If you don’t quote yourself, nobody else will

So, you’re pretty smart.

And you’ve said some pretty smart things.

But you didn’t write them down, did you?

Which means you don’t (regularly) quote yourself, do you?

BIG mistake.

LESSON LEARNED: If want other people to quote YOU, you need to quote yourself first.

Because if you don’t quote yourself, nobody else will.

Don’t worry. It doesn’t make you an egomaniac.

It just means that, as a creative professional, as a thought leader, you’re taking ownership of (and protecting) your intellectual property.

Here are a few steps you can take to start quoting yourself today!

1. Pay attention. Sometimes you might say something smart and think, “Damn, that was pretty good!” Or a friend of yours might ask, “Hey, can I quote you on that?” When things like this happen, you MUST recognize them as cues to your brilliance. Because you ARE brilliant.

2. Write it down. The next step is to capture your thoughts. Remember, if you don’t write it down, it never happened! So, the moment you say something brilliant, grab your jotter, a piece of paper, a napkin or your laptop and WRITE IT DOWN. This is the most important step.

3. Verify it. Before you go taking credit for your (supposedly) original thought, be sure to validate it. Start by asking yourself three questions:

a. Is this thought (really) mine?
b. Has this thought passed through the test of my personal experience?
c. How can I discover whether or not this is my own thinking?

If yes, the next step is to google the full, exact phrase in quotations. You need to make sure someone hasn’t already said it, wrote it, claimed it or wrote a book with the title of it. This will help you avoid plagiarism and maintain your originality.

(NOTE: yes, I know, there’s nothing new under the sun. Whatever brilliant thought you’ve had, somebody has probably said it – or something like it – before. But that doesn’t mean they wrote it down. And if it doesn’t exist on google, it doesn’t exist! REMEMBER: Writers keepers, losers weepers.)

4. Store it. Keep a file on your computer or a folder on your desk called, “Smart Things I’ve Said” or “My Quotations” or “Dave’s One-Liners.” Update it regularly with your new quotations.

5. Share it. Now comes the fun part – physically quoting yourself! Here are a few suggestions:

*Create a special report, ebook, whitepaper blog post or video cliff notes that includes all of your quotations. Give it away for free to EVERYBODY. Especially customers, prospects and colleagues.

*Print a few thousand “philosophy cards” that include your ten best quotes. Hand them out to EVERYBODY. For more information on how to create a philosophy card, check this out.

*In your writings, don’t hesitate to quote yourself. Use ownership phrases like, “Like I always say,” “My philosophy is,” and “I like to tell my readers/audience members.”

*In your blog posts, create customized, trademarked images of your quotations that credit your name and URL. This will make it VERY easy for other to quote you. P.S., Take a look at the top of this blog post to see what I mean 😉

6. Monitor and Protect. Finally, get Google Alerts on your best, most frequently used quotations. Find out who’s talking about you, quoting you, and, possibly, who’s stealing your material. Consider buying URL’s, registering trademarks and taking other legal actions to officially protect and copyright your intellectual property. (IF someone DOES steal your material, relax and read this.)

– – –

Now, I know that initially, it might feel odd quoting yourself.

But let’s face it: Ben Franklin, William James, Shakespeare, Emerson and Mark Twain have been quoted enough. The world needs some fresh material.

It’s time for YOU to become the next great thinker.

So, just remember:

If you quote yourself, other people will quote you.

If other people quote you, your perception as an expert and a thought leader will grow.

If your perception as an expert and thought leader grows, you will become more attractive, more approachable and more desirable.

And THAT will galvanize more customers, more opportunities and more business.

REMEMBER: ideas are your major source of income.

If you don’t quote yourself, nobody else will.

And you can quote me on that.

LET ME ASK YA THIS…
What do you “always say”?

LET ME SUGGEST THIS…
Share your best personal quotation here!

* * * *
Scott Ginsberg
That Guy with the Nametag
scott@hellomynameisscott.com

…only 19 more days until NametagTV.com goes ON AIR!

A few things I don’t believe in…

I don’t believe in MARKETING.
Sure, I do a lot of stuff that might be considered marketing: blogging, ezines, publicity and articles.

But to me, that’s not marketing.

That’s storytelling.
That’s sharing expertise with fans.
That’s positioning yourse as a resource.
That’s consistently and uniquely sticking yourself out there.

I don’t believe in BRANDING.
Sure, I do a lot of stuff that might be considered branding: answering the phone by saying, “HELLO, my name is Scott,” putting “The Nametag Guy” as my job title and getting my company logo literally branded on my chest.

But to me, that’s not branding.

That’s reputation.
That’s become more of yourself.
That’s articulating your uniqueness.
That’s reinforcing your personal philosophies.
That’s creating an expectation for your clients.

I don’t believe in SELLING.
Sure, I do a lot of stuff that might be considered selling: making phone calls, following up, emailing prospects and having conference calls.

But to me, that’s not selling.

That’s connecting.
That’s delivering value.
That’s being the Tylenol for people’s headaches.
That’s transferring passion and love for a product.

I don’t believe in NETWORKING.
Sure, I do a lot of stuff that might be considered networking: attending conferences, exchanging business cards and meeting people for coffee.

But to me, that’s not networking.

That’s making friends.
That’s brainstorming with like-minded people.
That’s connecting with someone new and developing a mutually valuable relationship

LET ME ASK YA THIS…
What do you (not) believe in?

LET ME SUGGEST THIS…
Share your (non) beliefs here!

* * * *
Scott Ginsberg
That Guy with the Nametag


Are you a friend of The Nametag Network?

Read more blogs!
Rent Scott’s Brain!
Download articles and ebooks!
Watch training videos on NametagTV!

Make a name for yourself here…


Ball in Their Court Questioning

PICTURE THIS: you’re chatting with someone you just met.

During a conversational lull, you ask the default question, “So Mike, what do YOU do?”

And all of the sudden, his posture weakens. His eyes avert. And his smile fades.

“Actually, um, I’ve been out of work for the past 8 months, so…”

“Oh.”

Well, good thing I brought THAT up! you think.

A few minutes later on your way to the hardware store to purchase a crowbar to pry your foot out of your mouth, something occurs to you.

You made assumptions.

That Mike had a job.
That Mike was defined by his work.
That Mike had a career he enjoyed talking about.

None of which were true.

And as a result, your connection was botched.

SO, THAT’S THE CHALLENGE: avoiding assumptive language.

Being curious, not judgmental.

And your job as an approachable communicator is to ask questions that are specific, yet STILL give someone permission to direct the conversation in manner that makes him most comfortable.

Because your NUMBER ONE GOAL in every conversation is to make the other person feel comfortable as soon as possible.

An effective tool you can use is called Ball in Their Court Questioning.

For example:

Instead of saying, “What do you do?”
You could say, “What keeps you busy all week?”

Instead of saying, “What’s your job there?”
You could say, “What’s your role there?”

Instead of saying, “Did you get hired yet?”
You could say, “What kind of progress have you been making on the job hunt?”

Instead of saying, “Are you actually making a living at this?”
You could say, “How are you moving forward towards your goals?

Ball in Their Court Questioning. (BTCQ, for short.)

And BTCQ is more than just asking open-ended questions.

IT’S ABOUT PERMISSION…
For someone to engage comfortably with you about topics important to them.

IT’S ABOUT PREVENTION…
From you looking like an idiot, and from the other person feeling embarrassed.

IT’S ABOUT POSITIVITY…
Framing your conversation with a positive, goal-oriented tone.

And ultimately, when you make these minor changes in your verbiage, you create MAJOR results in your conversations.

So, next time you meet someone new; transform assumptive language into approachable language.

And you’ll never need to use that crowbar again.

LET ME ASK YA THIS…
How long have you been working in the People Business?

LET ME SUGGEST THIS…
Share your additional thoughts on the nature of this “industry.”

* * * *
Scott Ginsberg
That Guy with the Nametag


Are you a friend of The Nametag Network?

Read more blogs!
Rent Scott’s Brain!
Download articles and ebooks!
Watch training videos on NametagTV!

Make a name for yourself here…


On working in the people business

It doesn’t matter what you sell.
It doesn’t matter what you create.
It doesn’t matter what your job title says.
It doesn’t matter what service you provide.

You work in the People Business.

As such, it’s important to remember several things:

1. People buy people first.

2. People like to do business with their friends.

3. People don’t trust companies; they trust people.

4. People aren’t loyal to companies, they’re loyal to people.

5. People only do business with you for three reasons: they’ve heard you, they’ve heard OF you, or someone they TRUST has heard of you,

6. When people like each other, the rules change. (Jim Henderson)

7. The only thing people can judge you on: how engaging with you makes them feel. (Seth Godin)

8. The more we meet and interact with people, the more likely we are to become friends with them.

9. People either check you on or check you off.

10. The more shopper-employee contacts that take place, the greater the average sale. (Paco Underhill)

11. People don’t give to causes; they give to people.

12. People don’t want to hire consultants, speakers, trainers or recruiters. They want to hire smart, cool people who happen to consult. Or speak. Or train. Or recruit. Or whatever. So be smarter and cooler.

13. Which means: lead with your person; follow with your profession. Values before vocation. Individuality before industry. Humanity before statistics. Personality before position.

14. AND REMEMBER: if they like you as a person, they MIGHT hire you. But if they don’t like you as a person, they DEFINITELY won’t hire you.

And last but not least, the summation of the first 14 points:

15. Friendly always wins.

So…

It doesn’t matter what you sell.
It doesn’t matter what you create.
It doesn’t matter what your job title says.
It doesn’t matter what service you provide.

You work in the People Business.

LET ME ASK YA THIS…
How long have you been working in the People Business?

LET ME SUGGEST THIS…
Share your additional thoughts on the nature of this “industry.”

* * * *
Scott Ginsberg
That Guy with the Nametag


Are you a friend of The Nametag Network?

Read more blogs!
Rent Scott’s Brain!
Download articles and ebooks!
Watch training videos on NametagTV!

Make a name for yourself here…


Even when you say no, you’re still marketing

PICTURE THIS: you get an email out the blue from a prospect.

But not just ANY prospect … the perfect customer.

Exactly the type of client you want to work with.

The good news is; they want to hire you!
The bad news is; you’re booked solid.

Looks like you’re going to have to turn down their business.

What do you do?

Well, first of all, saying no isn’t really BAD news. After all, it means…

You’re in demand.
You’re staying busy.
You’re attracting the right type of clients.

That’s a great place for any company to be!

BUT HERE’S THE CHALLENGE: how do you say no to new business … while STILL marketing?

Take a lesson from Progressive Insurance.

In 1994, Progressive became the first auto insurance company to provide its rates alongside the rates of other companies.

That way, consumers could easily compare and decide … even if they didn’t use Progressive!

I remember when their commercials first came out. EVERYBODY was talking about them.

“So, Progressive will give you the insurance rates of their competitors? That’s so cool!”

Cool, indeed.

Not what you’d expect from an insurance company, right?

Exactly. Which is precisely why that sentence became their widely recognized tagline.

Also, I snooped around online and found this great excerpt from their annual report:

“Fast. Fair. Better. That’s what you can expect from Progressive. Everything we do recognizes the needs of busy consumers who are cost-conscious, increasingly savvy about insurance and ready for easy, new ways to quote, buy and manage their policies, including claims service that respects their time and reduces the trauma and inconvenience of loss.”

Wow.

Progressive LOVES and RESPECTS their customers SO MUCH, they’ll do whatever it takes to make them happy.

Even if it means forfeiting new business!

See, Progressive found a way to say no to its potential customers … while STILL maintaining (and reinforcing) brand integrity.

That’s the way the game of marketing should be played.

So, if you find yourself in a situation where you just HAVE to turn new business away, remember this:

Don’t just say no and then hang up!

“Well, we’re sorry sir. Can’t help ya out today. But, we wish you good luck fishing that dead raccoon out of your chimney. Bye!”

If you were that customer, how would YOU feel?

INSTEAD, TRY THIS: create a policy, procedure or protocol for saying no. Have options or a decision tree on-hand. Find a way to STILL serve the customer, even if he’s not your customer. Position yourself as a resource, and they’ll come back next time!

THEN, TRY THIS: consider your network of colleagues to whom you’d gladly refer client overflow. Whoever you think would be a good fit, send them a heads-up email or phone call first. Then offer their name to your prospect. Finally, follow up about a week later to see if it worked out. It’s good karma.

ULTIMATELY, REMEMBER THIS: when you forfeit new business to vouch for a colleague’s credibility, your credibility will increase as well. Clients will respect your discretion, honesty and generosity. And those characteristics will stay in their mind for the next time they (or someone else) needs you.

Because, as I learned from Seth Godin, even when you say no, you’re still marketing.

LET ME ASK YA THIS…
Do you build marketing in your no’s?

LET ME SUGGEST THIS…
Share an example of how saying NO at one point … enabled a customer say YES at a future point.

* * * *
Scott Ginsberg
That Guy with the Nametag


Are you a friend of The Nametag Network?

Read more blogs!
Rent Scott’s Brain!
Download articles and ebooks!
Watch training videos on NametagTV!

Make a name for yourself here…


Are you building a following?

Artists.
Authors.
Rockstars.
Cult leaders.
Presidential candidates.
American Idol contestants.

What do all these people have in common?

They’re all building a following.

HERE’S THE GOOD NEWS: so can you!

That’s the beauty (and ironically, sometimes the horror) of the Web: anyone with an idea can share it with the world and build a following around it. And they can do so quickly, powerfully and through a variety of media.

Unfortunately, the idea of “building a following” may sound too grandiose, too celebrity-ish and too impossible to the average businessperson.

“Who am I to build a following?” you think.
Wrong question.

Instead, ask yourself, “Am I being selfish with my knowledge?”

See, the dictionary defines a following as, “A group of people who admire or support somebody or something over a period of time.”

OK. Couple of key points in that definition:

FIRST: “A group of people.”
That doesn’t mean millions, thousands, or even hundreds. Don’t be intimidated by a false necessity to accumulate hordes of followers.

SECOND: “…admire or support…”
That doesn’t mean people are bowing down to you. Building a following isn’t about ego; it’s about shared values and mutual goals.

THIRD: “…somebody or something…”
That doesn’t mean it’s all about one person. It’s about an idea, a value, a movement, a cause and a vision.

FOURTH: “…over a period of time.”
That doesn’t mean you’re a fad, a trend, a hot topic or the new flavor of the month. You build a following one person at a time.

Actually, wait. That last point was wrong.

I shouldn’t have said, “one person at a time.”

I should have said, “one FAN at a time.”

Because that’s what building a following is about: loyalty.

Not just to you, but to the bigger idea.

So, if you want to get started (or continue) building a following, remember three key ideas:

1.Writing is the Basis of All Wealth
You can’t build a following around an idea if you haven’t first expanded, explored and clarified it on paper. Even if you don’t consider yourself a writer, penning your thoughts is the single greatest starting point for building a following.

ASK YOURSELF THIS: If everybody did exactly what I said, what would the world look like?

This question will help you build a template for your philosophy.

AND REMEMBER THIS: Guy Kawasaki, an author/entrepreneur with an incredible following said, “It’s impossible to build community around mediocre writing.”

The more you write, the quicker you uncover your unique VOICE.

2. Fanagement
You can’t build a following without fans. The challenge, then, is creating, maintaining and staying in front of them. Here a few suggestions:

*Ask for their email. The crux of permission marketing is to get your fans to opt-in. Be sure you’re regularly asking new people in person AND online. Now, while giving someone your email address is technically “free,” there’s still the concern of getting spammed. So, be certain people understand your intentions at the onset. Respect always wins.

*Consistently deliver a value message. Whether it’s through an ezine, podcast or blog, you MUST deliver value. Remind your fans WHY they follow you. Also, ask for their input, ideas, feedback and comments. REMEMBER: the more involved they are, the more ownership they take. The more ownership they take, the more people they tell. And the more people they tell, the bigger your following grows.

*Gratitude. Because a following is nothing with out followers, make sure you regularly remind them how much you value their loyalty.

3. Be Approachable
Lastly, members (and potential members) of your following MUST have access to you and your ideas. In order to project approachability, remember these ABC’s:

*Access. Make yourself accessible through several media, i.e., email, phone and instant messenger. See, each of your fans maintains a different communication style. So it’s valuable to offer them several contact options. REMEMBER: If someone can’t come up to you, how will they ever get behind you?

*Boundaries. On the flip side, set realistic expectations and personal policies for the accessibility of your time and information. Every “yes” to one thing is a “no” to another.

*Content. Since you’re writing regularly now (right?) you need to make your content accessible for reading, downloading and sharing. This is ESSENTIAL for building a following. Post your ideas on a blog, website, even on public article databases. (NOTE: if you’re concerned about piracy, relax. Just be sure to write in a voice that is SO unique to you, that you become SO identified with; that someone wouldn’t dare steal it. And if he did, people would know it.)

THE BOTTOM LINE: building a following is not an easy task.

It doesn’t happen overnight.
It doesn’t happen without work.
It doesn’t happen without consistency.

However.

If you regularly deliver value through writing…
If you create a fanagement system for your followers…
If you maintain approachability within your own boundaries…

Then you WILL create a group of people who admire or support you and your ideas.

Even if you’re not a cult leader.

LET ME ASK YA THIS…
Are you building a following?

LET ME SUGGEST THIS…
Share your best Fanagement Techniques here!

* * * *
Scott Ginsberg
That Guy with the Nametag


Are you a friend of The Nametag Network?

Read more blogs!
Rent Scott’s Brain!
Download articles and ebooks!
Watch training videos on NametagTV!

Make a name for yourself here…


Approachable Service: The Touchpoint Trinity

Your first impression is only 1/3 of the battle.

WHICH MEANS: simply greeting customers at the front door is NOT enough.

For that reason, always remember THE TOUCHPOINT TRINITY:

FIRST impressions. These lay a foundation for the service process. These frame the entire customer experience. They take between five and ten seconds, but last nearly forever.

ONGOING impressions. These either reinforce or diminish customers’ initial judgments. Throughout the entire service process, they cause customers to either (keep) checking you on, or check you off.

LASTING impressions. These create farewell feelings that stay with customers until their next visit. They cause them to: 1) tell nobody, 2) tell a few people, or 3) tell EVERYBODY … about their service experience (good OR bad.)

So, how do you achieve success all throughout the Touchpoint Trinity?

ONE WORD OF ADVICE: consistency.

“Consistency is far better than rare moments of greatness,” as my company motto states.

THAT is the key to Approachable Service. And it’s the result of focusing your efforts on all three components of The Touchpoint Trinity.

Therefore:

If you want to create FANS, (not just customers)…

Whose experiences are UNFORGETTABLE, (not just memorable)…

So they become INSISTENT, (not just satisfied or loyal)…

Sit down with your team and conduct the following exercise:

1. Organize. Divide a sheet of blank paper into three columns. From left to right, title them “First, “Ongoing” and “Last.”

2. Brainstorm. List all the possible Daily Touchpoints within each category. Examples might include “greeting,” “order taking,” “handling complaints,” “checking out,” “paying the bill,” and “final words as customers exit.” (You’ll probably have around 10-20 touchpoints in all.)

3. Imagine. Now, multiply the total number of Daily Touchpoints by your total number of employees. Then multiply that number by 250. The final result is your Annual Touchpoint Total. (This will help you understand the volume of your accumulated actions!)

4. Accentuate. For each of the components in your Touchpoint Trinity, think of two new ways to make the mundane memorable. Brainstorm techniques, Phrases That Payses, ideas, procedures and fun ways to approach your customers in every possible situation. Remember to keep your approaches positive, friendly, fun, unexpected, and most importantly, unique.

5. Brand. The last step is to formally brand your service. For example, take Disney, Ritz Carlton and FedEx. Each of these companies’ unique approach to service is SO good that other companies steal it!

Who’s stealing YOUR service philosophy?

If the answer is “Nobody … yet,” then this is your chance!

Create Service Philosophy Cards explaining your unique approach to all areas of your Touchpoint Trinity. Print 500 of them for every employee! Staple one to every receipt! Scatter them about your office, hotel or property. Over time, your philosophy will spread.

And with these exercises, you will be able to maintain consistency in your first, ongoing AND lasting impressions.

AND REMEMBER: if you can understand, improve and consistently brand your company’s Touch Point Trinity…

Customers won’t (just) be satisfied.

Customers won’t (just) be loyal.

They’ll be insistent.

LET ME ASK YA THIS…
Who is stealing YOUR service philosophy?

LET ME SUGGEST THIS…
In addition to satisfaction and loyalty, remember to focus on insistence.

* * * *
Scott Ginsberg
That Guy with the Nametag
www.hellomynameisscott.com

Are you the luckiest person you know?

Watch Scott’s interview on 20/20!

add to del.icio.us * digg it! * email this post

What if you only sold ONE thing?

Coolest Restaurant Ever: Mama’s Ladas: Downtown Sioux Falls, South Dakota.

Here’s why…

When you walk in the door, you see fewer than ten tables.

When you look at the walls, you see traditional Mexican decorations.

And the owner (also the waitress) offers a friendly greeting and tells you to sit anywhere you want.

There are no menus.
There are no options.
There are no specials.

There are only enchiladas.

And when she comes over to take your order, she doesn’t ask, “What can I get for ya?”

She simply says, “Beef or Chicken?”

Because there are only enchiladas.

That’s the ONLY thing they serve.

A business that only sells ONE thing! Brilliant!

AND, IT’S NO SURPRISE: their enchiladas are freaking AMAZING.

AND, IT’S (ALSO) NO SURPRISE: everyone in Sioux Falls has either eaten there or heard someone talk about eating there.

Hell, I’m lactose intolerant and I still ate there!

THE POINT IS: Mama’s Ladas gets it.

Everything I preach about approachability, they do right. For example:

1. THEE, not A: not just a Mexican restaurant, THEE Mexican restaurant for enchiladas in Sioux Falls.

2. Own a word. Every time I hear the word enchilada, I think back to my experience at Mama’s. And I bet I’m not the only customer who does that.

3. Be That Guy. When I told my client where I ate dinner the night before, she said, “The Enchilada People? Nice!” Great example of MINDshare, not MARKETshare.

4. Make the mundane memorable. 99% of the places you eat dinner have some sort of organized ordering system. These guys don’t even have menus!

5. Cool and remarkable. When was the last time YOU blogged about an enchilada?

6. Specific. They specialize and have expertise in a narrow, yet marketable product.

7. FUN! When the meal was over, the owner came over with a big basket full of Halloween candy and said, “Would you like dessert?” Awesome! (I had a Snickers Mini.)

8. About, not from. Every dining guide and restaurant reviewer for Sioux Falls mentions this place. It’s also been written up in several publications.

9. Be (somewhat) predictable. Their consistency and familiarity puts customers at ease.

10. No competition. It’s not like you could go to the “other” enchilada place in Sioux Falls. Mama’s is it!

11. People respond to policies. You get beef or chicken. That’s the deal. Enchiladas or bust. You gotta love that!

Mama’s Ladas, you win the Approachability Award. Congrats!

And if you’re hungry after reading this post, and happen to be in the Sioux Falls area, check ‘em out:

Mama’s Ladas
116 W 11th St
Sioux Falls, SD 57104
(605) 332-2772

LET ME ASK YA THIS…
What if YOU only sold one thing?

LET ME SUGGEST THIS…
Share your best “one thing” company here!

* * * *
Scott Ginsberg
That Guy with the Nametag
www.hellomynameisscott.com

Are you the luckiest person you know?

Watch Scott’s interview on 20/20!

add to del.icio.us * digg it! * email this post

Imagination, not milions

So, you want to build a brand, huh?

Well, you’re in luck!

Because there’s good news, and REALLY good news…

THE GOOD NEWS: it doesn’t take much money.

Don’t be fooled by headlines like, “Coca-Cola spends 10 million dollars on new 30 second spot!” or “Nike takes out front page ad for $20,000!”

You’re an entrepreneur. That stuff doesn’t apply to you. (Actually, even if you’re NOT an entrepreneur, that stuff doesn’t apply to you.)

Because, in the words of best-selling author Harry Beckwith, “Branding doesn’t take millions, it takes IMAGINATION.”

THE REALLY GOOD NEWS: you can get started building your brand TODAY!

Even if you’re new to the industry.
Even if you just started your company.
Even if you don’t know much about marketing.
Even if you don’t want to spend a dime on advertising, direct mail or any of that other paper-wasting, money-draining junk.

There’s ONE question I want you to consider:

“If everybody did exactly what you said, what would the world look like?’

My mentor, William Jenkins first taught me this question a few years ago. He told me to ask it to myself on a regular basis.

Because it clarifies your values.
Because it helps you articulate your personal and professional philosophies.
And because it builds a framework around which you can keep your actions accountable.

HERE’S THE CHALLENGE: sit down with your team (or, if you work alone, your dog) and come up with 5-7 bullet point answers to that question.

“If everybody did EXACTLY what you said, what would the world look like?”

Once you’re comfortable with the answers, you now have a brand foundation!

Write it down, post it all around the office, even consider creating a little philosophy card and handing it out to customers as a reminder of your philosophy.

People love these cards.

Because people love to learn YOUR UNIQUE WAY of doing business and delivering value.

And most importantly, people respond to policies.

See, once you’ve figured out your philosophy, all you have to do NOW…

…is SHOUT IT FROM THE ROOFTOPS!!

In your email, on the phone, in person, everywhere! Branding is about a seamless consistency via all touchpoints.

AND HERE’S THE BEST PART: once you get your philosophy, the rest is simple.

Just make sure that every time you work with a customer, you’re consistently providing him with the tools he needs to build that world.

“If everybody did exactly what you said, what would the world look like?’

THAT is the question of the day. And it doesn’t take money; it takes imagination!

SO REMEMBER: even though a brand doesn’t millions to create, that doesn’t mean that it can’t create millions.

LET ME ASK YA THIS…
How have you used YOUR imagination to build a brand?

LET ME SUGGEST THIS…
Share your top three branding tips here!

* * * *
Scott Ginsberg
That Guy with the Nametag

Download Scott’s new book!
Right here, right now, for FREE, no strings.

add to del.icio.us * digg it! * email this post

People respond to policies

The other day I got a phone call from a guy who wanted me to join his association.

He made a strong case: reasonable dues, good people, great networking.

When he asked for the sale (or in this case, the membership), I paused for a few seconds before responding.

“Mark, my policy about saying no is, ‘I don’t say it enough.’ So, for that reason alone, my answer to you is no.”

Dead silence. I smiled and waited.

“Well um, uh … OK,” he stammered. “I-I guess I’m not going to challenge that.”

Dead silence. I smiled and waited some more.

“OK well, uh, thanks for your time Scott,” he resigned.

“My pleasure!”

I hung up the phone.

Whoa. Where did THAT come from?! I wondered.

That was a first for me. Telling someone my “policy” on saying no.

And I tell ya what; it felt GREAT!

Candid, yet friendly.
Honest, yet confident.

And nobody’s time was wasted.

LESSON LEARNED: people respond to policies.

So I looked up the word policy online. And according to my favorite website in the world, the word first appeared in 1406. One of its origins came from a Lithuanian word, pilis, or fortress.

Fortress. Nice. Talk about standing your ground!

But the definition of policy simply means, “shrewdness or prudence, especially in the pursuit of a particular course of action.” Which means:

You’re not being mean.
You’re not being difficult.
You’re not rejecting someone.

You’re simply sticking to your guns. Telling someone, “Look, this is how I roll. This is who I am. That’s my policy.”

NOTE: I’m not talking about company policy. Different animal.

I’m talking about personal policy.

Knowing thyself. Being the world’s expert ON yourself and confidently articulating that on a consistent basis.

The following steps will help you put this idea into practice:

POLICY PREPARATION
1. Brainstorm a list of 10-15 of your most valued personal policies.
2. Organize and type them out on a small card.
3. Carry that card in your wallet.
4. Look at it regularly.
5. Next time someone challenges one of your policies, whip out that card and ask them to physically read it back to you. (THIS IS CRUCIAL!)
6. Smile and wait for them to respond.

Oh, and they will. Every time.

Because people respond to policies.

LET ME ASK YA THIS…
What are some of your personal policies?

LET SUGGEST THIS…
Post them here!

* * * *
Scott Ginsberg
Author/Speaker/That Guy with the Nametag
www.hellomynameisscott.com

add to del.icio.us * digg it! * email this post

Sign up for daily updates
Connect

Subscribe

Daily updates straight to your inbox.

Copyright ©2020 HELLO, my name is Blog!