1. I find a quiet place to methodically and with a dedication of purpose:
2. Re-discover my three most essential get-it-done today-priorities.
3. Affirm these three are included in this week’s Big Rocks*.
4. Grade these three in ascending order of importance.
5. Filter each through my S.M.A.R.T. goal-setting acronym.
6. Itemize and handwrite steps necessary to complete each.
7. Set aside time before noon to complete Number One.
8. Assign specific hours in my planner to complete the remaining two.
9. Mute the Sound Settings ringer on my cell phone and laptop.

10.  Begin and complete Number One before noon and, reward my accomplishment!

Easier said than done? Sometimes, even at my age when I should possess the seasoned self-discipline and experience to KNOW what needs to be done during waking moments. Self-discipline born of the experience of the negative consequences of procrastination.  Self-discipline is still the magic bullet. The discipline to focus on what matters and the desire to consistently be on-purpose with time, the marrow of my life.

Like it or not, in our crazy-busy world we are tethered to each other with cell phone and PDA umbilical’s. If we permit these electronic marvels to rule our time, we will continue to procrastinate and fail to complete our self-appointed tasks.

Life is nothing more than choices. Those we choose to own. There is no one to blame but ourselves if we let procrastination interfere with the daily marrow of our lives. OK, your turn. Now, you decide.

*Stephen Covey’s Big Rocks lesson.

Dirty Harry Callahan got it right with this most famous movie one-liner. In the context it was spoken in The Enforcer it was never intended to improve anyone’s day.  Today, in this blog let’s consider a more positive, fresher version.

Sometimes an e-mail or phone call just won’t work to help a friend through their ‘bad day blues’. Especially, in today’s ruthless, roller-coaster economy where lots of people are suffering serious personal and financial challenges, with many ending in tragedy.

When tragedy hits close to home it’s a quick splash of cold water reality in the face. Last week, we heard about two in our church family. One lost his job and house to foreclosure. The other, unemployed for 8 months with lapsed health insurance, discovered his wife had an advanced-stage cancer.

I prefer to send 3 greeting cards over a 3 week period to let people know we really care and we’re here for them, for the long haul. Why 3? It sends a strong signal their friends are in their hearts and prayers and they are not weathering this crisis alone.

Like many, my busy schedule gets in the way of going to the store to pick out the right card to send. Unlike others, I’ve taught time management training so I feel double guilt when I don’t do what I instruct others to do. Shame on me!

Here’s my near-perfect solution for personal and business card-sending. You may recall, I train sales pros and small biz owners how to painlessly get new customers.

In 2006, I discovered a process for opening doors, minds and hearts. It is the single most effective component for ending cold-calling described by some as the scourge of the selling profession. Since then, I have created dozens of greeting card-based direct mailing campaigns that have achieved double-digit sales-buster results.

In 2007, I’m was almost embarrassed to sit opposite a CEO of a $130 million dollar software company to tell him I was replacing his expensive, slick direct mail marketing campaign, which he paid his former advertising agency, big bucks to create and print, with 3 off-the-shelf personalized greeting cards. 

Almost embarrassed, because I snail-mailed him these 3 off-the-shelf greeting cards with the right message. My reward was our first in-person sales appointment because I gave him a live demo. I proved it worked with my in-your-face Mr. CEO Demo!

 I demonstrated exactly what I had in mind for his sales team to use to get the focused attention of starch-collared chemical engineers who made the final decision to buy his expensive software solution or that of his competitors.

His former advertising agency rep thought it was funny until he was instructed not to come back which gave me a great deal of ‘make my day’ satisfaction!

The right greeting card with a matching right message snail-mailed to the right decision-maker at their business address is all it takes to set the stage for a timely phone follow up call. But ‘right’ is the key. Executed properly, this process completely disarms the coldness associated with communicating effectively with a stranger.  

Here’s why. We are people 24/7 underneath our decision-maker, doctor, lawyer, nurse, starch-collared chemical engineer’s skin. Even on the job, when we become our alter work egos, we still laugh, tear and act human when triggered to do so.

In our cut-throat economy with paper-thin margins, tight budgets and longer work days people crave a quickie break from their daily grind. Relieve this tension, for a few seconds, and they will remember and appreciate your tasteful, funny gesture.

You can do it for less than the cost of a cup of 7/11 coffee and in nearly the same time it takes to pour, mix and cap that cup of hot java. I’m still astonished at how few marketing professionals apply this psychology to their positioning advantage. Their oversight has become my competitive advantage.

Personalized, funny, colorful graphic images on off-the-shelf greeting cards can be used very effectively to trigger these human nature tendencies we all share.

I use Sendoutcards.com, an online greeting card processor, headquartered in Salt Lake City, UT to automate this need. What www.sendoutcards.com has so brilliantly done is made the process of sending personalized greeting cards a time-saving, no-brainer anyone can execute from the convenience of their favorite chair and computer.

In minutes, you can select a card from several categories of a constantly refreshed 7,000 card online inventory. Appropriate-to-the occasion glossy, coated cards with eye-popping colors and/or pictures with serious or humorous wording are available.

A very user-friendly online navigational system prompts you to open the electronic image of the card on your computer screen; type a personalized message; add a first name or title (Mr., Ms, Mrs.) last name; colorize the type font and even add your picture and your facsimile signature. Other options include adding denominational gift cards from The Home Depot, Chili’s, Barnes & Noble and other nationwide retailers.

Names and contact info, including a company name are captured in a database which can be imported from an Excel or other common CSV database files, or manually entered.

Merging the selected card(s) with the database addressees takes minutes and your personalized greeting card mailings are ready to go! The entire process of sending a snail-mailed, personalized greeting card (or as many as you choose) takes minutes, online, instead of the hassle of shopping for a card and manually processing it, the old-fashioned way.

Once you proof your message, you CLICK on Send Card and the named addressee, your return address, the selected card with your message are electronically transmitted to SendOutCards’ computer servers in Salt Lake City, for processing within 24 hours.

Best of all, there are no label-addressed envelopes. It’s a direct-imprint on the outside envelope and it even includes an affixed first class stamp for first-class personalization.

FACT: Whether you choose to imitate my success or not, Americans love to receive greeting cards at work or at home. Putting Human Nature to work in the marketplace can be a very rewarding experience for those who demonstrate tasteful creativity to achieve their corporate marketing goals with this innovative and inexpensive process.

I encourage you to investigate www.sendoutcards.com. Should you wish to wander around their website, enter ID # 8265, to gain online access.

My Power Prospecting® ebook for sale for $40 includes my 4 card campaign with the copy if you wish to duplicate my 83% success response while minimizing your risk. Just CLICK on the Power Prospecting ebook button in the right margin. You can download my FREE minibook before you buy at my www.powerprospectingebook.com website.

So, go ahead and make someone’s day and discover what I learned (and, maybe, profit too) about why Americans love to be carded.

I have always considered myself to be a resourceful person. One who can move a good idea along to the next stage until it becomes a killer app or useful tool. Here’s my method for making it happen.

My week begins 4:00 am  each Sunday. For 31 years, I’ve used a Franklin-Covey Planner with the 2 letter-size pages for each day because my handwriting is large. One page has 2 columns: Column 1 for my 3 each, A-type Priorities identified Prioritized Daily Tasks and column 2 for time from: 4am – 8pm.

The opposite page is for ‘Daily Notes’. This page is further divided into 4 sections. The top 14 lines are for Communications which include: phone calls, voice-mails, e-mails and, even snail-mail correspondence to be completed this day.

The next 18 lines are for Action and include my hand-written notes concerning the 3 A-type Priorities from the opposite page, as well as any addition remarks from the Communication section. I’ve learned to only schedule 3 A-type Priorities each day to manage those must-do activities which will move my goals forward.

My Monday Pages always include another category: New Idea, which I write any idea worth consideration that will promote my book sales and consulting services. During the Week, I return to this New Idea section and write timely, relevant notes.

The last Section is Food, where I record my daily menu. I’m a Type 2 diabetic, so what goes into my mouth goes onto this page together with the time of consumption.

At month-end, before I summarize my month’s activities and remove the pages which are then saved in a past months binder, I go back and review each Monday’s New Idea and my notes for that day.

Then, I select the Best Idea of the month and I create a Projects-in-the-Works Action page where I time-line what steps to complete to move this Best Idea out of the idea stage and into the action stages.

Some of my past Best Ideas included: converting my printed books into ebooks; authoring blogs for each ebook and my consulting services; and cross-platform marketing concepts which increased revenues.

Since I prefer to use a paper-based appointment planner system instead of an electronic PDA or smart phone, I know there is some duplication writing and re-writing. While re-writing may appear tedious, I think best on-paper plus, by re-writing I conceptualize my thoughts more effectively. It fits my particular comfort zone.

My good ideas capture system makes certain good ideas don’t fall through the cracks since I have an orderly but  hectic daily schedule. What works for me may not fit your work ethic but I encourage you to create your system to capture your Best Ideas.

Ok, so what works for you?

As long as I’m attacking useless technologies as discussed in my last post, it’s appropriate for me to attack the ‘horrid’ and rude practice of multi-tasking.

Multi-tasking is roughly defined: as doing several activities at one time. It is another profane transition of our Techno Insane Age because it couldn’t and wouldn’t have existed in past historic periods.

Can you imagine, text-messaging, while being chased (on horseback) by a posse of yelping, scalp-hunting Indians incensed by your poaching for souvenirs on their sacred burial grounds!

Little-known trivia, but scalp-hunting was introduced to the American West by French trappers who fought in the French-Indian War, a Pre-American Revolution conflict conducted along the NE Canadian-American Frontier.

Removing a victim’s scalp, with a dull knife, while he or she was semi-conscious, must have been a painful and humiliating experience usually followed with a slow, horrific death.

Dangerous Times required vigilance of period participants and incidental distractions such as multi-tasking would certainly have brought many more lives to a premature end. Personally, I don’t know which is worse:

·        The woman in the car to the right of me on the Interstate adjusting her makeup in the visor mirror, while passing me at 65 mph; or,

·        A fellow eating, shouting into his cell phone; and weaving in and out of  lanes.

Both are endangering themselves and anyone in their vicinity as long as they retain control of their speeding vehicle.

Some who are reading my rant are probably deriding me as a relic from the distant past. I’ll never know unless you Comment, will I?  So, Comment!

Nor, are we limited to examples of multi-tasking in the privacy of one’s car.

A sales client who owns a growing distribution business in Tampa, told me how he quickly shuffled a sales candidate out of his office, when the ‘offender’ answered his cell phone during their job interview.

There was no: “Excuse me, this is my mother who is experiencing a seizure!” …….or, “My wife is in labor and I must answer this call.”

They just do it regardless of time, place and those present with a total lack of etiquette or disregard of respect for others’ conversations or privacy.

Back to the ‘horrid practice’ of multi-tasking. Is it possible to hold 2 separate thoughts in one’s conscious mind at the same time?  No, according to scientists who study the mechanics of the human brain.

While driving an automated 4,000 pound vehicle only requires one hand, answering one’s cell phone with the other is a distraction which can result in life-threatening issues.

Taking one’s eyes and mental concentration off the road ahead for a few seconds has fatal consequences as substantiated by mounting Department of Motor Vehicle statistics.

A ‘few seconds’ distraction has killed or maimed drivers, their passengers and victims of this callous loss of focus. Public Etiquette and Multi-Tasking are two opposing forces and when mixed make it impossible to practice both, simultaneously.

Time Management and Human Performance Experts, in growing numbers, agree: it is more efficient and effective to begin one activity and to concentrate on it until completion. Then, move on to the next task. It’s much less stressful and even enjoyable, to focus on one task or challenge. This enjoyment is described by psychologists as getting into the flow.

Try this experiment. Time an activity you normally multi-task and log your start to finish times. Repeat this singular activity and log your start to finish time. Compare both times. Now, answer the question: which of the two was completed with more dedication, fewer errors and thoroughness?

Multi-tasking is a convenient habit of our Times. Not necessarily a better use of time and, life-threatening in some dire instances.

Do you agree?

I’m constantly getting e-mails and voice-mails from consulting associates telling me about the wonderful ‘exposure’ they received speaking for free at local trade association chapter or business networking luncheons. It’s their shameless way of coaxing me to do the same. Most often, I politely refuse and just keep prospecting and working my referrals. Exposure, without meaningful sales contacts, is counter-productive!

I could fill every waking hour in my appointment planner with free speaking or networking engagements but I don’t for several reasons. First, I have to pay my bills. Second, when I’m not on the phone or my laptop connecting to new sales prospects, following up on strategic referrals, or servicing clients; I’m not ringing up sales. Negative cashflow is a commission sales person’s worst nightmare. There are too few prime time prospecting hours in my day even though my day begins at 4:00 am.

So, today, I’m going to share with you my 4 test questions for deciding whether to be distracted or to pass on an ‘opportunity’. Distractions are always cloaked as ‘opportunities’. I still do an occasional free luncheon speech, and I selectively attend b2b networking luncheons but ONLY if they pass my test.

When I am invited to attend an event or to speak at an event, I always ask the meeting planner 4 questions:

• What is the exact purpose of the meeting or event?
• Were I attending as a guest, what would it cost me?
• Name some of last month’s attendees by company and their job titles?
• How many people attended your meeting last [week, month or quarter]? 

What is the exact purpose of the meeting or event? I avoid meetings or events positioned as ‘the networking event of the year’. It’s pure hype. Anyone who has to pitch their event so blatantly is seeking to seat  ‘breathers’,  not professionals. Not for me! Also, I’m not into networking luncheons open to ‘entrepreneurs’. ‘Entrepreneur’ is a code-word for b2c MLM sales agent who seem to be popping up, like attorneys at  traffic accidents. Since I only train b2b sales professionals and I only accept money, not beads and blankets (trade-outs) for my services, I avoid b2c MLM groupie events.

Were I attending as a guest, what would it cost me? I avoid free events. The food is usually marginal and the company isn’t much better. Moochers who are regulars at free events don’t spend money. I guess that’s why the moochers usually show up en mass. My interest begins at $35 per person. People who call themselves professionals realize they will not sit in the company of peers for free. They ‘get’ it and so do I.

Name some of last month’s attendees by company and their job titles? The answer to this question is the deciding factor for me. While b2b company names are important, I’m more interested in the job title of the typical attendee. Why? My best prospect-types by job title are: sales managers, regional sales managers, new business development directors and marketing directors. These are the people who sign contracts to hire me to re-tool their b2b sales teams and they make quantity purchases of my eBooks. So, an opportunity to rub elbows or to speak to a group of 40-60 of these job titles is worth my time. 

How many people attended your meeting last [week, month or quarter]?  For some reason, meeting planners have a tendency to add 10 to their last attendance count. Maybe, 10 more attendees is a lucky number! So, if I hear 25-30, I presume, it’s usually 15-20 which is too small for me to net any worthwhile contacts. When I attend functions, I’m seeking a critical mass of 40 – 60 attendees. This is true whether I’m the speaker or just an attendee because I will always meet 3-5 serious b2b decision-making prospects for my services. 

How do you find out about these business event luncheons? Of course, most daily newspaper have a business section with weekly event listings. Also, GOOGLE ”local business event luncheons by City, ST”. But what about business event luncheons of decision-makers, by their job titles, for what you sell?

Read Chapter 1 of my new How to Get Face-Time with People Who Buy What You Sell ebook (also called the PowerProspecting eBook) and you will learn how and where to get FREE Lists of these decision-makers, by their job-titles, for contacts in your local, regional or national sales territories. To preview my eBook for FREE, CLICK on Purchase The eBook Now, in the right sidebar. CLICK on Home Page. CLICK on View FREE Minibook. Remember, you have a 1 Year Money-Back Guarantee to tailor and test my Power Prospecting Formula to painlessly and systematically get qualified prospect appointments for your b2b products and services. 

Starting next week and every week, thereafter I’ll deliver shorter blogs beginning with Part 1 of How to Prosper in Tough Times.  Have a happy and carefree Halloween and remember to vote next Tuesday.

I’m no spring chicken and learning new technologies has required self-discipline and hours of self-study. My bookcase is full of the “Dummy”  book series. I’ve invested the time, money and effort to learn how to author eBooks so I don’t have to conduct far away seminars, anymore; auction stuff on eBay; leverage software and some new biz tools to maximize my time away from my gas guzzler. If you read my “Let The Arabs Drink Their Oil” blog post, you know where the line is drawn in my sandbox.

My point is simply this………..now, is the time to become more skilled using today’s and even yesterday’s business tools to change the way we meet new prospects. Last year, after reading The Virtual Handshake authored by David Teten and Scott Allen (2005, AMACOM Books), I signed onto several popular online business networking communities. After kicking the tires at each of them, one became my tool of choice recently to exponentially expand my online business contacts network.

Check it out if you haven’t already done so at www.linkedin.com. The feature which convinced me to upgrade from a free membership to a monthly subscription fee and to get serious leveraging this very powerful business network is the one that permits me to Accept or Decline an Invitation to link to one of their 12 million members.

There are still too many getters who have no intention of sharing relevant, timely referrals. I choose to avoid these people. Having the convenience of quickly scanning another member’s Profile and credentials before accepting an invitation to link places me in control of who I add to my Connections.  

The LinkedIn Dashboard works well with my Microsoft Outlook so I can stay on top of my new linking invitations.  Another huge time-saver that will really turbo charge your email management activities is at www.xobni.com. Cute, xobni is ‘in box’ spelled backwards. At the About Xobni page it states:

“Xobni is the Outlook plug-in that saves you time finding email conversations, contacts and attachments. After a quick install, you’ll see the new Xobni toolbar appear in Outlook – and suddenly information will become much easier to find. When a new email arrives, the sender’s full communication history appears in the Xobni sidebar, including past conversations, attachments and contact details. Xobni also includes a blazing fast email search tool.”

It’s a free download since this is a beta version so, there may be some bugs to patiently tolerate. That’s OK, the embedded search feature which enables me to Global Search keywords in past, stored e-mail messages is a dream come true. I agree with Bill Gates’ comments about this software tool!

Next week, we will get back to mastering tactical phone-use skills to make sure we book more business by conducting face-time sales calls, not social calls.  After all, none of us can make a living making social calls at today’s pump prices!

It’s a simple matter of just labeling one of the 14 ACT User Fields as a ‘Quad’ code field and editing the Drop Down Values numerically with: 1, 2, 3 or 4. Main highways and  traffic arteries are the territory dividing lines and, of course, work seamlessly with mapping and even the newest GPS software.

While there are plenty of more sophisticated contact management software programs than ACT, I prefer the flexibility and the powerfully simple user-friendly features which enable me to tailor it to my specific territory management needs. It’s priced right; updated frequently; and compatible with several other time-saving sales tools I use to cut the cost of managing my sales territory.  

The built-in User Guides and Feature Tours suit my impatient learning style and the online Knowledgebase Help Files accessed at SUPPORT at www.act.com match each version so non-techies, like me, can focus on what matters most: the daily business of managing our sales territories much more efficiently. 

This is a FREE endorsement of a software product I have used since Patrick Sullivan introduced version 1.1 of ACT Lite over 20 years ago. I’m not shilling for Sage Software. I pay for it each time I purchase an updated version. While several contact management software vendors during the past 35 years offered me free packages, in exchange for rave reviews, I politely declined. I continue to use this product for the reasons stated in this blog post.  I’m not ‘Goody Two Shoes’  but I still own my soul.

So, what works for you? Please enlighten me with Comments about your sales territory management tips.