Ten ways to
have potential customers trust you enough to buy
Reduce fear by eliminating doubt
Buyers buy when you've reduced the threat of buying.
Be gracious and caring
vs. hungry and uncouth.
Never let yourself be in a situation in which you need
in order to survive--buyers smell this and run.
Focus on what the
buyer finds interesting about your product.
There may be 22 key features of your service, but be
to notice which 1 or 2 that the buyer indicates -- even
- interest in.
Ask questions which
get you enough information to understand the buyer, what
they need and how you can help them.
Don't be bashful, but don't be a machine gun, either-- take
in the buyer and bring them out.
Be a walking example
of the benefits of your product or service.
Credibility can be instantly established when what you have
you relate exudes the quality and power of your product or
Help the buyer to
identify and feel something they hadn't felt
before or for a while.
Most people buy on emotion, then validate/justify this via
Point out what your
product will do and won't do.
Always stress, highlight and be excited about, the positive
mention what your product doesn't do or won't do for them.
Find a way to let the
person know that you know who they are and what they're
Have a well-phrased label to describe their situation so
get that you get them and it.
Be an expert both in
your product, and...
...also in who your customers/user are, what they need, how
the product, what problems are solved by the product and how
buyer can flatten the learning curve to leverage value from
Don't make cold calls
-- always get referred to prospective clients.
If you're not being referred by your current clients, then
probably not doing as great a job as you need to be doing
but that's fixable
Sometimes getting started
can be the toughest part of the day, especially on
Mondays! What's worse, a bad start can make for a bad day
and even a bad week. Here are ten ways to ensure that you
get moving quickly and effectively on Monday or any other
1. Take time
to get organized.
How's your work space? Is
it crowded, sloppy, piled high with yesterday's business,
surrounded by memorabilia from family outings and favorite
leisure activities? Remember: every item within range or
your eyes or ears impacts upon you--if only
subconsciously--and splits your focus. Get rid of
everything that is extraneous in your work place or office
and have an assigned place for EVERYTHING. It takes time
to get organized but, once accomplished, it pays off in
less wasted moments.
2. Begin the
Don't wait until Monday
morning to decide what you're going to do for the day or
week. Set aside time on Sunday to: (a) decide what you
want to do and accomplish for the week, and (b) schedule
your next day (Monday). And here's a tip: select a time
when you are relaxed, not rushed, and give yourself a
chance to muse about what you want to achieve during the
If your plan is actually a
TO DO list, you probably have far more items on it than
you can hope to accomplish in any reasonable time. That's
where prioritizing comes in. I don't have any problems
with TO DO lists as long as they're prioritized. In fact,
putting items on the list that need to be done, but are of
low priority has the effect of removing them from my
mind--I can check back now and then, but I don't worry
about them. And, guess what: when I DO check back, I often
find that the need to get them done has simply evaporated.
But, back to prioritizing. A simple system is: A equals
Very important, B equals Important, C equals Not very
important. If you have a D in your system, drop it and all
the items under it!
4. Honor your
personal work styles.
When you are most creative?
When is the best time to: do routine chores? exercise?
study? nap? (yes, nap! - see below) communicate? Each
person has an ideal work style that operates as a function
of being a certain body and personality type. Understand
and honor that style and you will be more effective;
ignore it, and you will work at less than optimum
capacity. My style is to do creative work (writing,
speculative thinking, planning) in the morning (sometimes
very early at 0400 or so, even while in bed). Everyone is
different and you have to determine what is right for you.
5. Cat nap.
If you're a Type A, you may
have trouble with this one! The fact is, nearly everyone
encounters a low point in energy, usually about 1:00 PM
every day depending, of course, on what time they've
gotten up and how much sleep they've had the night before.
You can train yourself, using a simple 1 to 10 count-down
method, to sleep for 5, 10, or 15 minutes. With practice,
you'll wake up within a few seconds of the time you've
chosen, AND you'll be more refreshed by this kind of
meditative sleep which is more beneficial than normal
sleep by a ratio of roughly 4:1. No, your nap won't keep
you from getting to sleep at night. If anything, you will
drift off more easily and gain greater benefits, because
your nap sleeps help alleviate deep set and subtly
building stress. I've trained myself to nap almost
anywhere for period from five to thirty minutes. Even with
minimum time, I wake up refreshed and ready to go.
time by blocks rather than tasks.
Have you ever allotted an
hour to complete a task and then found that it took two
hours thereby screwing up the rest of your day and
schedule? It's a common occurrence and, when it happens,
the result is greatly increased stress. The most common
examples are tasks such as expense-keeping, writing or
research projects, and phone calls. One way to alleviate
the stress of these objective-oriented tasks is to simply
allot a given amount of time to them, say an hour, and
then move on to the next task. This practice ensures that
you will make measurable progress on each task without
getting bogged down.
7. Make the
first touch the deciding one.
You've heard the standard
advice: handle everything only once. Unfortunately, that's
not always possible or prudent, and here's where the
organization achieved through step one above comes in.
Your first task with respect to new materials coming in to
you (letters, assignments, calls, etc.) is to DECIDE what
to do about them. In each case, your organization should
support your decision. For example, in opening your mail
(and e-mail), there will be some letters that you will
want to answer immediately (probably very few), others you
will want to answer within a specified period of time,
others you will want to put on hold until you get more
information, and still others that will be immediately
destined for the circular file. The important thing here
is to have identified the possible categories before hand
and then be ruthless about adhering to them. In the case
of correspondence, you may want to have a separate file
for each category AND a procedure for periodically
reviewing each file to ensure that you act on it. This
same principle works with tasks you are assigned or jobs
that pop up. Your first action is to determine the
category in which they fall: do, delegate, defer, or drop.
8. Follow the
WIFO principle, selectively.
WIFO stands for worst in,
first out. Have you ever kept postponing a project because
you just didn't want to do it? Chances are, if you look
back at the experience, you'll find that you spend nearly
as much time worry and rescheduling it as you did actually
DOING it! There's a way around this one. Simply, DO IT--
either on a task or time basis. I've found this to be a
powerful tool, because invariably those tasks that I've
put off are easier and less time consuming than I
expected, WHEN I simply get on with them.
9. Schedule a
clean-up day or half-day at least weekly.
No matter how good you are
at scheduling, there will always be times when your desk
is piled high, your files over-stuffed, and your
plan/schedule crowded with extra added tasks. You may find
it helpful to pick a time each week (maybe Saturday
morning) as a clean-up period, a time when you dispose of
all those little things that have built up during the week
and when you mentally review your priorities.
One of the virtues of
scheduling activities by time blocks rather than by
objective benchmarks is that it allows you to become
totally absorbed for a set period of time in what you're
doing. Believe it or not, total absorption is relaxing.
It's splitting your attention--between what you're
currently doing and what you have to do next--that is
exhausting. When you become totally focused on what you
are doing at the moment, a free-flowing momentum and pace
occur, and you get the job done faster, easier, and time
flies. The steps leading to total absorption in the task
are: (a) Organize and task and set aside the time, (b)
Remove all that is extraneous from your work space, (c)
Rehearse the task mentally (this quiets the mind and
focuses your attention), and (d) take each step
deliberately and with full attention.