My daughter Kailey has recently graduated from High School, I'm so happy for her and congratulated her by saying, "Aren't you excited to be the bottom of the totem pole again?" She immediately gave me that look of shock and said, "Oh no I forgot about that!" I laughed and reminded her about her promotion to middle school and waving goodbye to the elementary play ground, followed by the promotion to high school and that this, was not the end, yet another new beginning!
I love new beginnings because they should come with a new hope and a new attitude!
Everytime Lance and I get someone started in our business, The first question that they usually ask is "What should I do first?"
The answer is clear, start with a clean and fresh attitude! As I talked with my daughter Kailey before she headed off to register for college, I told her that college is quite different. She would be entering the new school with people of all ages and experiences, some would have junior college degrees, some would have work experiences, while others would enter like her at age 18. The number one thing was to remember to lose the senior attitude and adapt the freshmans hunger for learning.
Lance and I started our first business while we were in college while some of our associates have had multiple business experiences, but all of us have entered our current industry at “Point 0” ….
So here is what I've learned.
Ready to get your business started?
Let us begin at the beginning…
The 4 C's of Business Development
1. Collect- I like the word “collect” because it isn’t “scary”! We at Legacy have a very simple way of collecting contact information. Just today, I was at the hair salon when talking to my stylist I said “I’m going to send you a e-mail where you are the star in your own movie presentation”, she was intrigued and actually thanked me in advance for what I was about to send her!
Collection is easy. If it isn’t for you let’s talk, reach me at Tracey@TeamFQI.com
2. Capture- How do you capture people? It should be one of the easiest things you do today because of the internet!
Things to capture, Name, E-mail, Phone #, etc are basic, what else can you capture?
Are they on FB? If so, go to their info link and take note, they will tell you everything about them!
What works for you? Some people work well with individual index cards, some people log information on their cell phones, while others just review peoples social media sites to get a fresh look before they talk to their prospects.
*The more you capture, the more a person believes that you believe in them and their aspirations.
3. Communicate- We must/ have to have a way to communicate.
This is the “biggie” you must be able to regularly communicate with people without slamming a product or service down their throat. I laugh at a regular FB poster who is always self promoting and only talks about his product, every time I see his post’s it makes me want to “hide him”. That said his communication is terrible.
Things to think about, auto responder’s that sound genuine and not cut and paste.
Note: People see sales people as predators. I know, nobody wants to accept this, but it is true! We all have “caveman” ancestry, when they see people as predators they want to run for their caves, UNLESS you have built up a trust then they will feel safe.
4. Close- This is Big you must Collect, Capture and Communicate before you Close. If it was a one subject blog it would be called “Crush”. But to start with the “Crush” approach, it will not get YOU where you want to go. "Crush It" is a great audio book found on www.lbgint.com this is the cheapest place to download audiobooks by the way!
“Crush It”.
Note: Some people and systems will want you to believe that “Crush” is the best practice. But as we know we are a “Relationship Business and "A Crush" comes from the heart and stays with you for hopefully your lifetime”.
I heard this quote and it has stuck with me for years,
“Some people believe that I’m a great salesperson, yet I sell nothing, but people buy from me all day”, that is beautiful stated!
Here are a few more notes that I like, but lack the time to comment on:
1. You can buy a list, but you cannot buy a following.
2. To “capture” you must start with a story that someone will get emotionally involved with. So that when they don’t want to do something they will continue on, because of…..
3. When you communicate you need to ask for help. Do not just ask people to buy your product or service, tell them your story and ask them to refer people to you that need your service.
4. A hint, The internet has grown beyond secrets and lies (Thank Goodness) You have to be sincere, tell the truth and be transparent. Great audio book found of www.lbgint.com is called “Truth Agents”.
I hope that the 4 C’s have made you think about your approach to building a Legacy Business. All content was stolen, LOL! I would be a liar if I told you that it all came from me, it did not and I am proud to tell you that I am on line listening, reading books and asking questions. I believe in this process: Collection leads to Capture which leads to Communication which finally leads to Closure. Closure sets you FREE
BeFreeWithMeIn2010!
I love new beginnings because they should come with a new hope and a new attitude!
Everytime Lance and I get someone started in our business, The first question that they usually ask is "What should I do first?"
The answer is clear, start with a clean and fresh attitude! As I talked with my daughter Kailey before she headed off to register for college, I told her that college is quite different. She would be entering the new school with people of all ages and experiences, some would have junior college degrees, some would have work experiences, while others would enter like her at age 18. The number one thing was to remember to lose the senior attitude and adapt the freshmans hunger for learning.
Lance and I started our first business while we were in college while some of our associates have had multiple business experiences, but all of us have entered our current industry at “Point 0” ….
So here is what I've learned.
Ready to get your business started?
Let us begin at the beginning…
The 4 C's of Business Development
1. Collect- I like the word “collect” because it isn’t “scary”! We at Legacy have a very simple way of collecting contact information. Just today, I was at the hair salon when talking to my stylist I said “I’m going to send you a e-mail where you are the star in your own movie presentation”, she was intrigued and actually thanked me in advance for what I was about to send her!
Collection is easy. If it isn’t for you let’s talk, reach me at Tracey@TeamFQI.com
2. Capture- How do you capture people? It should be one of the easiest things you do today because of the internet!
Things to capture, Name, E-mail, Phone #, etc are basic, what else can you capture?
Are they on FB? If so, go to their info link and take note, they will tell you everything about them!
What works for you? Some people work well with individual index cards, some people log information on their cell phones, while others just review peoples social media sites to get a fresh look before they talk to their prospects.
*The more you capture, the more a person believes that you believe in them and their aspirations.
3. Communicate- We must/ have to have a way to communicate.
This is the “biggie” you must be able to regularly communicate with people without slamming a product or service down their throat. I laugh at a regular FB poster who is always self promoting and only talks about his product, every time I see his post’s it makes me want to “hide him”. That said his communication is terrible.
Things to think about, auto responder’s that sound genuine and not cut and paste.
Note: People see sales people as predators. I know, nobody wants to accept this, but it is true! We all have “caveman” ancestry, when they see people as predators they want to run for their caves, UNLESS you have built up a trust then they will feel safe.
4. Close- This is Big you must Collect, Capture and Communicate before you Close. If it was a one subject blog it would be called “Crush”. But to start with the “Crush” approach, it will not get YOU where you want to go. "Crush It" is a great audio book found on www.lbgint.com this is the cheapest place to download audiobooks by the way!
“Crush It”.
Note: Some people and systems will want you to believe that “Crush” is the best practice. But as we know we are a “Relationship Business and "A Crush" comes from the heart and stays with you for hopefully your lifetime”.
I heard this quote and it has stuck with me for years,
“Some people believe that I’m a great salesperson, yet I sell nothing, but people buy from me all day”, that is beautiful stated!
Here are a few more notes that I like, but lack the time to comment on:
1. You can buy a list, but you cannot buy a following.
2. To “capture” you must start with a story that someone will get emotionally involved with. So that when they don’t want to do something they will continue on, because of…..
3. When you communicate you need to ask for help. Do not just ask people to buy your product or service, tell them your story and ask them to refer people to you that need your service.
4. A hint, The internet has grown beyond secrets and lies (Thank Goodness) You have to be sincere, tell the truth and be transparent. Great audio book found of www.lbgint.com is called “Truth Agents”.
I hope that the 4 C’s have made you think about your approach to building a Legacy Business. All content was stolen, LOL! I would be a liar if I told you that it all came from me, it did not and I am proud to tell you that I am on line listening, reading books and asking questions. I believe in this process: Collection leads to Capture which leads to Communication which finally leads to Closure. Closure sets you FREE
BeFreeWithMeIn2010!
1 comment:
Loved the blog Tracey good job and thanks for the reminders :)
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