Q1. If you had no chance of failure, what would you do? Think about it, be clear, be specific, if you had the knowledge, skills, contacts, opportunities and resources you needed, what would you do, and why? Focus on what you want not what you don’t want.
Q2. Who do you want to be? Not what others tell you, you should be or could be, but what makes you happy, doing what you like to do? Don’t follow the herd, and be like the masses – miserable, desperate & skint. No, focus on doing what makes you happy,
Q3. Are you prepared to break the rules? (Not the law), but rules! Mavericks can’t be mavericks by always following the rules, they need to think and do outside the box. Follow your rules, being what you want to be, and break through your own self limiting beliefs.
Q4. Are you afraid to fail? Don’t be. Real learning comes from our failures, our disappointments, for you can’t and won’t win all the time. Get over it, learn from your mistakes, and those of others. What IS the worse that can happen? Why worry about stuff that may not happen? See queston 2.
Q5. Do you listen to the Black Abbotts?” Ah but, it wont work!” “Ah but, you cant do that”. “Ah, but it hasnt been done before.” Reality checks are good, but don’t always listen to the skeptics, detractors, or naywayers, follow your gut instincts, and remember question 1.
Q6. Are you scared of hard work? Are you lazy, Do you prefer not to take responsibility for your own actions? Do you prefer to lash out, and blame others, remain in denial, or do you prefer to roll up your sleeves and if you cant find a solution, then create your own?
Q7. How do you demonstrate gratitude? How can you, and do you like to say thankyou? How do you like to pay it forward or give back? What’s the legacy you want to leave behind, in having answered the above, and put your own plan into action? Maybe you can start giving back now?
Now, what IS the next goal or objective that you want to achieve?
What is your definition of “success“?
I’ve asked that question many times to people in workshops, teleseminars, 121 coaching sessions etc over the last 5 – 10 years, and no 2 answers are ever exactly the same.
The problem is, everyone’s definition of success appears to be different.
Interestingly, I think that the majority of answers or responses I get, tend to fall into 1 of (or a combination of) 5 main areas:-
Yet, If I was to be honest, I’d have to say none of these are primary drivers for myself.
Personally, I struggle with any of the words above when tyring to categorise what “success” means to me.There’s one word that’s often missing from the lives of people who strive for and succeed at attaining some or all of the above….
We’ll get to that in a minute…
But first, what is your definition of “success”? Do you have very specific goals and once you achieve them then that’s it, you’ve cracked it? You’ve succeeded?
What is that drives our desires? Your desires? Is it the attainment of a tangible, specific, ego driven, external goal or objective?
The problem is, for some people the attainment of a specific goal is simply not enough.
For it’s not the “thing” that they subconciously pursue that really motivated them I suspect, I think it’s more about the “experience” that they derive from having attained their goal.
The key word I think is “Fulfilment“.
Many people can have some or all 5 of the above, but the problem is they can still lack “fulfilment”.
And it’s not pleasure that many people want, but actually – happiness.
For “pleasure” driven pursuits tend to be short lived, temporary self centred or selfish acts, that often leave the person down or flat after the “event”. They are often left “un-fulfilled” after the event. For many people driven by the pursuit of pleasure they are simply trying to see what they can get, receive or “take”.
“Happiness” I think is more aligned with success, and it’s all about being selfless, and fulfilled. It’s not about you, me or us and what can we get out of life that may determine our success, but more about what we can give I suspect, that will give us a sense of fulfillment.
Stop for a second and think about one of the goals you are pursuing at the moment -
A new Car? Bigger House? Salary? That foreign holiday?
Thought of a goal that you’re current pursuing?
That’s the thing – and you’re probably quite clear about it. You may even have a list of goals, a life plan, and some people have their own vision board or pictures stuck to their fridge or office wall what it is they want to achieve.
But what’s the experience you really want to achieve in having attained the goal?
Some life coaches use the “When…then” technique to get their clients to describe the experience they really want after the attain their “thing” or goal. they get their clietns to write own statements like..
“When I achieve my goal of losing 5 stone, then I will feel more confident” etc.
(I’m sure you get the idea.)
In other words, once you achieve your goal, how will you “feel? What’s the experience that you really want to achieve in having attainted your goal? What’s the feeling you want to experience to give you that sense of “fulfilment”?
Paradoxically, what’s stopping you now from experiencing that feeling and sense of fulfilment now without having to go through all the pain, grief and emotional turmoil and extended timescales in trying to achieve your ego based goal first?
After all that, what’s your take on success? What does “success” mean to you?
Hop that gets you thinking…
So let’s take a quick look at the lead generation process.
• Define the prospect
• Find the prospect
• Qualify the prospect
• Convert the prospect.
Define the prospect
have you actually written down all the criteria of what you are looking for in a prospect? I bet many of your competitors, haven’t. If you don’t know what you’re looking for, how will you know when you find it? What is the profile of a typical client? Interrogate your database to find out as much data about your existing clients, so you can find more like them? Think about which mailing list suppliers you could approach that could supply prospect data matching your requirements.
Find the prospect
In order to find your prospect, you need to think like your prospect. OK, so you’ve created your prospect profile, and you know WHAT you’re looking for. Question is, WHERE do you look? WHERE do you go to find the prospects that meet your criteria? Where do your prospects hang out – which websites, groups, forums, institutes? Which papers or magazines do they read? Which ezines do they subscribe to? Which networking events do they attend – So, it’s time to create a prospect contact profile, to define how and where you will generate leads and prospects. There are simple ways to generate a steady stream of prospects to contact you – without any cold calling whatsoever, it starts by using the advanced search facility on Linkedin.
Qualify the prospect
Remember step 1? (defining the prospect) The criteria you use to define your prospects, should also be used to qualify your prospect? What is their pain and needs for your solution? What is their budget? Cost of pain if they do nothing? Are they requesting to meet you? What is their company size? Do they meet the criteria you set in step 1? Are you asking lots of questions to find out whether its worth pursuing or not? If they do not fit your criteria, do not visit them. It will save time, and money in the long run. Disqualify the people who will pick your brains, and waste your time.
Converting the prospect
This pretty much comes down to 4 things – Do they have confidence you can deliver? If not, think how you can instill confidence, reduce or eliminate the risk on their behalf? Can they recognise the value in what you offer? Have you allowed them to recognise the problems they have, that you can solve, and that you are the person to solve them? What proof, evidence or peace of mind can you offer potential customers that you can deliver?
Once you have the 4 elements of a lead generation system, you then want to automate or quasi automate some, part or all 4 parts of the process.
Hope that gets you thinking…
Many people considering self employment who hold traditional beliefs about marketing will focus all their attention on external stimuli or factors.
They focus they’re attention on various things like:-
• Their website
• Their marketing collateral
• Their sales presentation
• Who their prospective clients are
• How they will reach those clients
• What additional resources they need to manifest the results they crave.
Many become obsessed about the results they want.
However, the mere act of wanting something confirms to their subconscious that they don’t have it already. All their worries, concerns and trepidations about external matters are in fact the outer manifestation of their inner conflict, doubt and guilt in not aligning their thoughts, feelings and actions to create a congruent plan of action.
How often have you:
• heard someone say one thing, but do another.
• done one thing, but thinking it wouldn’t work.
• Felt one thing, and thought something differently.
The same is all true when it comes to your marketing.
Many people end up dealing with the symptoms of poor, bad or selfish marketing instead of looking inwardly for the root cause of their poor progress or poor results to date.
Many blame external factors -
• It’s the recession
• It’s the banks fault
• It’s them, they don’t “get it”
• It’s the government’s fault
• It’s the volatility of the market
• No-one has any money
• No-one is buying this close to christmas
If you are experiencing a lack of progress, or a lack of results in your external world with regards to your marketing, then it is highly likely that the environment you find yourself in is entirely of your own making. How often do you look inside yourself for the answers to your marketing problems? How often do you question whether your values, your actions, and your “offer” are all aligned and match your beliefs and expectations whilst realising and confirming the perceptions of others.
Afterall, do we not create the reality we experience – and that includes poor results from our marketing?
External solutions may help you greatly in your quest to succeed at marketing, but they are not the total solution. If your mind and heart are not in it, then regardless of how hard you kid yourself, a website, CRM system and keen pricing will not only go so far in helping you to create the results you want.
Your beliefs are what shape you, and that which you believe to be true will guide your actions. Worse still, many of our existing beliefs are limiting beliefs that keep us in fear and prevent us from experiencing the results we want.
• Advertising doesn’t work
• Breakfast meetings are a waste of time
• Direct mail is too expensive
• I cant justify the investment in a stand at a tradeshow
• Twitter serves no commercial purpose whatsoever
• People don’t use Skype, they pick up a phone to speak to someone
• Social bookmarking – huh no-one visits these sites anyway
Any of these sound familiar? Have any of these limiting beliefs prevented you from trying, testing or experiencing a different approach to generate the results you want?
When it comes to marketing, and visiting your internal processes, remember that you are a “creator”, you create the reality you want. You create the reality you think and act upon. You create your own “marketing” experiences with your thoughts and feelings towards marketing.
Ironically, many people start off as “creators” then they see something their competitors are doing, or something else that a partner or peer might be doing. They then want to imitate or copy them thinking they are enhancing their own proposition. But guess what, they then experience even poorer results having expended all that extra energy and effort just to be less unique than they were before, thus weakening their own USP and advantage.
By imitating others, they lose their sense of identity, and confidence in themselves, they appear to be like their competitors, too samey, and become “just another one of those…”
It’s happening all over the internet as many social networking sites start copying others and implementing features other sites have, thus weakening their own original proposition.
I’d go as far as saying that when it comes to the internal processes and factors of your marketing, you are the policy maker.
You are the “meaning maker”.
However as you go about your marketing – online or offline, and the results you create in the future, you always get to create the meaning for yourself.
Once you become aware of how you manage your internal marketing processes, you will have the power of becoming a conscious marketing creator. Your deliberate (positive) thoughts and actions will enable you to decide how you want to experience your marketing efforts.
The problem is, most people don’t investigate their internal marketing processes, and only rely on their outer or external tools and resources.
Stop using google to search for the latest web marketing tools, and start using your heart to find the best marketing tools you need, and already have. More to the point, are your values, promises and beliefs aligned with your thoughts, feelings and actions?
In the history of the universe, you are unique – be true to yourself, and start creating the future you want from your marketing.
So, what’s the next marketing objective you want to achieve?
Fraser J. Hay
“The majority of men meet with failure because of their lack of persistence in creating new plans to take the place of those which fail.”
“The critical ingredient is getting off your butt and doing something. It’s as simple as that. A lot of people have ideas, but there are few who decide to do something about them now. Not tomorrow. Not next week. But today. The true entrepreneur is a doer, not a dreamer.”
“There are no secrets to success. It is the result of preparation, hard work, and learning from failure.”
“In order to succeed, your desire for success should be greater than your fear of failure.”
What’s your favourite quote(s) about failure, success, self employment of in starting a business?