Boost Your Business Quotes

You can perhaps, in a number of circumstances, tell yourself that you can't have more than you have until you do better than you're doing, but by all means steer clear of its reverse, the creed of defeat, in saying that you can't do better than you're doing until you can have more than you have.

Your every positive action in your life will increase your self-esteem and this self-esteem will boost you for more positive action to take you on success

Cheaper trade: Time zones make trade more expensive; it’s harder to do business with someone if their office hours don’t overlap with yours. If the Sun went out, it would eliminate the need for time zones, allowing us to switch to UTC and give a boost to the global economy.

So at most companies, an unspoken compact emerges: It's okay to be ambitious, but if you play too rough, your peers will unite against you. On the other hand, if you focus on boosting your own department, rather than undermining your rival, you'll probably get taken care of over time.

Contrary to popular belief, productivity isn’t about how much you can do. It’s about whether or not you’re doing the right things—the things that matter to your work and to you. And that means starting small with what you know matters to you.

A friend who attended a prestigious MBA program once told me about the business ethics course he took there. The professor counseled honest business practices for two reasons. First, if you lie or cheat you may be caught, and that would be bad for business. Second, if people in the company know they ae working in an honest business, that will boost morale . . . "Tell the truth--because it's to your own advantage," was the counsel. What happens, however, when you inevitable come to situations in which telling the truth would cost you dearly? What happens when telling a particular lie would be stupendously advantageous to you?

Over my 50 years in business I have learned that if I rise early I can achieve so much more in a day, and therefore in life.”[ 1]

Strategizing boosts efficiency; planning your toughest work for the time when you have the most energy means a task might take one hour instead of two.

The biggest challenge after success is learning how to share it.

So next time someone enters your contemplative space and tells you to get happier, say you’re busy attending to “the poignant enormity of life experience.” Bet that will get you some alone time.

Technique #1: Intimidation In person-to-person, professional selling, I very quickly learned the value of intimidation, and I consider Robert Ringer's bestselling book Winning Through Intimidation to be one of the most useful business books I've ever read.

Communication is a form of currency. And how you choose to use it—the speed at which you understand things, your clarity of thought, and your ability to deliver a strong message, so the audience has no doubt who is leading the show—can boost or burn your business.

let’s say you think you’re committed to starting your own business. But your underlying commitment is actually to stay safe and small right where you are. Even as you make efforts to start your own business, some part of you is sabotaging those efforts and ensuring you fail.

When a client asks the question “How do I boost my profits?” the first thing McKinsey does is take a step back and ask the question “Where do your profits come from?” The answer to this is not always obvious, even to people who have been in their particular business for years.

Every crappy experience I’ve had—from having my heart broken, to almost having to leave my own company due to a conflict with a business partner, to depression and staring down gaping dark holes of the mind—led to some small-but-significant insight or awakening that boosted the quality of my life and made me stronger.

On Sunday, get ready to have two million people cheering you on,” Jessie said. “Laney is making you a shirt with your name on it so people will know to yell your name out.” Mr. Beiderman groaned. “I was hoping she had forgotten about that shirt.” “You’re going to love it,” Orlando said. “It will give you a boost when you’re running. And it will help the cross-country team find you when we join you on the course.” “I want to wear this,” Mr. Beiderman said, gesturing to his all-black workout clothes. “No, no,” Jessie said, wagging a finger at him. “Laney’s heart would be broken.” “C’mon,” Orlando said. “It’ll be fun. People wear all sorts of funny things when they run the marathon. Chicken costumes. Superhero outfits complete with fake muscles. Business suits. A T-shirt with your name on it will look tame in comparison.” “Laney has been excited about making your marathon shirt for weeks,” Jessie reminded him. “Fine,” Mr. B grumbled. “I’ll wear it.” Jessie smiled. “Good. Also, this might be a good time for me to warn you that she’s putting a lot of glitter on it.” Mr. Beiderman sighed, and Jessie and Orlando laughed.

resources on self-promotion, specifically targeted to introverts and accessible online, now abound. Popular examples include Beth Buelow’s The Introvert Entrepreneur blog and podcast (bethbuelow.com) and Nancy Ancowitz’s Self-Promotion for Introverts® site (selfpromotionforitroverts.com). Ancowitz, business communication coach and author of the book Self-Promotion for Introverts, recommends that introverts build on what they do naturally rather than try to replicate extroverts:

Accomplish one small thing a day. Maybe it’s cleaning that counter, maybe it’s writing one thank-you note. Don’t make the task too difficult. For the rest, you’re healing a uterus; adding millions of cells to your baby’s brain (though it might sometimes feel as if they are being siphoned off from your own); developing his liver, heart, and lungs; boosting his immune system; and maintaining the integrity of his intestines … you’re a busy lady! All while sprawled comfortably on the couch. Multi-tasking raised to an art form!

Stop Telling Yourself You’re Not Ready As we noted yesterday, we fear the unknown. For example, in our personal lives, we hesitate before saying hello to strangers. We immediately call a plumber before trying to fix plumbing problems on our own. We stick to the same grocery stores rather than visiting new stores. We gravitate toward the familiar. In our professional lives, we shy away from taking on unfamiliar projects. We cringe at the thought of creating new spreadsheets and reports for our bosses. We balk at branching out into new avenues of business. Instead, we remain in our comfort zones. There, after all, the risk of failure is minimal. One of the biggest reasons we do this is because we believe we’re unready to tackle new activities. We feel we lack the practical expertise to handle new projects with poise and effectiveness. We feel we lack the knowledge to know what we’re doing. In other words, we tell ourselves that we’re not 100% ready. This assumption stems from a basic and common fallacy: that we must be 100% prepared if we hope to perform a given task effectively. In reality, that’s untrue. The truth is, you’ll rarely be 100% ready for anything life throws at you. Individuals who have achieved success in their respective fields claim their success is a reflection of their persistence and grit, and an ability to adapt to their circumstances. It is not dictated by whether the individual has achieved mastery in any particular area.

My “10 Smart Market Diagnosis and Profiling Questions” What keeps them awake at night, indigestion boiling up their esophagus, eyes open, staring at the ceiling? What are they afraid of? What are they angry about? Who are they angry at? What are their top three daily frustrations? What trends are occurring and will occur in their businesses or lives? What do they secretly, ardently desire most? Is there a built-in bias to the way they make decisions? (Example: engineers = exceptionally analytical) Do they have their own language? Who else is selling something similar to their product, and how? Who else has tried selling them something similar, and how has that effort failed? So, Step 1 in our system is to analyze thoroughly, understand, and connect with the customer.

When researchers with the National Weight Control Registry examined the tactics used by successful dieters, they found that two characteristics, in particular, stood out. People who successfully maintain weight loss typically eat breakfast every morning. They also weigh themselves each day. Part of the reason why these habits matter is practical: Eating a healthy breakfast makes it less likely you will snack later in the day, according to studies. And frequently measuring your weight allows us—sometimes almost subconsciously—to see how changing our diets influences the pounds lost. But just as important is the mental boost that daily, incremental weight loss provides. The small win of dropping even half a pound can provide the dose of momentum we need to stick with a diet. We need to see small victories to believe a long battle will be won.

The same thing, notes Brynjolfsson, happened 120 years ago, in the Second Industrial Revolution, when electrification—the supernova of its day—was introduced. Old factories did not just have to be electrified to achieve the productivity boosts; they had to be redesigned, along with all business processes. It took thirty years for one generation of managers and workers to retire and for a new generation to emerge to get the full productivity benefits of that new power source. A December 2015 study by the McKinsey Global Institute on American industry found a “considerable gap between the most digitized sectors and the rest of the economy over time and [found] that despite a massive rush of adoption, most sectors have barely closed that gap over the past decade … Because the less digitized sectors are some of the largest in terms of GDP contribution and employment, we [found] that the US economy as a whole is only reaching 18 percent of its digital potential … The United States will need to adapt its institutions and training pathways to help workers acquire relevant skills and navigate this period of transition and churn.” The supernova is a new power source, and it will take some time for society to reconfigure itself to absorb its full potential. As that happens, I believe that Brynjolfsson will be proved right and we will start to see the benefits—a broad range of new discoveries around health, learning, urban planning, transportation, innovation, and commerce—that will drive growth. That debate is for economists, though, and beyond the scope of this book, but I will be eager to see how it plays out. What is absolutely clear right now is that while the supernova may not have made our economies measurably more productive yet, it is clearly making all forms of technology, and therefore individuals, companies, ideas, machines, and groups, more powerful—more able to shape the world around them in unprecedented ways with less effort than ever before. If you want to be a maker, a starter-upper, an inventor, or an innovator, this is your time. By leveraging the supernova you can do so much more now with so little. As Tom Goodwin, senior vice president of strategy and innovation at Havas Media, observed in a March 3, 2015, essay on TechCrunch.com: “Uber, the world’s largest taxi company, owns no vehicles. Facebook, the world’s most popular media owner, creates no content. Alibaba, the most valuable retailer, has no inventory. And Airbnb, the world’s largest accommodation provider, owns no real estate. Something interesting is happening.

History determines your hiring policy. Why are tech companies being lectured by media corporations on “diversity”? Is it because those media corporations that are 20-30 points whiter than tech companies actually deeply care about this? Or is it because after the 2009-era collapse of print media revenue, media corporations struggled for a business model, found that certain words drove traffic, and then doubled down on that - boosting their stock price and bashing their competitors in the process?12 After all, if you know a bit more history, you’ll know that the New York Times Company (which originates so many of these jeremiads) is an organization where the controlling Ochs-Sulzberger family literally profited from slavery, blocked women from being publishers, excluded gays from the newsroom for decades, ran a succession process featuring only three cis straight white male cousins, and ended up with a publisher who just happened to be the son of the previous guy.13

Tips for Mailings to Sell Professional Services Credibility is critical here. Descriptive items of fact (such as number of years in business, number of clients served, sample client lists, and so on) can all be of tremendous value. However, “believability” is even more important than “credibility.” The facts about your business, such as years in business, clients served, proprietary methods, and so on are important, but not nearly as persuasive as what clients have to say about their real-life experiences with you, benefits realized, and skepticism erased. Facts and credibility only support persuasion. Consider offering a free initial consultation or a free package of informative literature; this may break down barriers of skepticism and mistrust. Answer the question: why should the reader bother? Similarly, you should work at making the intangible benefits of your product tangible. This can be accomplished with before/after photographs, slice-of-life stories, case histories, or other examples. Demonstrate the value!

Gimmicks too often fail. Saying something of genuine importance and interest to the recipient usually succeeds. You say it with a headline. Yes, I am well aware that advertising has headlines and letters generally do not. However, successful sales letters do. It can go above the salutation or between the salutation and the body copy. It can be typeset in big, bold type while the rest of the letter has a typewritten look. Or it can be put in a “Johnson box,” a device presumably named after an inventor named Johnson, that looks like the one in the letter in Exhibit #8. What your headline says and how it says it are absolutely critical. You might compare it to the door-to-door salesperson wedging a foot in the door, buying just enough time to deliver one or two sentences that will melt resistance, create interest, and elevate his or her status from annoying pest to welcome guest; you've got just about the same length of time, the same opportunity. Exhibit #8 Johnson Box September 12, 2005 Mr. Horace Buyer President ACME Co. 123 Business Street City, State, Zip Dear Mr. Buyer: * * * * * * * * * * * * * * * * * * * * Your headline goes here. * * * * * * * * * * * * * * * * * * * * Body copy begins here and continues normal letter format.

How I Turned a Troubled Company into a Personal Fortune. How to ________ This is a simple, straightforward headline structure that works with any desirable benefit. “How to” are two of the most powerful words you can use in a headline. Examples: How to Collect from Social Security at Any Age. How to Win Friends and Influence People. How to Improve Telemarketers' Productivity — for Just $19.95. Secrets Of ________ The word secrets works well in headlines. Examples: Secrets of a Madison Ave. Maverick — “Contrarian Advertising.” Secrets of Four Champion Golfers. Thousands (Hundreds, Millions) Now ________ Even Though They ________ This is a “plural” version of the very first structure demonstrated in this collection of winning headlines. Examples: Thousands Now Play Even Though They Have “Clumsy Fingers.” Two Million People Owe Their Health to This Idea Even Though They Laughed at It. 138,000 Members of Your Profession Receive a Check from Us Every Month Even Though They Once Threw This Letter into the Wastebasket Warning: ________ Warning is a powerful, attention-getting word and can usually work for a headline tied to any sales letter using a problem-solution copy theme. Examples: Warning: Two-Thirds of the Middle Managers in Your Industry Will Lose Their Jobs in the Next 36 Months. Warning: Your “Corporate Shield” May Be Made of Tissue Paper — 9 Ways You Can Be Held Personally Liable for Your Business's Debts, Losses, or Lawsuits Give Me ________ and I'll ________ This structure simplifies the gist of any sales message: a promise. It truly telegraphs your offer, and if your offer is clear and good, this may be your best strategy. Examples: Give Me 5 Days and I'll Give You a Magnetic Personality. Give Me Just 1 Hour a Day and I'll Have You Speaking French Like “Pierre” in 1 Month. Give Me a Chance to Ask Seven Questions and I'll Prove You Are Wasting a Small Fortune on Your Advertising. ________ ways to ________ This is just the “how to” headline enhanced with an intriguing specific number. Examples: 101 Ways to Increase New Patient Flow. 17 Ways to Slash Your Equipment Maintenance Costs. Many of these example headlines are classics from very successful books, advertisements, sales letters, and brochures, obtained from a number of research sources. Some are from my own sales letters. Some were created for this book.

Believing business is easy boosts your self-confidence.

Don’t try to figure out what other people want to hear from you; figure out what you have to say. It’s the one and only thing you have to offer.  —Barbara Kingsolver

You have a responsibility to the world to share your process in a way that helps other people.

Action Steps 1. Audit your current skill set. You have more areas of competence than you think. Throughout your life, you have amassed knowledge and specialized skills in a wide range of disciplines. That knowledge and those skills can prove useful to you in future endeavors. For example, I have a degree in Finance and Investments. Upon graduating from college, I accepted an accounting position with one of the top automakers. I then became a stockbroker. Then, I moved into a career in IT. For the past 20 years, I’ve been a writer in numerous capacities. Along the way, I learned about server management, Wordpress development and search engine optimization. All of these ventures imbued me with skills I use every day - in my business and personal life. Your experience has likewise instilled within you a raft of specialized skills. Many of them will help you to tackle unfamiliar tasks and projects, even if they seem unrelated to your current and previous jobs. 2. Focus on your desired outcomes rather than the things that might go wrong along the way. One of our survival instincts is to plan for things that might go wrong. In some circumstances, that’s a valuable quality that protects us from harm. It prevents us from strolling down dark alleys in unpopulated locales. It discourages us from petting strange dogs. In other circumstances, however, it can hold us back. The instinct prevents us from pursuing opportunities that can lead to improved aptitude as well as personal and professional growth. By focusing on your desire outcomes, you’ll find it easier to ignore your inborn fear of the unknown. You’ll be able to dismiss the voice in your head constantly whispering “What if XYZ happens?” 3. Look for opportunities to learn new skills. The self-confidence you’ll gain will make you less fearful of tackling unfamiliar tasks. Achieving a high level of competency in any discipline requires repeated exposure and application. There’s no other way to attain proficiency. The problem is a lack of courage. It’s normal to feel hesitant, or even intimidated, when we’re given a new responsibility.

In the business world the executives have to make high stake decisions at a much faster pace. In such high-stake situations, the way you control and replace your thoughts on what is important for your goal,

Customers or shoppers, they love buying as much as they want without thinking about going out of cash. The thought of scarcity of funds annoys them to the core and often spoils their made to a point where they no longer are interested in making the purchase. Though this doesn’t harm them in anyway because they can buy the needed product/service later but this changed attitude of them costs high to the business that loses a valuable customer and an important sale. Credit Card Processing: Never Lose Upon A Consumer If you are limited to the traditional era of accepting cash, the above explained scenario can become a reality for you if not today then tomorrow. However, to stay away from this disappointment, credit card processing can be used to the fullest extent. As shoppers are interested in paying via credit card, a business can entice them by accepting card payment. Talking exclusively about the small businesses that are particular about everything, pulling impressive customers through credit card processing for small business totally makes sense. Not only it appeals to the needs of the customers but also lets the business stay active 24/7. In other words, sales remain on without any break and revenue can be generated even when official business hours are closed. Benefits To Catch Up With • Boost in sales • Encouraging customers for impulse buying • Legitimizing the business • Improvement in cash flow • No risk of dealing with bad checks • Inexpensive business expense • Getting started is quick & easy • Multiple currencies can be accepted • Needs of customers can be catered no matter where they are located These advantages are seriously wonderful to take a small business forward and give it the needed recognition on global level. Accepting cash payment is soon going to become thing of the past as credit card processing and mobile payment processing are the new mates businesses are interested in joining hands with. Hence, start with these services before your customers find comfort in arms of your competitor’s business.

You and your lieutenants need to embrace the principle of “Owning Your Own Space.” Under this principle, all employees in a large company view themselves as the owners of a small business. I’ll show you later exactly how to implement this principle, but here’s the gist of it: after setting clear goals for a project, give your employees broad discretion to decide how best to achieve these goals—and then get out of their way. This creates the right environment for your employees to do their best work, and it frees up time for you to focus on your highest Objectives and Targets.

4. Evaluating an analysis. I sometimes receive business plans for launching a new product with an assessment of the competitive landscape and financial projections for the product’s initial years. In reading those proposals, I home in on the key assumptions in the analysis. The projections are worthless unless the underlying assumptions are well supported.

Even those retailers who don’t sell products online or who have substantial offline sales are still impacted by search. Online advertising triggers $6 to be spent offline for every dollar spent online29 and the in-store sales boost from search is three times greater than online display advertising.

We’re all “storytellers.” We don’t call ourselves storytellers, but it’s what we do every day. Although we’ve been sharing stories for thousands of years, the skills we needed to succeed in the industrial age were very different from those required today. The ability to sell our ideas in the form of story is more important than ever. Ideas are the currency of the twenty-first century. In the information age, the knowledge economy, you are only as valuable as your ideas. Story is the means by which we transfer those ideas to one another. Your ability to package your ideas with emotion, context, and relevancy is the one skill that will make you more valuable in the next decade. Storytelling is the act of framing an idea as a narrative to inform, illuminate, and inspire. The Storyteller’s Secret is about the stories you tell to advance your career, build a company, pitch an idea, and to take your dreams from imagination to reality. When you pitch your product or service to a new customer, you’re telling a story. When you deliver instructions to a team or educate a class, you’re telling a story. When you build a PowerPoint presentation for your next sales meeting, you’re telling a story. When you sit down for a job interview and the recruiter asks about your previous experience, you’re telling a story. When you craft an e-mail, write a blog or Facebook post, or record a video for your company’s YouTube channel, you’re telling a story. But there’s a difference between a story, a good story, and a transformative story that builds trust, boosts sales, and inspires people to dream bigger.

Preparing for a Business-Related Social Function 1. Activate your PMA. 2. Take a few minutes alone before the event—in the car, outside the room. 3. Utilize relaxation techniques. 4. Think about your goals for the event. 5. Visualize your success. 6. Think of a series of self-praise phrases that will give you energy and self-confidence. For example: “I am feeling confident and competent, and I will express this to all of those I meet.” 7. Boost your personal energy level up. 8. Walk with confidence into the event. 9. Focus on something other than yourself. Find out about other people and look into their concerns and interests. If you find your attention becoming too self-absorbed, see what you can notice about the appearance of others at the event. 10. Continue to initiate and follow up on conversations throughout . . .

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You can’t go wrong by pricing your book in the middle of the road ($4.99–$7.99 for ebooks and $12.99–$17.99 for paperbacks).

What Excuse Do You Make When Asked for Your Fax Number — and You Haven't Got One? Can you afford to appear “behind the times” to your clients, customers, vendors, and associates? Or is it important to you to be perceived as successful, savvy, in tune with the trends leading the American business scene?

Key learnings You can boost your brand and get more people to trust you by doing interviews with top industry leaders. By spending time with them asking questions, you get associated with their image and people will perceive you as an expert as well. Processes are key. If you want to get people from the top of the ladder on your podcast/interviews you need to start small and then keep leveling up. Communities die, families prosper. Your team will be the most important success factor of your company as you grow. The key source of talented people is actually the people you’ve already hired. Your team reflects your company culture. That’s why they need to be 100% involved. Making people’s lives easier is one of the most underrated skills in business. Transparency leads to trust. Don’t beat around the bush, tell it like it is and people will see they can trust you.

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Kind words have such power; they can lift your spirits, boost your self-esteem, and even change your life—

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Inaction breeds doubt and fear. Action breeds confidence and courage. If you want to conquer fear, do not sit home and think about it. Go out and get busy. - Dale Carnegie

Examples for warm-market prospects: “When you told me you (hate your job, need more money, wanted to find a new house, etc.), were you serious or were you just kidding around? (They’ll almost always tell you they were serious.) Great! I think I’ve found a way for you to (get it/solve the problem/make that happen).” This is for situations where you know an area of their dissatisfaction, need or desire. “I think I’ve found a way for us to really boost our cash flow.” “When I thought of people who could make an absolute fortune with a business I’ve found, I thought of you.” “Are you still looking for a job (or a different job)? I found a way for both of us to start a great business without all the risks.” “Let me ask you a question, off the record. If there was a business you could start working part-time from your home that could replace your full-time income, would that interest you?” Examples for cold-market prospects: “Have you ever thought of diversifying your income?” “Do you keep your career options open?” “Do you plan on doing what you’re doing now for the rest of your career?” You can follow these cold market scripts or any variation with the following: “I have something that might interest you. Now’s not the time to get into it but…

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Take advantage of social listening tools such as Social Mention and TweetDeck to listen to consumer conversations about your brand.

Inaction breeds doubt and fear. Action breeds confidence and courage. If you want to conquer fear, do not sit home and think about it. Go out and get busy. - Dale Carnegie

Effective coaching builds awareness and removes the excuses. Coaching will help you replace those excuses and limiting beliefs with empowering dreams, and boost your self-confidence. Coaching can help you identify your values, discover your “why,” set goals, increase your self-esteem, and find a balance in life and business.

research validating Tom’s instincts. When researchers with the National Weight Control Registry examined the tactics used by successful dieters, they found that two characteristics, in particular, stood out. People who successfully maintain weight loss typically eat breakfast every morning. They also weigh themselves each day. Part of the reason why these habits matter is practical: Eating a healthy breakfast makes it less likely you will snack later in the day, according to studies. And frequently measuring your weight allows us—sometimes almost subconsciously—to see how changing our diets influences the pounds lost. But just as important is the mental boost that daily, incremental weight loss provides. The small win of dropping even half a pound can provide the dose of momentum we need to stick with a diet. We need to see small victories to believe a long battle will be won.

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At the age of  21 Lincoln failed in business... at age 22 he was defeated in a legislative race... at age 24 he failed again in business... at age 26 he struggled to overcome the death of his fiancé that he was engaged to marry... at age 27 had a total nervous breakdown which lasted for six months... at age 34 he lost a congressional race... at age 36 he lost a congressional race... at age 45 he lost a senatorial race... at age 47 failed in an effort to become vice-president... at age 47 lost a senatorial race... in 1864 at the age of 52, he was elected 16th President of the United States of America, saving the union, and played a vitally important part in the struggle to end slavery. Today Abraham Lincoln is remembered as one of the greatest leaders of the American nation. “Be sure you put your feet in the right place, then stand firm.” Abraham Lincoln

Positive psychology is the study of what constitutes excellence in individuals, communities, and workplaces. It incorporates the study of productivity, resilience, motivation, emotions, strengths, team dynamics, and more.

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Stories put the other person in storytelling mode. It’s no longer like, ‘I gotta be careful. You’re just trying to take my money.’ By sharing a story you bring down any resistance and start having a conversation on the same level.

The key is to keep it simple. This is StorySelling. Unless you’re writing a novel, we don’t need to know the color of your toothbrush holder.

Why does it matter to state the time, location, and main character? Because these three points give your story instant credibility.

Pick a challenge that is relatable—one that your listener has experienced or can imagine experiencing.

Vulnerability is consciously choosing to not hide your emotions or desires from others.”10 It’s about being open about your imperfections.

In the first act you get your hero up a tree. The second act, you throw rocks at him. For the third act you let him down.” – George Abbott, American theater producer and director

The result is your chance to show the transformation—to show how things changed throughout the story.

The goal of these stories is to alleviate your buyer’s concerns or objections when they arise

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A good story is one that takes you on an emotional rollercoaster. The decline is fast and terrifying, the twists are sharp and unexpected, and the end is happy and beautiful. If you have a story that does that to me, I don’t care what you’re selling. I’m going for another ride. I’m buying.” – Andrew Sykes, Chief Executive Officer (CEO)

Sure, if your story is mind-blowing and your buyer adores you, you can take a little longer to share your story. If that’s not the case, keep your stories between 1 and 2 minutes.

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Communication is merely an exchange of information, but connection is an exchange of our humanity.” – Sean Stephenson, author of Get Off Your “But

Get the story on paper, say it out loud, make edits, and test it in a non-sales environment. Once your friends understand it and find that the story serves your purpose, you’re ready to share it in your sales conversations.” – Lee B. Salz, author of Sell Different!

let your listeners know how the story turns out. Where do the actions in response to the challenge lead? What is the result?

We’ll first talk about the three elements that make a great story (surprise, emotions, and visual moments), then five specific techniques you can use to add these elements to your story.

Surprise refers to moments in the story that are unexpected. This can be anything that breaks the typical patterns of what your listeners expect.

Collier understood and preached this swim-with-current-rather-than-against strategy. Do not arrive as an interruption or disruption, attempting to divert your reader's attention from the object it is focused on, fighting to interest him in something different from what he is already, at this moment, interested in. Instead, align yourself with the subjects already possessing his attention, the matters already garnering his interest, the self-talk conversation already occurring in his mind, and the conversations he is already having around the water-cooler at work or at the kitchen table at home with peers, friends, and family. About this, Collier wrote: “Study your reader first — your product second…. The reader of your letter wants certain things and the desire for them is, consciously or unconsciously, the dominant idea in his mind all the time. He is also engaged by the news or events or public conversations of the day. Put yourself in his place. If you were deep in discussion with a friend over some matter and a stranger came up and said: ‘Mister, I have a fine coat I want to sell you!’ — what would you do? The same thing happens when you approach a man by mail. He is in discussion with himself. If you just butt in, will you be welcome? How would you do it if approaching him and his friend in person? You'd listen and get the trend of the conversation. Then, when you chimed in, it would be with a remark on a related subject. Then you could gradually bring the talk around logically to the point you wanted to discuss. Study your reader. Know what interests him. Listen to the conversation he is already having with himself. Enter where he already is.” There are some obvious, perennially occurring attention dominators, such as seasons and holidays, and linking to these — regardless of whether your business naturally links or not — can be extremely helpful. You need not be a florist, jeweler, or restaurant to utilize Valentine's Day, for example. Beyond that, and deeper than that, every customer group has some shared item on their minds. Know it. Start your conversation with them with it. And be sure to take advantage of one of the great advantages of today's online media, including e-mail, blogs, and social media sites — being day to day, even hour by hour, timely. You can link a marketing message to world or local, financial, or cultural news of the moment — and you should.

An individual neuron can connect to more than ten thousand other neurons through synapses, or junctions that allow cells to pass electrical messages, chemical signals, and other information. This level of connectivity keeps our brain insanely busy, capable of making more than 100 trillion connections. To put this number into perspective, 100 trillion is about one thousand times the number of stars in our galaxy.

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The most popular Foursquare feature is a competitive challenge called The Mayor. The rules read: “If you’ve got more check-ins than anyone else at a particular place, we deem you ‘The Mayor’ of that place. But once someone else comes along who has checked in more times than you, they then steal the ‘Mayor’ title back from you.” As soon as you become mayor, Foursquare sends an announcement to your friends congratulating you. Even better, some bars and restaurants have set up special deals for whoever happens to be mayor at any given time. The Marsh Café in San Francisco, for example, lets the current mayor drink for free. Of course, this is also a smart move on the part of the café—players have extra incentive to bring their friends there nightly to try to achieve or hold on to the mayor status, boosting business throughout the week. It’s also a good example of how traditional brick-and-mortar companies might be able to augment their services by more actively taking part in this popular reality-based game. Currently, hundreds of venues—from the Sacramento Zoo to a Wendy’s fast-food restaurant in the student union at the University of North Carolina Charlotte—offer deals or freebies for Foursquare players. Why do people love the idea of becoming the mayor? Because trying to become mayor of your favorite city spots gives you a chance to keep doing something you already love, but do it more. It gives you an excuse to spend as much time as possible at the places that make you happiest. And when you notice someone else vying for your mayor status, you get an instant friendly rival, motivating you to visit your favorite places more often, the same way a Nike+ challenger pushes you to run faster and longer.

History determines your hiring policy. Why are tech companies being lectured by media corporations on “diversity”? Is it because those media corporations that are 20-30 points whiter than tech companies actually deeply care about this? Or is it because after the 2009-era collapse of print media revenue, media corporations struggled for a business model, found that certain words drove traffic, and then doubled down on that - boosting their stock price and bashing their competitors in the process?13 After all, if you know a bit more history, you’ll know that the New York Times Company (which originates so many of these jeremiads) is an organization where the controlling Ochs-Sulzberger family literally profited from slavery, blocked women from being publishers, excluded gays from the newsroom

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Leave magical first impressions Become your clients’ #1 trusted advisor Communicate the value you’re bringing to the table Overcome any sales resistance Inspire, motivate, and positively influence anyone around you

My “10 Smart Market Diagnosis and Profiling Questions” What keeps them awake at night, indigestion boiling up their esophagus, eyes open, staring at the ceiling? What are they afraid of? What are they angry about? Who are they angry at? What are their top three daily frustrations? What trends are occurring and will occur in their businesses or lives? What do they secretly, ardently desire most? Is there a built-in bias to the way they make decisions? (Example: engineers = exceptionally analytical) Do they have their own language? Who else is selling something similar to their product, and how? Who else has tried selling them something similar, and how has that effort failed?

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