Want to Meet Influential People?

-At some point you must decide if youIn an earlier post, Are You Struggling with Rejection, I discussed the truth we seem to always forget: we don’t know anything until we ask.

Even if people do not respond or they tell you ‘no’ you won’t regret or wonder what may have happened had you made the attempt. If you want to connect and build relationships with influential people that create opportunities for future business – you must summon up the courage and take the chance.

Educate yourself about the people you want to meet before you approach them. There is no excuse for not taking a few minutes and learning about someone in advance and using those facts. This is not about you and ‘pitching’ yourself. This is about them and how well you fit into their world.

Not too long ago I read a great blog post from expert sales speaker and author Jill Konrath.  Jill talked about getting an email that said something like: “Can you put me in touch with the person at your company who does your website development, design, etc.”

Being a small business owner (she outsources almost everything) there is no “person” in a cubicle in Jill’s office heading up website development. As Jill put it, if this salesperson had taken a moment to learn about her and reviewed her website, that would have been immediately obvious. Can you say, ‘delete?’

I’ve had similar emails and calls. Ignorance is no longer a valid excuse.

All the information you could ever need on someone is online.  A better approach would’ve been, “Jill, I visited your website. You have a ton of great information for salespeople. Not sure who handles your website design but…” You get the idea.

Laziness will never be rewarded and in today’s world of social selling and social networking.

You want to meet influential people? Learn about them.

Then take a chance.

Comments? Please let me know your thoughts. And if you liked this post, please share! – AW 

Have you read Go for No! yet? Pick it up at our store here or on Amazon if you prefer. If you like audio books, you can find all of our books including Go for No! and the newest, The Diamond Line on Audible.

Are You Struggling with Rejection?

GFN-footbrake-ltgBecause the model most people operate with is to ‘avoid failure’ at all costs, they struggle with rejection.

For example, there are usually people we’d love to meet, connect with, partner with but we don’t. We come up with excuses such as, ‘This person will never respond, take my call or work with me. They have no reason to help me. I have no platform or connections.’

All of those things may be the present reality however do you really know what this person will decide to do?

What’s the truth? We don’t know until we ask.

In some cases the most amazing people will agree to talk to you because everyone else doesn’t contact them thinking the exact same things as you are right now. Perhaps, for whatever reason, this person may like what you have to say and decide to help you.

Either way, take a chance.

If they don’t respond or they tell you ‘no’ – nothing really has changed except that later, you won’t have to regret or wonder what may have happened had you made the attempt. The only ‘horror stories’ I personally have aren’t of people that rejected me – they’re of people I wanted to approach but never did. What about you?

Comments? Please let me know your thoughts. And if you liked this post, please share! – AW 

Have you read Go for No! yet? Pick it up at our store here or on Amazon if you prefer. If you like audio books, you can find all of our books including Go for No! and the newest, The Diamond Line on Audible.

Top 5 Movies for Entrepreneurs

GFN-MoviestarpolaroidWEBIn order, the five top movies that all entrepreneurs should see at least once. These movies will inspire you, might frustrate you, but remind you why you do what you do and not to give up on a dream.

5) Working Girl
“You can bend the rules plenty once you get to the top, but not while you’re trying to get there. And if you’re someone like me, you can’t get there without bending the rules.”
Okay, a movie about the corporate world to start the list, but it’s a great movie about not giving up on your dream. And at the very end when we see that Tess, the main character, has “made it” because she’s in an office with a window, the camera pulls back to show her little window within a huge office building in a sea of more office buildings. You’ll be relived to remember that as an entrepreneur, you aren’t trapped and actually work on your terms.

4) The Pursuit of Happyness
“You got a dream… You gotta protect it. People can’t do somethin’ themselves, they wanna tell you you can’t do it. If you want somethin’, go get it. Period.”
It’s the ultimate overcoming all odds movie. When you see what Chris Gardner goes through, it gives some perspective.

3) The Social Network
“You don’t even know what the thing is yet. How big it can get, how far it can go. This is no time to take your chips down. A million dollars isn’t cool, you know what’s cool?”
It’s great to see a guy with such confidence. When you see Mark do what he does so well – it’s inspiring to see the intensity and drive.

2) Up in the Air
“How much did they pay you to give up on your dreams?”
Why is a movie about a guy with a job that has him traveling the country non-stop firing people on this list? It’s a great reminder that when you’re self-employed nobody gets to fire you. And if you’ve just been fired or are afraid of getting fired, maybe it’s just what you need anyway.

1) Jerry Maguire
“Twenty-four hours ago, man, I was hot! Now… I’m a cautionary tale. You see this jacket I’m wearing, you like it? Because I don’t really need it. Because I’m cloaked in failure!”
The quintessential movie for all entrepreneurs. It’s about failure, success, principles, and love. One of the best movies ever made.

BONUS… And if you’re still not completely motivated – get a copy of our 98 minute DVD docu-movie, Yes is Destination, No is How You Get There.

If you are an entrepreneur, you’ll want to make sure that the word ‘no’ and fear of failure and rejection is in your toolbox of assets rather than obstacles!

Comments? Please let me know your thoughts. And if you liked this post, please share! – AW 

Should You Embrace Rejection?

GFN-rejectionisagiftSeth Godin says, “Every rejection is a gift. A chance to learn and to do it better next time.”

When you re-frame getting a ‘no’ in your life and in your business it’s far less painful if you can embrace it and see the benefits.

So like a gift, when you get it – you keep it and decide what to do with it… where to put it. Like a bad Christmas sweater, you can wear it like a badge of honor or tuck it away in shame.

It’s your choice. But that choice doesn’t matter so much now but it does matter in the future. How you view ‘no’ and how you recover massively influences your future interactions and future results.

Comments? Please let me know your thoughts. And if you liked this post, please share! – AW 

Have you read Go for No! yet? Pick it up at our store here or on Amazon if you prefer. If you like audio books, you can find all of our books including Go for No! and the newest, The Diamond Line on Audible.

Challenge Yourself to Get a No!

What would happen if… instead of challenging yourself to hear YES and make a sale… you challenged yourself to get a NO?

What could you do in 7 or 30 days?  How many no’s could you collect?

What could happen in the process?

Join our Go for No! Challenge and listen to my latest webinar (this one is a Go for No! 7 Day Challenge) where I teach you about how to harness the power of ‘no’ to explode your business in 7 days.  I cover what you should do for this challenge including things like:
Who should Go for No! Why?
How do you mentally prepare for all those no’s?
How do you track your no’s? Which no’s count… and which don’t? And much more.

The perfect motivational sales challenge for you and your sales team if you have one. Sign up here to receive access to the latest Challenge training completely free.

Is Comparison Sabotaging Your Success?

If you are always comparing yourself you are going to always be lacking.  Listen to my Breakthrough Byte on Breakthrough Business Radio on how to stop the nasty habit of comparing yourself to other people!

Listen here.

I’m the final featured expert every fourth Monday on Breakthrough Business Radio with Michele Price. My topic: anything to do with creating a more effective MINDSET!

To learn more about the show which airs every Monday at 12 pm ET, please visit here. We’d love you to share this post or tweet us with a comment, use #BBSRadio. Want to ask me something? Ask away!

The Opposite of Success

GFNDVDMovieOne of the things we asked of the people interviewed for our Go for No docu-movie was for them to share their definition of failure.

There’s a great quote from Randy Gage (one of the “stars” in our movie!) and it is this:

“The opposite of success is not failure, it’s mediocrity. Failures are part of the success process as you learn and grow.”

Like Randy, our guests agreed time and again, that failure was quitting, giving up, or as Robert Imbriale mentioned in his clip, “failure is sitting on the couch and not doing anything.”

There is no doubt on your journey you question whether you are on the right path. You question if you are heading the right direction. You may end up taking a different route. You may try a few different things. But always remember that you are in the game. The only failure, in our mind, is for you to give up on you.

Interested in picking up a copy of the Go for No! DVD Movie? It’s a 98 minute docu-movie on how to use failure and rejection in order to achieve your goals and dreams. Get it here.
Comments? Please let me know your thoughts. And if you liked this post, please share! – AW

Turning Sales Rejection into Profits

Salespeople stop selling much earlierPeople may assume ‘Go for No!’ is a sales tool or selling technique… and is simply that with nothing more behind it. That it requires nothing but badgering people over and over.

Of course this is not true. Well…  the ‘over and over’ part is true… nothing turns invested time into profitable time more than following up with people who have told you ‘no.’

Yes, you can turn sales rejection into profits… that is the key to ‘Go for No!’

How? With information. Gather information by asking questions, listening to the answers and taking notes as needed.  As you ‘Go for No’ remember that you are simultaneously building a relationship.

What you learn within the conversation – any nugget no matter how tiny is the ‘how’ of the follow up. It is what you use in your future contacts to attempt to serve the person and/or business again. By listening and learning you can help facilitate current no’s into future yeses.

Challenge your fears and commitment

GFN-Facefears-final

In 1519, Spanish Conquistador Hernando Cortez landed on the shores of the Yucatan to conquer the area. Cortez was serious and had to motivate his crew to get behind this huge task. He told his men before they ventured off into battle “burn the ships.”

Of course, the men weren’t crazy about the idea since there would be no way to go home with no ships however, it DID mean that they had to be successful, they were committed to the plan.

Once you have the commitment then the goal is NOT to overcome fear.

It’s to learn and master the “process” of the fear, to expect it and move through it.

The process of physical upset (racing heartbeat, sweats, shaking) plus the emotional distress and anxiety is basically the old ‘fight or flight’ syndrome built into humans for as long as we’ve been on the planet.  Now, when you have the commitment you choose to FIGHT.  You take action and action is what removes the fear. Becoming more and more familiar with the process of fear is what we can master.

We all have fear in our businesses and lives.  One of things we get asked most often when we talk about ‘go for no’ is … HOW? How do you get over the fear?

1) You got to be ready. There must be a readiness to change what is happening now. You’ve got to get to the place where staying where you are is no longer an option.

2) Once ready, create a new vision and commit to that. When commitment is not strong, it is easy to wobble and procrastinate. Now you’re thinking but how do you ensure commitment? The wobbles will happen. But once your decision is made you must, must cut out all activities of the past. Commit to moving forward and put your full effort into that and ‘burn your ships.’

Want to listen to our parable The Fear Factory, visit Audible. Have you read Go for No! yet? Pick up a copy today!

Growing Trust as a Salesperson

“All things being equal, people will do business with and refer business to, people they know, like and trust.”  We heard that from our friend and well-known speaker Bob Burg (author of The Go-Giver and Adversaries into Allies.)
From a ‘Go for No’ standpoint, we believe it’s through persistence that we achieve trust. We show people we don’t just disappear. We care. We check back in (that’s using action, not just words) and that shows a type of consistency. As the politician Lincoln Chafee said, “Trust is built with consistency.”
Several years ago we were sitting in the office and Richard answered the phone (a rare event but anyway…) and it was a young guy who asked if we’d ‘invest in him’ and give him a free copy of Go for No!  Well, Richard wanted to turn this into a teaching moment for our young caller. So he said, “I’m going to say no, but here’s what I will do. Today is Monday. If you call me every morning this week and ask for a book, I will tell you no. On the last day, Friday, I will say yes and you’ll get a book.”  The young man never called back.

How ironic that we would have invested in him but he wouldn’t invest in himself first. Persistence does not come to many very naturally. Whether it’s just laziness, lack of belief that a pay-off will happen – whatever the reason – we know this: persistence is not a nice-to-have when it comes to building a business, it’s absolutely essential.

Your willingness to positively persist, doing what you can to bring value to your contacts, staying on the path (not jumping from one thing to another), and growing your business one customer at a time demonstrates consistency. That consistency will grow trust and will eventually be a factor in people doing business with you.

Comments? Please let me know your thoughts. And if you liked this post, please share! – AW 

Have you read Go for No! yet? Pick it up at our store here or on Amazon if you prefer. If you like audio books, you can find all of our books including Go for No! and the newest, The Diamond Line on Audible.