Robert Fiacco's Blog, page 25

How to Keep Your Prospect Funnel Full! – Hunter vs. Farmer

The reason that most sales reps give for leaving the business is the lack of people to see. That’s odd, are there not 303,645,673 people living in America? And according to the US census bureau the average retirement income is only $30,158 annually. Studies also show that 40% of Americans have no life insurance at all and 50% are underinsured. Not to mention that the statistics are even worse when we look at Long Term Care and Disability insurance. Not enough people to see? It’s just plain odd to me!

So why is this the predominate feeling with most sales people? I believe in part because most sales people tend to be “hunters” and not “farmers”. Let me explain;

Hunters look for the “kill” the sale on every phone call and every sales call and that indeed is how sales people get paid, closing the sale. When a hunter is in an association meeting or a large group of potential prospects he or she moves stelthfully though the crowd eyeing their prey and when they happen upon a likely candidate they go for the kill. They start selling immediately until the prospect, caught like a deer in the headlights, finally realizes they are in danger and head for cover. In most cases a hunter may pick up a card or phone number but seldom will make more than one attempt to secure an appointment. Hunters if they bag the elephant can be successful but most often starve themselves out of business over time.
Farmers likewise are always looking for the opportunity to close a sale but farmers are more patient in the development of potential clients. In that same association meeting the Farmers are more interested in gathering business cards and asking questions. Taking their newly acquired names like a fresh batch of seeds and entering them into a client management system were they will water, fertilize and weed until harvest time. A farmer is always working to harvest a crop (sale) down the road, assuring that he or she will never go hungry.

Keys to successful Farming:

Always be gathering potential names, emails and contact numbers

Don’t say “hey can I get your card so I can hound you until you change your number” be low key “do you have a business card ” most of the time when they give you their card they will ask you for yours.

 Have a Client Management System to record and track these contacts

It can be as simple as a note book, excel spread sheet or a true CMS…BUT HAVE A SYSTEM

Develop a strong but none aggressive first contact strategy

The goal of that call should be to introduce what you do, try and secure a meeting but most important   have the potential client agree to allow you to keep him or her on your mailing list.

 Never throw a client card away until they say “don’t call me again”.

Successful farmers realize that their true objective is to harvest that name until they get an appointment and make a sale or the prospect says “don’t call me again”.

I will argue with you as long as you want, but the truth this:  I read all the post on the various groups on this social media platform and so much of the chatter is how do I find leads, were can I get prospect? My friends, there are 303,645,673 all around you. Hey, I realize you would love for them to walk up to you with a check made out to your company stapled to their forehead but that just isn’t going to happen.

Learn to farm and keep your prospect funnel full.

Good selling

Bob

Four Keys to Inspiring Yourself Daily and Why It’s So Important

The thing about people that never ceases to amaze me is that so many individuals  are searching for happiness and success in life but refuse to accept what the one simple key to that success is. History has proven over and over that 85% to 90 % of the world will just get by. It’s in the numbers everywhere you care to look: 10% of sales people make 90% of all sales, 10% or less of the population makes over $100,000 per year and less than 1.3 % of all individuals playing sports with aspirations of turning professional will actually make it.

Despite all the statistics and data people fail to understand what the key to success in the world really is. Individuals and even companies search and search for the “magic bullet” feeling that sucess will be found in the X’s and O’s.  When it is so simple to see, if it has to be boiled down to one thing and one thing alone, its inspiration that will drive the motivation to fuel all the other things required to be in that 10% elite group.

I hear it over and over “I don’t need the rah, rah stuff and most times it’s from some loser that can’t even pay their bills.

Now, I’m sorry to sound so negative and do not mean to hurt anyone’s feelings but I’m so tired of seeing people whine and complain about not getting what they want out of life while they stumble through life refusing to understand that  it is their own lack of motivation that holds them back.

What right do I have to be giving this kind of advice? Certainly there are many people more successful than I am, who have greater struggles but I would gladly trade may pack of problems for most peoples. In my life I have overcome physical difficulties that lead to emotional struggles, financial problems, loss of loved ones and health issues. Through it all, the one constant factor that has always sustained me and allowed me to move forward towards my dreams has been the ability to keep myself motivated every day.

So here are 4 simple ways to get your blood pump’n and your butt jump’n everyday:

Music – They say that music sooths the savage beast will it also can get you energized and pumped up to attack the world. Why do you think so many high performing athletes have iPods plugged into their ears before competing? Think of the excitement and enthusiasm in a rock concert? Find your favorite music to listen to when you need a pick me up and let it “rock your world”.

Words – Words are powerful and can stir the soul. Find a source for short motivational quotes that can energize you.

Laughter - It is impossible to laugh and be down at the same time. We all need to get daily doses of laughter as much as possible. We can find humor on the internet, television or the daily comic strips. It’s everywhere we just need to look and laugh.

Stories - There are so many inspirational true stories out there in the world. Everyday there are individuals performing heroic deeds, overcoming hardships and winning in life against overwhelming odds. Stories that if we allow them, will make us feel like we can conquer the world.

I truly believe that motivation comes from within and inspiration can be found all around us in the most unusual places. This inspiration is critical to light the fire of motivation in our lives.

Good Selling

Bob

photo by – www.dreamswork.com

Six Keys to Business and Personal Hygiene….. Don’t be a stinker!

There was so much interest around the dress blog I thought it might be fun, helpful and unfortunately necessary to do one on proper hygiene. Why should these things need to be discussed…. you got me but they surly do and remember don’t kill the messenger.

 Number 1 – Mathew McConaughey, I enjoy some of your movies but enough with the O’ natural body treatment. If you want to sit around your own home stewing in your own body odor, good for you but if you’re going out in public deodorant and a little cologne would be appreciated. Nobody that I know gets turned on by another person’s body odor, unless I’m running with the wrong crowd….. You stink!

 Number 2 – A shower is mandatory at least once per day unless you’re in prison. If you are working with the public how could you not shower daily and yes I prefer a shower. As Kramer says on reruns of Seinfeld “How could you sit in a tepid pool of your own filth?” But hey that’s me! ….While you’re there wash your hair. (Hey I made a rhyme)

 Number 3 – Unless your goal is to have a family of birds or possibly rodents of some type set up home in your eyebrows a weekly trim is mandatory. My eyebrows get out of control weekly if I ignore them so why would you possibly let them go unattended forever….let me let you in on a little secret… THEY LOOK RIDICULOUS AND EVERYONE THINKS SO. Maybe no one ever told Andy Rooney but you are officially on notice.

 Number 4 – Listen, years ago when I started to realize that I was losing my beautiful naturally curly hair I thought nature was making up for the loss by allowing it to grow like weeds out my ears and nose. Fortunately for me my wife informed me that there was nothing even remotely attractive about having the world’s longest nose hair. Please if you want to close presentations and make a good impression don’t give anyone cause to question what the hell is hanging out your ears or nose. Get a trim weekly …I’m sure your barber will be glad to help and while your there do away with the unabrow, unless you’re trying out for a Star Trek movie.

 Number 5 – This one is so simple but so often missed. Clean, trim and file your nails. Even if you work with your hand you can take care of this one in that shower that we talked about earlier.

 Number 6 – White teeth to me are the ultimate sign of good appearance. You can have it all going for you but if your teeth are the color of baked beans, well I’m sorry it just doesn’t get it. I will confess this one took me a while to get right myself. For most of my life my teeth had a yellow tint to them and I asked my dentist what I should do and he replyed “Wear a brown tie!” …..not funny. Finally I found a dentist who set me up with a whitening tray and my smile sparkles. Spend the money….it’s worth it.

Number 7 – Realize that there is probably a good chance that your breath is kick’en. Even if you brush, floss and gargle. If you drank a cup of coffee, smoked a cigarette or ate a breakfast burrito with hot sauce you most likely are in trouble. Keep a tooth brush at work, mints and never pass up a piece of gum when offered.  

Are these things simple? Yes, important to success absolutely.

And please no hurt feelings meant for anyone…just trying to help.

Good selling,

Bob

Dennis Cox – illustrationsof.com

 

Are We Living In Tomorrows Good Old Days?

As I relaxed at home over the long weekend celebrating–The Fourth of July, I could not help but read the posts on my social media pages. With millions of Americans travelling all over the country to go home to family, picnics and reunions the post seemed to have a large content of sadness reflecting the missing of times gone by.

There were many comments “It’s just not the same!” Absolutely it isn’t and it probably never will be again. Especially for us “baby boomers” the 75 million people born between 1946 and 1964.

We had the great privilege to be born in a special time in the history of mankind. The Allies had just won the biggest global conflict in history and freed Europe. Legal immigration was at an all time high with people flocking to America to live their dream and employment was booming.

Our parents were not afraid of hard work if it meant getting our first television set or a nicer car (most families only had one). Dad was busy making a living and Mom raising and caring for a family so they did not have time to mettle in our sandlot ball games or kickball contest. There was no time for our parents to try and make all of us the next Joe DiMaggio or Johnny Unitas. We were allowed to do that on our own and learn the lessons of winning or losing.

If I sound nostalgic myself it’s because I am, I miss those days. The 50’s, 60’s and 70’s were special but are gone forever, except in our memories and we can never go back.

This is not a bad thing….life is far better today in many ways! Most of us live far more comfortable lives with flat screen TV’s in every room, two or three cars and  today ( and this one will probably get me in trouble) even individuals at the so called poverty line have cell phones, TV’s and cars, living life styles similar to what I grew up with…The Good Old Days.

I believe what we have to do is cherish our memories of the days gone by but live for today, enjoying every moment of the life we have right now. I know that one day we will look back and remember today as “the Good Old Days”

Good Selling

Bob

The Power of You – and How You can affect the Culture in your Organization.

There is a lot to be said for the old saying “One bad apple can ruin the whole barrel”, the culture of the organization that you and I work in everyday can and will have a great bearing on the enjoyment and ultimate success of our careers.

A 2012 article in Live Science written by Kim Ann Zimmerman www.livescience.com defines culture as “the characteristics of a particular group of people defined, by anything from language, religion, cuisine, SOCIAL HABITS, music and art.” I would add to this list the mental and physiological attitude of the individuals within the group.

Let’s be honest, when we look at the world at large history shows us time and time again how the attitudes and beliefs of individuals can dictate the actions of the entire group, thus defining that culture.

One negative person in an organization can destroy the entire culture of the organization. Making just showing up to work every day a challenge were on the other hand one positive individual can have a contagious affect on the individuals in a group in the opposite direction.

I like to say that “Life is about choices and success a choice” likewise how we think in feel everyday is a choice. We don’t have to be unhappy with our company, our boss or our career to the point that we drag everyone around us down….we can always quit.

I have a hard time understanding why a negative person who is not happy will stay with a company or organization the makes them miserable. Move on …life is too short, you and I have a responsibility to protect our own attitudes and not allow someone who is unhappy with themselves to destroy our organization and work place. We need to challenge negativity and  realize we can and are that one apple.

Good Selling

Bob

Take Responsiblity For Your Actions in Life and Business

I want to pose a question to you. Why does it appear so easy for one person to be cruel and evil towards another person to the point that they would manufacture lies and misrepresentations. Why do they not take responsibility for their own actions?

I see so much of this today in business where people are unwilling to take the blame for their failures or shortcomings. The same person who wants to be a business owner and have control over their success or failure is more than willing to take credit for the wins but not the losses.

When an individual that will not take responsible for their actions does does something that is unethical or reckless, someone else is always forced to step in and clean up the mess. This person many times will be painted by the “wrong doer” as the villain, causing undo anguish and frustration to an otherwise innocent person.

I have learned over the years that  it is so much easier to just take responsibility for what you do in life. So many people do wrong in life and go around trying to lay blame and hating others? It amazes me how someone that has done wrong can convince themselves that they are the victim and try and bring and innocent people down with them. I guess if your evil your evil.

In our business, especially, integrity is everything and we have a sacred trust to always do what is right but that really goes for anything in life that we do. Doing the right thing and always taking responsibility should be part of our moral compass.

We all would be better for it …..maybe not the evil ones!

Good Selling

Bob

Today A Dream Comes True!

Over three years ago I started a project that would eventually become a work of passion and develop into a dream I would strive to achieve in my life. Today, part of that dream becomes a reality. BQB Publishing is releasing my debut book, Showing Up to Play, in hardcover, paperback, and eBook.

During the past three years I have spent countless hours on the weekends and holidays trying to put into words the feelings in my heart regarding challenges that I have faced in my life. Challenges that we all face. I have struggled to find the right words that would touch someone else’s heart in a humorous and powerful way and hopefully leave them inspired to feel better and have hope.

Due to the tremendous pressure of my full time position and the hours that it demands, this day sometimes felt like it would never arrive. My wife and son have endured many Saturdays and Sundays of “read this and read that.” And for this I am extremely grateful.

So, now it is actually going to happen . . . I have a book being released and it is a wonderful feeling.

I hope you will consider helping me bring my dream full circle by picking up a copy and letting me know your thoughts as you read it. It would truly mean a lot to me.

It can be ordered in paperback or hardcover through Amazon, BarnesandNoble.com, Books A Million, Bqbpublishing.com, or your local library or bookstore. It is also available to download as an ebook through Kobo, Kindle, Nook, OverDrive, and more.

Thank you for your support!

Bob

Cinderella Man

I have always felt that all I ever needed was to be inspired everyday.  The rest I believed would take care of itself. The key is how do we stay inspired day in and day out? Especially in a business where we face  atychiphobia (the scientific name for fear of failure). Certainly we can seek out motivational speakers and read PMA books and these are truly great tools too take advantage of.

I have found that I can also receive great inspiration from stories about ordinary individuals that have nothing to do with sales or insurance, men and women who overcome great obstacles to achieve lofty dreams.

I recently watched the movie Cinderella Man, the true story of James J. Braddock who in the 1930′s was an impoverished ex-prizefighter. At a time when millions of Americans were suffering through the bitter hardships of the Great Depression, Jim Braddock was physically and financially broken. Unable to fight or find work, he was forced to go on government relief and was barely able to provide the basic necessities for his family. He was at one point forced to send his children to relatives because he could not afford to keep the electricity on during the bitter cold winters of New Jersey.

Through a twist of fate and what would turn out to be the luckiest break in his life, James Braddock was give a chance to fight one last fight with an up-and-coming heavyweight contender who’s opponent injured himself and was unable to fight. The fight was expected to be a “no contest” with and aging and injured Braddock not lasting a round. Braddock had other ideas, knocking out “Corn Griffin” in the third round!

Inspired by the opportunity to provide for his family and going against all odds he would win fights against the next three heavyweight contenders eventually leading to a title fight with undefeated Max Bare, a fighter who had killed one opponent in the ring. A 10 to 1 underdog in the fight, arthritic, and with injured ribs James J. Braddock would prevail in the greatest upset in boxing history defeating Bare in a 15 round unanimous decision. Braddock would pay back with interest all of the money he had received from federal relief program, adding to his folklore.

There are so many inspirational scenes in the movie that can force a tear from my eyes but the most meaningful was a scene were Braddock and his wife Mae were being interviewed prior to the Bare fight. A sports writer asks the question:

“Jimmy you couldn’t win a fight for anything five years ago. How do you explain this incredible comeback?”

Braddock answered “Now I know what I’m fighting for this time.”

The sportswriter asks ” What you’re fighting for, what are you fighting for?”

Braddock answers “The milk money.”

You see Braddock’s sole motivation was the thought of needing to feed his family. Hardship, poverty, and want are the best incentives, and the best foundation for the success of man.

Know what we are fighting for and we can overcome anything.

What are you fighting for???

Good selling,

Bob

One Week To Go!

On Friday, June 21st BQB Publishing will release my debut book Showing Up To Play. I am hoping you will take a look at it and give me your feedback. For a quick sneak peek and short promo, visit my website www.showinguptoplay.com

Thank you,

Bob

The Seven Deadly Sins of Business Dress

This is not just my opinion. According to a consensus of the finest clothiers in the country, and the over 782 books on dress listed on Amazon.com, there are rules that must not be ignored . . . so don’t kill the messenger.

They say that you have only five seconds to make an impression on someone; the way you dress can make or break those five seconds. When dressing professionally and wanting to make a great impression, it’s the little things that count.

Here are the “Seven Deadly Sins of Business Dress”

Number 1- Wearing shoes that are beat up and unpolished. You can be wearing a $2,000 Armani suit, but if your shoes are beat up, you may as well have gotten your suit at Goodwill. – My wife has always told me, “Shoes make the man!”

Number 2- Braces (suspenders) and a belt serve the same purpose: to hold up your pants. If for some reason you need to wear both at the same time, I would dare say you have a problem with your trousers. So pick one and only one! Oh, clip on braces are a big “NO-NO” . . .  it’s like a clip-on tie for God’s sake.

Number 3- When wearing a white dress shirt, you should always (and let me stress ALWAYS) wear an undershirt. I’m begging you; there are enough horrible things to look at in the world. Enough said!

Number 4- That white shirt (and let me say there is nothing more professional than a stiff starched bright white shirt to make you look like a CEO) should never be worn unless it is pressed. I don’t care if you’re in a hurry or don’t have an iron. Take it to a dry cleaner, but pressed and crisp is a must.

Number 5- If for some reason your tie does not touch the top of your belt without you hunching yourself over like Quasimodo, it’s probably too short. “It’s not your fault”, you say? “Your neck is too big?” Hey, my neck (if you want to call it one) is 20 inches. I’m more like a head sitting on a set of shoulders. Buy a tall man tie! All men’s stores carry them, just ask.

Number 6- Please, please, please, if you are dressing for business and wearing a tie, do not wear a short sleeve shirt. This rule would be negated if you live in Florida or are over 90 years old.

Number 7- If the temperature is below 45 degrees, you need to wear an overcoat. There is nothing worse than seeing a well dressed business person standing on a corner shivering.

I hope I have not offended anyone, but sometimes the truth can be painful. Our business is tough enough; give yourself every opportunity to win.

Good Selling,

Bob