How to write great e-mail that gets the reader interested
I received this e-mail today from Ari Galper. Notice that he is in the sales business, notice that he is not selling, he is assisting and providing insights and most of all he tells a captivating story about going out to dinner. This is very simple, but it is an art form. See if you don’t click on the link to get to his site like I did.
Last week, Michelle and I decided to go out for Sushi as a break to our normal routine of staying home for dinner during the week.
We went to a new restaurant we heard about in Kings Cross, a funky neighborhood in Sydney.
As we entered the restaurant and sat down at the sushi bar, I turned to my right and took a double take at the couple sitting directly next to me.
It was Nicole Kidman and her husband Keith Urban.
Having lived in Los Angeles for quite a few years, I’ve gotten used to star sightings since they are quite common if you live on the west side of LA.
But usually, when you do seem to meet them or at least be close enough to see them, they seem to not have any interest in connecting with people they may not know around them. And I’m sure, celebrities have their reasons for not connecting with people they don’t know, or at least know well.
There was something different about Nicole and Keith. They seemed very comfortable saying hello and connecting with others at least with a smile or warm eye contact.
There was a certain “normalness” or better said, humbleness about them that made them very approachable… a similar feeling to approaching someone you hadn’t seen for a while.
And that humbleness factor, as I call it, is something so missing in the world of selling.
You’re not going to read or hear too much in traditional selling books or seminars about being humble – because it doesn’t fit the macho-style of selling that we’re supposed to adopt to be successful in the sales world.
But for those who truly know how to build real relationships, macho is out and humbleness is in (and will always be in) for people who ultimately understand that they key to selling is creating genuine trust.
Here’s why being humble is one of the most important principles in selling that will set you apart from everyone else in your industry:
1. The more genuine and humble you are, the faster you create trust with potential clients.
The traditional sales gurus tell us we’re supposed to have all the answers to every question asked by our prospects, and if we show any signs of “weakness” by not having “perfect” answers, we won’t make the sale. In other words, if you aren’t as smooth as James Bond, you don’t have a chance at being successful in selling.
Rubbish, as they say here in Australia. Completely untrue. Your willingness and openness to let your prospect know that you don’t have all the answers, but will certainly find them for them, shows that you’re not afraid to be honest which conveys your genuineness.
And being genuine (and humble) is what will set you apart from everyone else who has tried to reach out to your potential client that day.
2. Pausing and slowing down in conversation, diffuses pressure from the sales process….and makes you more real.
How many times have you received a call from someone trying to sell you something and you end up doing all the listening… and they do all the talking. Usually the caller isn’t someone who conveys humbleness or being open minded.
In the Unlock the Game Mastery Program one of the opening phrases that I teach is “Hi, my name is [your name], and I’m hoping you can help me out for a moment? (Said slowly and with a pause at the end). And then you wait till they respond with “Sure, how can I help you?”… before you continue with your problem statement (one of the key trust-building components that we teach in the program).
Now that seems pretty easy to say when you read it off this page, but I can’t tell you how many of my clients, who just get started with my program struggle with the PAUSE. Their instinct is to keep talking.
They aren’t used to waiting patiently for a response. They are so used to “pitching” or filling in the silent moments with features and benefits (the old sales mindset kicking in), that they kill their chances of creating a natural two-way dialogue.
A two-way dialogue, at the opening of a phone call to a potential prospect, is key to letting the other person know that you really care about helping them, rather than just focusing on your sale. (Sales success comes from your ability to connect with your prospects in a genuine way.)
3. Toughness, thick-skinned and a willingness to accept rejection are old selling ideas that you don’t have to be subjected too… anymore.
If you’ve been selling for quite some time the old way, you’ve probably built up a tolerance for rejection. And you’ve probably even heard “You’ve got to be tough to make it in selling, because you’re going to get a lot of rejection before you can be successful.”
Rubbish again. You see, rejection is triggered by the old “sales pitch” way of selling. And if that’s the only way you know how to sell, you’ll need to be thick-skinned to survive in sales.
But you know what, that thick-skinned and toughness that you’re forced to take on is “armor” that you have to put around yourself when you pick up the phone to call your potential client.
And that “armor” or role that you are taking on, becomes a mask that covers your true genuine self. And people pick that up from you a mile away. You may not realize it, but if we’re having a normal conversation, then I asked you to role play what you say when you call a prospect on the phone, I bet 9 times out of 10, you’ll sound a little less natural…because you’re psychologically getting ready for “battle” on the phone.
You need to remain your natural self at all times. That’s the real you. And if you find yourself in a selling situation where there is sales pressure and tension, it will be impossible for you to be your natural humble self…which is the key to truly connecting with your potential clients and making more sales.
There is a new way of selling. And if you can master this new mindset, you’ll be more successful than you ever thought possible.
Tiger Woods Spends $1 Million Per Year With a Golf Coach
Did you know that the golfer Tiger Woods spends a million dollars a year with his swing coach? A million dollars working on his swing, every year! He is always looking to get better – and look where he is!
http://www.remodeling.hw.net/industry-news.asp?referer=rss150§ionID=150&articleID=535683
Podcasters Unite to Figure Out a Role for Ads
Confusion has reigned on the business side of podcasts, too.
Few consumers will pay to receive podcasts — audio files that exist on the Web, and can be automatically sent to a person’s computer. Advertising, the other potential revenue source for producers and publishers, does not work when marketers have no way of tracking how many times their advertisements are being heard or swapping out old advertisements once they have run their course.
Industry executives say they have closed in on a solution in recent months, which means that consumers may have a much wider array of free audio (and video) content coming to them, if they can stand a little advertising to go along with it.
Leading Senators in Both Parties Champion Mentoring
July 24, 2007: Last week, Senators on both sides of the aisle worked diligently to strengthen and raise awareness about mentoring.
On July 18, Senator Hillary Rodham Clinton (D-NY), along with Senators John Kerry (D-MA), Daniel Akaka (D-HI), and Evan Bayh (D-IN), introduced the Mentoring America’s Children Act of 2007 (S. 1812). It serves as the Senate counterpart to House bill H.R. 2611, introduced last month by three co-chairs of the House Mentoring Caucus—Representatives Susan Davis (D-CA), Mike Rogers (R-MI), and Betty McCollum (D-MN).
Based on joint recommendations by MENTOR, Big Brothers Big Sisters of America, and the National Collaboration for Youth, S. 1812 would strengthen the Department of Education’s Mentoring Programs grants. Improving the management, evaluation, and sustainability of this $50-million-per-year grant program for local mentoring organizations will ensure the program’s longevity for years to come. In addition, the legislation would add an emphasis on meeting the needs of foster youth through mentoring. To learn more and encourage your Representatives and Senators to support this legislation, visit www.mentoring.org/take_action/other/no_child_left_behind.php.
Smart Living | Living Smart | Living Solar Smart | Solar Smart Living
http://web.mit.edu/solardecathlon/competition.html
I saw this in a local paper here in Massachusetts and the people at MIT are always on the cutting edge. I wonder if someone can give them a research grant to get 200 miles out of a gallon of gas? I bet they could do it.
The Solar Decathlon is an international competition challenging college teams from around the globe to blend aesthetics and modern conveniences with maximum energy production and optimal efficiency. The purpose of the competition is to challenge us to think in new ways about energy, to increase public awareness about renewable energy and energy efficiency and to help move solar energy technologies to the marketplace faster.
Keep up the great work, Folks!
Networking for Interns | Networking for College Interns
We talk about this as # 2 key to success here at My Success Gateway, LLC and it is expanding you extended network. Early in life there are many opportunities to start and grow your network. An intern job is the perfect place to start if you are a college intern or new to the job market. Check out this article in Businessweek.
Power Business | Business Power | Small Business Power
A power business is a business that has leverage and scalability. With that come revenue and profitibility. Time management is one of the keys to a power business.
I am reading The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies by Chet Holmes. Chet worked with Charlie Munger helping build Charlie’s companies to a powerful business. (Charlie is Warren Buffett’s partner). The first chapter of this book is all about Time Management. Having just read the first chapter, I feel as if I have gotten my money’s worth. Maybe because it is Chet Holmes telling me the best practices of time management, maybe that is the reason I am listening. Let’s face it, time is one thing we cannot get back. Weather you are looking for small business power or large business power this is a fantastic book.
Commission Sales | Commission Sales Trainer | Commission Sales Training
Hi this is Jim Peake and I am pushing Blair’s Sales training seminar and Leadership program. I have trained under him and I can tell you first hand that he is the trainer’s trainer. A Masters master at commission sales training. If you are a commission sales person this is not your ordinary training. Listen to his podcasts on MySuccessGateway.com
September 25-27, 2007 South Africa
November 10-11, 2007 Scottsdale, Arizona
December 1-2 2007 Malaysia
Donald Trump once said, “Sales and leadership are the same thing.” I can tell you, without a shadow of uncertainty, this is true.
Here is a link to more information. Fill out your info you will get some indepth testimonial podcasts.
http://www.salesdogs.com/cmd.php?Clk=1966529
I have spent the last 15 years working with business leaders, sole proprietors, salespeople and startup business owners in over 12 countries, coaching them to increase their company’s sales and to shift their corporate cultures into one of team, sales and accelerating profits.
I have not met one successful CEO, Chairman, Director, Entrepreneur or Investor that couldn’t sell!
Whether I’m listening to the Chairman of Singapore Airlines speak to thousands of employees worldwide the day after the tragedy of September 11, 2001 and rally them to step up to the plate for the coming economic fallout and watch amazingly as no one broke rank and propelled the airline to quarter after quarter of profits.
Learn the difference that made the difference and apply it to your business.
… Or if it’s a Mom with handicapped children, and little support from her husband, rally investors, bankers and customers to build from scratch one of the largest and most successful chain of high end jewelry stores in all of Asia (and still stay a great Mom!)
You will learn how she did it. I worked with her team and am honored to pass her incredibly simple but powerful strategies for building a business and championship team onto you.
… Or learning how Lou Gerstner of IBM facilitated one of the greatest American business turnarounds of all time.
Once again, his profound knowledge will be yours for the taking.
… Or if it’s a small business owner of a local pick-up and delivery company that went from near bankruptcy to 45 locations and 60 agents around the country within three years!
Blair is a commission sales trainer and a sales trainer’s trainer.
September 25-27, 2007 South Africa
November 10-11, 2007 Scottsdale, Arizona
December 1-2 Malaysia
Pressure Business | Business Pressure | Business Under Pressure
In today’s world there is every instance that all businesses are under pressure, pressure to perform. Without the pressure we become complacent and with complacency is stagnation. Pressure business comes in many forms: quarterly earnings, revenue increases, competition, quality human resources, new product development and refinement and innovation. I’m sure that there are many other pressure business forms out there. One guy doing something to relieve this pressure is Glenns methodology and technology can help relieve a lot of the businesses under pressure. Another solution is Blairs code of honor personal and business training for driving income up under pressure.
How Sylvester Stallone Wrote and Made Rocky
This is a real, feel good story about perservence and told by Tony Robbins.