Create Great Experiences & They Will Come Back

Last week I took my family to try a new pizza place by our house – Blaze Pizza. When we went to pay, the cashier told us that the man at the back of the line was covering our meal and the other family in line as well. I told him it wasn’t necessary but he insisted and so we thanked him for his kindness. Then as I waited for our pizza I talked to our generous new friend and he shared one of the best marketing ideas I have ever heard. He is friends with the franchisee who owns the restaurant and his friend often sends him gift cards to his restaurant and asks him when he comes to buy lunch or dinner for everyone in line. The owners philosophy is, ‘if you create great experiences they will talk about it to others and they will come back.” He’s
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All Excuses Are Equal

Over 10 years ago we were a couple weeks away from our first child being born. I was busy growing our business and Sarah was getting everything ready at home. I started the process of recruiting a new sales rep. We had a great discussion and he seemed like this could be a good fit. The next day Sarah went into labor early and our daughter was born. The whirlwind of our first baby took over. We were at the hospital making sure mother and baby were great. Then we brought her home and were trying to figure out what to do and how to do it. It took me more than a week to get back to the sales rep I was trying to recruit. I told him that we had a baby and I was sorry for the gap in our conversations and then he very honestly said,
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3 Types of Influence

Whether it’s at home, at work, at play, or anywhere in between, our influence on those around us will fall into three categories: Situational Influence – People follow you because they have to. Position and authority most often determine this kind of influence. A political leader, for example, or a CEO, or a school teacher, or a traffic cop. This is the most common type of influence, based on position, title and authority. It is influence bequeathed, not personally earned, and exercising it can be done lazily because following is not a choice. When people are forced or compelled to follow you in a particular situation, the most you will ever get out of them is compliance. And as Dondi Scumaci likes to say, “Compliance will never take you where commitment can go.” If you are an influencer who has a position of authority, step back and ask yourself this
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Stop Giving Sales Presentations (Have Sales Conversations)

  If you are teaching, leading, selling or speaking, your purpose is to engage your audience. Above all, you want to grab their attention and get them involved. Your prospect, client, customer, employee, team member, or student has to be engaged or they won’t buy your product, act on your idea or implement your plan. Without engagement, there is no influence. In the spirit of engagement, I believe that we should move from giving sales presentations to having sales conversations. There’s a huge difference between the two. A sales presentation, by definition, is a monologue, while a sales conversation is a dialogue—it involves both parties and the emphasis is on the buyer, not the seller. I know we have all done this before. We give a sales presentation (a monologue) and then at the end we ask, “Do you have any questions?” There is nothing about that model that makes it about the audience; nothing that makes them part
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