail and screen the call to see if it’s important.
  • C) answer the call and stop what you’re doing
  • D) answer the call but tell them that you will return the call or to call you back at a specific time that is more convenient.

Let’s say that it is someone near and dear to you that is on the phone. Because of your relationship with them you choose letter [Insert your choice here]

Whatever the choice, normally you will feel fine with it and the person on the other end would be fine with it because you respect each other’s time and know that you have time to achieve the outcome when it is mutually beneficial. No rush, no pressure, no problem.

All of these choices will depend upon the relationship that you have with the person who’s calling. The relationship has been built over time and you have specific values, views, ambitions, genetics or at least something in common with that person. The key here is the depth, breadth and importance of RELATIONSHIP.

Scenario 2

The call is from a company that you

  • do not know,
  • are not expecting a call from them and
  • you did not express an interest in their products or services (to expect a call).

You still have the same choices but there is a different feel to this situation. For some (and may I say this particularly applies to the high number of polite, British people who wouldn’t dare say “NOT INTERESTED” and then hang up) there can be a sense of fear that they may get trapped into buying something. Or, possibly, that they will end up on the phone for longer than they would want to be away from the activity that they were doing – all the while feeling pressured into doing something that they had not planned on doing.

This is a cold call. What’s missing here is depth or breadth of relationship. And as you may not have expressed any interest in the product or service

“the call has no importance and becomes more than interruption it becomes an annoyance.”

And who wants to start a relationship with someone that is an annoyance?

I say all that to say this….

With the advent and growth of social media, users are giving enough information about themselves (for free) to the social media platforms to allow more targeted marketing than ever before. As such,  it seems a bit’ old hat’ to call people who have neither shown interest in the product or service or that are unaware of your particular organisation.

“There are plenty of ways to find that common ground to establish some depth or breadth of relationship with a potential customer before making direct/one-to-one contact.”

In fact, there are ways to make the relevance and importance of the call greater than that of a cold call for next to nothing per lead – if you know how.

The way to do this is to use some of the features built into the advertising choices on social media platforms such as Facebook and LinkedIn. This will allow you to do a “bullets not bombs” campaign that could save you hundreds and make you thousands (depending upon your budget, product or service).

I will discuss some of these strategies in a future blog as space does not allow at this time.

Puzzle me this, puzzle me that….

Are you aware that you can advertise on Google for free? Granted, there are techniques that you can use that will make it more effective and it should be part of a marketing campaign/strategy, but Google will fund your first exploration of their advertising platform.

If that seems a little too technical then I would suggest that you attend one of the many free workshops that are available online, in person or in books/magazines.

If even that seems a little bit too much like’ hard work’ then you can always seek out an expert in this area who would be happy to do it for you, at a price.

The techniques and strategies that are used to transform cold calls to warm conversations are actually part of the curriculum within The Business Wealth Club (an organisation in the UK and USA). I endorse this organisation as they provide its Members with the strategies, skills and support to not only understand how this all works but to also use it in a way that grows their business.

For more information please visit www.thebusinesswealthclub.com and request a voucher to visit a local club. The voucher, worth £99 is only available from the club mentors, members or head office (just so that you know). Tell them “Marcellus sent me

The not so secret, secret to creating revenue

If you want to increase revenue and earnings, then read on

If you think you’ve heard it all before then this is the right time to hear and listen one more time.  Maybe the problem is that either you didn’t get the result you wanted OR you got the result and are ready to get more. 

For some people the reason that they haven’t experienced all of the benefits of what they have learned is that they didn’t connect with the inner wisdom and insight (to which we all have access) to produce the long lasting behaviors that come from knowing. 

There’s an old saying,

“To know and not DO, is the same as not knowing”

Maybe, like me, you’ve spent tens of thousands of pounds on personal and professional development.  Maybe you’ve not spent as much money but you’ve invested your most precious resource – time.  In either case the investment was made with the expecation that you actually GET something from it.

In many cases what you wanted was the tangible benefit in the form of money.

Note: I realise that ‘money’ is rarely the REAL outcome that people want.  Money is more often a vehicle, pathway or means to achieve a deeper need…. freedom, significance, connection, contribution etc.

Meanwhile, in the ‘real world’ it still comes down to ‘pounds and pence’ or ‘dollars and cents’… aka income, revenue, earnings and benefits. And this is where the not so secret, secret to generating or increasing revenue is THE rule.

Are you ready for it?  Now, be prepared because it’s just one word that is the fruit of a tree that has deep, deep roots. By itself it will ensure that you are able to generate revenue, cash, dinero, pounds and pence, dollars and cents.

VALUE

Yes, that’s it. Create VALUE.

By the way, if you stop reading now, you’ll miss out on the components of value that allow you to know the what, who, when, where and how’s that that take the ‘valuable’ idea from inception all the way to income.

I’d like to invite you to join me and people just like you on a journey to learn and apply the art of creating value.  Over the next few weeks, we’re going on a journey where you’ll become aware of the ‘big picture’ and the concept of value creation and you’ll take a look at and experience the inner workings of

  • value creation – through one of your ideas
  • application of your best idea – implementation
  • realising and experiencing your desired benefit and outcome – for now, let’s say it’s income

As you have already noted, this blog is free.  I’m sharing what I know and although some people may want to use my services because they value what I do, you are not required to part with any cash to read the blog.  It’s part of the FREEconomy on the web that is there to edify and educate.

If you are looking for a get rich quick scheme then you’re in the wrong place.  If you are the kind of person that realises that it takes time to be an overnight success, then you’re in the right place.

I say all of that to say this…..

The answers are simple. Applying them takes time, discipline and focus. 

EVERYONE who has achieved sustainable success paid the price.

Some have achieved greatness through knowing themesleves and following their hearts and inner wisdom. They attended the ‘school of hard knocks’ and the ‘university of life’  and didn’t follow blogs, go on retreats or have subscriptions to online business resourses. BUT they did leave clues. They did leave journals and notes of things to do and things to avoid. That’s where you have the advantage that they didn’t have…. you can learn from them through blogs, training courses and subscriptions to online business development resources

This series of blogs will share those clues with you and give you strategies that will allow YOU to connect with the path and meaning that is right for you. Another not so secret, secret is that

The answer isn’t the answer.  The insight that is gained from the journey is THE answer.

I may give you the answers (e.g. that creating value is THE key to increasing or generating more revenue) yet the result is TOTALLY dependent upon whether or not you are able to apply the answer to your situation.  The ‘art of application’ or implementation comes from insight, skills and experience that you probably don’t have the time to develop them AND make the money you want to make in the short to medium term.  That’s where I’ve created value for my clients and customers.  I felt the pain, paid the price and developed the skills and experience over 25 years just so that you don’t have to.  Hence, clients pay me to walk with them and lead them to personal insights while (at the same time) making money and benefitting from our partnership.

Maybe we can journey together, sharing answers and insights through this series of blogs.  It will be fun and you’ll gain a few things that will save and make you money.

Puzzle me this puzzle me that….

Do you ever recall being told the answer to a problem but you ingored it? Maybe it was your partner, your parents, a colleague or a stranger.  We all have ‘something’ within us that chooses to rebel. Often we feel better when we find the solution for ourselves.

Ask yourself “Why didn’t I listen to [insert person’s name here]” and share your thoughts and insights below. 

You’ll find that you are not alone.  In fact you may find that your insights will create value to you and others and will, in turn, bring people to you as part of the journey of creating value and turning it into more revenue.