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Success Newsletters

Volume 6, Number 2 – March-April, 2006 Issue

In this Edition
1. Six Successful Habits To Increase Your Productivity and Client Base
2. From Stress to Success
4. Recommended Reading

Six Successful Habits to Increase Your Productivity and Client Base
Real success is based on truly identifying your target markets, your ideal client base.
Prepare a list of your 20 top clients and your 20 top prospects, and never let more than 30 days go by without being in touch with them.

Ask your clients for referrals. Who else do they know who might benefit from what you have to offer?

Plan every single day to maximize productivity.

Evaluate your client and prospect base regularly.

Set goals and high expectations for yourself.

Work outside of the box. Be prepared to do the things other people are not prepared to do.
Be prepared to work unsociable hours, weekends if necessary, doing what ever it takes to succeed.

Know where you want to go with your business. Work your plan consistently and plan to succeed.

Successful business people know this and keep it top of mind in all their client interactions.

Think not what your clients can do for you, but what you can do for them. Always focus on building meaningful RELATIONSHIPS with your clients.

Do not think sale, think SERVICE. If you take care of serving your clients, the sale will take care of itself every time, and your clients will refer and introduce you to your future clients.

Do not so much market your products or services, market what solutions and benefits your products and services provide for your clients.

Work with your clients to help them, and you, understand what their real NEEDS are. Put the fancy brochures away at first. Get to know your clients on a personal level. Earn the right to do business with them.

Remember. People do not care what you know until they know that you care. We do business with people we like, respect and most important, who we trust.

Rejection and disappointment are part and parcel of the daily business of successful sales professionals. In fact, if you are not getting rejected often, you are probably not speaking to enough people, making enough calls.

The failure of many potentially great sales people is taking rejection personally; remember a “no” is just a request for further information.

Successful people in business do not worry about failure. In fact, they know that every setback leads them closer to success. Henry Ford wisely said, “Failure is just another opportunity to begin again more intelligently.”

Talk to enough people in a day and you will ultimately succeed. Be patient, believe in yourself, your products and services, and be proud of the organization that you represent.

How often are you out there promoting your products and services? How often do you ask your existing clients for a referral and most important, an introduction to that person?
Every time you come in to contact with people is a golden OPPORTUNITY for you to promote your business both directly and indirectly.

Join your local chamber of commerce, board of trade, local business networking group etc.
Be seen, get involved and become known in your local community. Visibility breeds success.

Dale Carnegie said, “You will make more friends in two months by being interested in other people than you will do in two years by trying to get people interested in you.” Most people are not very good listeners. Truly successful people in all walks of life have a skill for listening and it truly is a skill.

Make it a daily practice to do less talking and more listening to your clients. Try using the 80/20 rule. It is not easy; we all want to talk, about ourselves, about our products and services, about what we have to offer. The art of great communication, making a connection with people, and of building successful relationships with your clients, is to listen to what they are telling you and being truly interested in them.

Ask open-ended questions and than keep quiet and listen intently to their answers.
Great listening skills are one of the keys to increasing your success rate. No one has ever closed a sale while they were still doing the talking!

Make it a habit to follow up with your clients and prospects. Sounds simple, right? In my experience, and surveys back me up on this 87% (amazingly) of people in business do not follow up enough. Do not be one of them.

Think long-term. Nurturing a relationship that eventually results in business takes time.
Keep in touch, stay in front of your clients and prospects.. Often business is about being top-of-mind when the “buy” decision is made. Spending quality time in building and developing that relationship with your potential client is crucial and will differentiate you from the pack when a buying decision is being made. Patience is a virtue.

Set an appointment to follow-up, and keep it!

Return all your phone calls promptly! Keep in contact with your clients in every way possible!

Often it is the little things that make a big difference. Send them a hand written note or card instead of an e-mail, send them an article you read that might be of interest to them. Personalize it, be different, and show them that you care.

To your success!

And always remember;
“It is the service we are not obliged to give that our customers value the most”
J.C. Penney,

Founder of the highly successful J.C. Penney chain of department stores in the United States

From Stress to Success
In a large part of the northern hemisphere there is a higher degree of stress related illness that occurs now, during the winter months. Lack of sunshine, getting out less and getting less exercise are major contributors to this. For this reason, we thought it might be good to talk about stress a little bit at this time of year.

From the time of the Caveman, we humans have faced stress. Imagine walking out of your cave and coming face to face with a Saber-tooth tiger? What happens? Your pulse quickens, you feel a sense of panic in the pit of your stomach, and nothing is a higher priority than surviving that encounter. Within a split second you make a decision to stand up and fight, or to run like heck. The decision is based on which is going to give you the highest chance of survival.

Fast forward to the 21st Century. Depending on where you live, the stressors, (the saber-tooth tiger) may be different, but they still exist. For some of us the saber-tooth tiger looks like a job where we feel under constant pressure. For some of us the saber-tooth tiger looks like a job where we are not under enough pressure. For some of us the saber-tooth tiger is the pile of bills that come in each month. For some of us the saber-tooth tiger is the risk of terrorism. For some of us it is the ongoing change we experience at work and in life. What makes today’s saber-tooth tigers so challenging is that in many cases we have created them ourselves. In addition, the choices to fight or run are often not open to us. So what can we do?

Research has indicated that the main cause of stress is lack of control or choice. So, the logical solution is to take control where you can.

1. Understand your own stress profile.

Not all of us experience the same level of stress. Some of us are more or less stress tolerant than others. Understanding this can allow you to take action quicker when stress hits. And this applies to both the stress tolerant and the stress intolerant. Those of us who are highly stress-tolerant sometimes ignore the symptoms when they occur, or are completely taken by surprise when they happen.

2. Understand how your stress shows.

Stress has been known to impact memory, sleep, mood and overall well being. Knowing your early stress symptoms will help you take action quickly.

3. Know what your Saber-tooth tiger most often looks like.

Knowing what stresses you can help you brace yourself for its appearance, or avoid running into it in the first place.

4. Stay active.

Physical fitness has been found to serve stress management in two ways. Firstly, being fit enables your body to better manage stress when it hits. Secondly, exercising when you are feeling stress has an impact on lessening the stressor.

5. Prioritize and take action.

This means taking charge of the things that are most important. Make choices where you can and act on what those priorities are.

6. Be confident and learn to say no.

Understanding what causes your stress and being clear to yourself and others just what you can and cannot take on will help alleviate the feeling of stress.

As we all know, we are required to do things and are regularly exposed to things that are out of our control. But understanding your stress profile will make these feel much less unmanageable and less stressful.


“Tough Times don’t last but tough people do”
Dr Robert A. Schuller

“The truth of the matter is that you always know the right thing to do. The hardest part is doing it”
General H. Norman Schwarzkopf


The 360 Leader by John Maxwell
From whatever position you are in within an organization, this book will help you develop your position and define your leadership role. This is a very insightful book. Practice the disciplines of 360-leadership outlined in this book and the opportunities will be endless to you.

Embracing Uncertainty by Susan Jeffers
This book will give you breakthrough methods for achieving peace of mind when facing the unknown. This is a powerful and healing book to help us deal with the never ending change in our business and our lives

Permission is granted to reproduce this newsletter in whole or in part provided the following byline below appears along with the article and that a copy is sent to me after publication. Thank you: To check previous issues for publication, please go to and click on articles/newsletters.

Charles Marcus is an international motivational speaker. To subscribe to his FREE success newsletter, please send an email to An electronic copy will be sent out to you every month. For more information on how Charles, his book and his programs can benefit your organization or group, please call 905-847-2323. Toll-Free in North America at 1-800-837-0629, or visit his website:

Date Added: March 30, 2006 | Comments (0) | Filed under: Newsletters

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