The Only Networking Article You Need to Read This Year

In ONE word: Relax.
In TWO words: Be prepared.
In THREE words: Ask better questions.
It FOUR words: Any time, any place.
In FIVE words: Incorporate passion into the conversation.
In SIX words: Develop and maintain mutually valuable relationships.
In SEVEN words: Articulate what you do quickly and memorably.
In EIGHT words: Listen, listen, listen, listen, listen, listen, listen, listen.
In NINE words: Encourage people to approach you by being The Observed.
In TEN words: Right place in right time means being in many places.

LET ME ASK YA THIS…
How would you rewrite this networking lesson for your business?

LET ME SUGGEST THIS…
For the list called, “27 Ways to OUT the Competitors,” send an email to me, and I’ll send you the list for free!

* * * *
Scott Ginsberg
That Guy with the Nametag
Author, Speaker, Coach, Entrepreneur
[email protected]

Never the same speech twice.
Always about sticking yourself out there.

Hire The Nametag Guy here!

Hooray! It’s 2009…

Ahhhhh…!

That’s the sound of a refreshing start to a new year.

Took a week off to relax so I could accomplish NOTHING. I feel great. Hope you do too.

Still, it’s great to be back .Just wanted to list a few announcements for some cool upcoming stuff:

1. Podcast. I did a fun, informative interview about creativity with Jim Kukral from Blend This Book. Jim’s a totally cool, smart dude. He’s got some great Internet marketing ideas for entrepreneurs and small biz folks.

2. PaisleyPlanet/PaisleyBlog. My dog finally got her website and blog up and running. I hounded her (no pun intended) for a long time, and although her busy schedule of sleeping, eating and wiggling was a bit interrupted, she finally came through.

3. Television. My friend David Siteman Garland of The Rise to the Top interviewed me for his latest episode, airing locally in St. Louis Sundays, Tuesdays and Thursdays at 11:00 AM CST on KDNL-ABC30. Also available online, video coming soon.

Also, here’s a few things to look for in 2009 from me…

*Stick Yourself Out There: My first hardcover book yet!
*Grow Bigger Ears: My first in a series of programs about listening.
*NametagTV Premium: My new subscription channel entrepreneurs who are serious about sticking themselves out there.

It’s gonna be a great year!

LET ME ASK YA THIS…
What three things will you do differently this year?

LET ME SUGGEST THIS…
For the list called, “37 Things NOT to Do This Year,” send an email to me, and I’ll send you the list for free!

* * * *
Scott Ginsberg
That Guy with the Nametag
Author, Speaker, Coach, Entrepreneur
[email protected]

Never the same speech twice.
Always about sticking yourself out there.

Watch The Nametag Guy in action here!

19 Unarguable Reasons to Make Writing Part of Your Life

Writing might be the single most important act anyone could practice.

For your business, for your brain, for your heart, for your soul, for your body and for your life. Writing is everything.

Now, I may be a little biased, as my occupation is a writer.

But that shouldn’t matter. Everyone should write. Everyone CAN write. Everyone must write.

Even if you’re not that good. Even if you never publish anything. Even if you don’t like what you produce. There are some things in life that are just too healthy and too important to avoid, like exercise and chocolate and sex.

Well, writing is one of those things. Writing is everything. So, I put together this list of the twenty-three elements inherent in ALL writing. Use this list as a guide to enhance your own writing practice. Even if you don’t consider yourself a writer.

1. Writing “rights” things. Because it clarifies. Because it releases. Because it is filled with the spirit of God. Because it’s fueled with love and passion and raw emotion. Once your thoughts and emotions and pains and dreams exit your head and find a home one the page, they become public in your mind. Even if nobody ever reads it, the therapeutic, cleansing nature of writing is one of the healthiest ways to “right” something. What do you need to let out?

2. Writing rewards practice. The more you write, the better you get. The better you get, the more you want to write. This cycle goes on forever. I call it “The Circle of Write.” The challenge is, only works if you practice it. That means every day. EVERY day. Have you written today?

3. Writing Advice: Finish. If starting is the hardest part, finishing is a close second. So, face the fact that it’s never going to perfect. It’s never even going to be “done.” You’ll always want to add and subtract and improve and edit. Learn to let that go. It is what it is. Eventually there comes a time when you have to throw up your arms and declare, “The hay is in the barn.” What have you finished lately?

4. Writing brings clarity. You don’t know what you know or believe or feel about anything until you’ve written about it yet. You also haven’t mastered anything until you’ve written about it yet. Writing is your baseline. Make it the first place you go. How are you using the page to clarify your thoughts?

5. Writing intensifies impact. Got a big speech coming up? Having an important discussion with your kids tonight? Write it first. Just sit down and puke out everything that’s on your mind. That doesn’t mean, “prepare a script.” You don’t even have to keep the document if you don’t want. It’s about the process. The catharsis.

And I promise you, this exercise ALONE will immediately double the impact of your message. Your thoughts – now clarified and strengthened – will be etched upon your consciousness forever. And when the time is right, IF you learn to trust your inner resources, all you have to do is tap that reservoir of Truth and let the words flow. Have you written about it first?

6. Writing is alchemy. Famed alchemist Jean Dubuis remarked, “Alchemy is the art of manipulating life, and consciousness in matter, to help it evolve, or to solve problems of inner disharmonies.” That’s what writing does for you. It gives you permission to swish and swirl your ideas on the page, allowing the self-organizing system of creativity to generate an antidote. What are you turning your problems into?

7. Writing is listening. To your mind. To your heart. To your Muse. To your inner voice. To your gut. To the voices in your head. Think of yourself as a journalist. A note-taker. A court stenographer. Getting down whatever is dictated to you, trusting that what gets written is what WANTED to be written. Whom (or what) are you listening to?

8. Writing is medicine. The health benefits of writing have been proven time and time again. Best-selling books on the subject like Writing Down the Bones, The Artist’s Way, If You Want to Write, Writing to Heal and The Writing Diet cite dozens of these studies, none of which I can remember or feel like looking up. The point is: Writing is the great healer. I know this from my own practice as well as the lives of my clients, colleagues and loved ones. Writing is healthy. Period. How are you using writing as therapy?

9. Writing is non-negotiable. It’s right up there with exercise and meditation on my list of “Things I MUST Do Every Day.” It’s a non-negotiable because it’s beyond habit, beyond discipline. It’s something you just do. Without thinking. Without contemplating. It just happens. You can’t (NOT) do it; people couldn’t pay you (NOT) to do it, and you can’t imagine living without it. What are your non-negotiables?

10. Writing is power. Over your emotions. Over your competitors. Over your demons. Over your past. The pen is mightier – and better, and stronger and more effective – than the sword. Swords are for losers. Writing is for winners. Powerful people write. Period. How are you using writing to put yourself in a greater position of power?

11. Writing is prayer. The word “prayer” comes from the Latin precari, which means, “to ask earnestly or beg.” That’s exactly what you’re doing when you sit down to write. You earnestly ask the page – and yourself and your Muse and your heart – to speak to you. Hell, you’re just there to take notes anyway. So, you just pray, listen and capture. That’s writing in a nutshell. Three steps. The challenge is finding your own unique ritual to invoke those power sources.

Personally, I recite the following incantation every morning before I write ANYTHING: “I am completely stopping … I embrace this moment … I expect nothing … I am richly supported … I trust my resources … I am equal to this challenge … I am ready to write…” If you’d like to learn more about this process, read Ten Zen Seconds by world-famous Creativity Coach, Eric Maisel. How are you transforming your writing practice into a spiritual practice?

12. Writing is rewriting. Always honor and capture your first rising thoughts. They contain truth and beauty and innocence and power. Still, rewriting is an essential component to your practice. I suggest waiting at least 24 hours before doing so. Here’s why: (1) you ALLOW your subconscious to go to work while you’re doing other tasks, digging up new ideas that were impossible to access initially, (2) you RETURN to your writing fresh, enabling you to see things you missed the first time around, (3) you’re READY to trim, distill and whittle down your work to the essence, removing extraneous words and ideas, and (4) you EXIST in a different state of mind than before, permitting new perspective to flourish. What did you (re)-write today?

13. Writing is self-communication. You can’t LEAD others unless you lead yourself first. You can’t LISTEN to others unless you listen to yourself first. You can’t TEACH others unless you teach yourself first. You get the point: Start with yourself. Ask yourself first. Consult your gut. Trust your own judgment before anyone else’s. Self-communication. That’s what writing is. Have you talked to yourself on paper today?

14. Writing is waiting. That’s why most writers are absurdly patient. Sometimes, when a KILLER idea for a new story or module or character comes to you, you’re not always ready to write about that thing yet. So, you capture the essence of your idea, save it and store it. And then you just wait. That’s it. And what kind of sucks is, you have NO idea when that particular idea will be ready for cultivation. All you can do is wait for it to speak to you, on its own terms. As a writer (excuse me, as a LISTENER) your job is write what wants to be written, when it wants to be written. Writing is waiting. How patient are you willing to be?

15. Writing requires intimacy. That’s what scares a lot of people away from it. Writing, as I define it in my workshops and with my coaching clients is: “Sitting down every day, slicing open a vein and bleeding your Truth all over the page.” I know. Kind of intimidating, huh? But that’s the reality. At least, that’s the reality of GOOD writing. The challenge is being able to confront your Truth. The challenge is courageously becoming very, VERY familiar with yourself. How well are you willing to know yourself?

16. Writing requires steps. In my program, Write into Wealth, I teach writers about the ENTIRE writing process. Content Generation, Content Management and Content Delivery. Here’s a quick summary: (1) SCANNING – Listening, Noticing, Foddering, Freezing; (2) PLUCKING – Extracting, Yoinking, Grabbing; (3) GROWING – Assumption Recasting, Dimensioning, Breeding, Puking, Bathtubbing, Synthesizing, Tourniquetting; (4) ROUNDING – Chronologizing, Simmering, Kneading, Metabolizing, Etching, Incubating, Reservoiring. Now, those words might mean NOTHING to you. In fact, most of those steps aren’t real words – I invented them for my own program. But, just so you know, that’s a sample of the different steps in my writing process. Have you chronicled the different steps in yours?

17. Writing teaches everyone. Even the smartest guy in the room will learn something about himself, about others and about the world, if he simply sits down and releases his first burning thoughts. Writing is the great teacher, and it’s inside each one of us, waiting for class to start. What are you allowing to mentor you?

18. Writing transforms pain. Into love. Into stories. Into awakenings. Into lessons. Into learnings. Into gold. Into light. Into that which is positive and beautiful and good. Writing, besides being a great teacher, is also a great Alchemist. Using your pain as the base metal, mixing that with the spirit of the divine, then coming out with something shiny and gorgeous. What are you turning your problems into?

19. Writing untangles threads. Especially when you learn how to make Puke Lists. Vomiting out every single thought in your head in a bullet-point list treats all ideas with deep democracy. It allows the inherent geometry of an idea set to unfold on its own without your intervention. The challenge is, you’re kind of like the magician caught in a straightjacket: If you freak out and let your emotions take over, you forget to breathe and are never able free yourself. On the other hand, if you relax into it, allowing the natural patterns to work out their own problems, the threads will untangle themselves. What do you have in your head that requires untangling?

LET ME ASK YA THIS…
What did you write today?

LET ME SUGGEST THIS…
For the list called, “9 Things Every Writer Needs to Do Every Day,” send an email to me, and I’ll send you the list for free!

* * * *
Scott Ginsberg
That Guy with the Nametag
Author, Speaker, Coach, Entrepreneur
[email protected]

Can’t finish that book?

Bummer. Perhaps my monthly coaching program would help.

Rent Scott’s Brain today!


17 Tools to Help You Survive in 2009

“A true Ninja uses his surroundings to survive.”

That’s basic Ninja code.

MY QUESTION IS: What are you using to help your business survive? What are you using to help your creativity survive? And what are you using to help your SELF survive?

I’m a Leverager. I like to use things. I like to kill two stones with one bird whenever possible. Today, I want to share a list of seventeen things that I’m currently using to help my business, my creativity and my SELF survive this horrible economy.

As you peruse this list, I challenge you to think about what tools YOU use, what tools you COULD be using, and what tools need a good sharpening in 2009.

1. Use baitless hooks. Edison did. Literally. No bait. He was so focused on the fishing process that he could care less if he reeled in a twenty pounder. This is the way creativity should be: Present. In the moment. Detached from outcomes. No expectations. After all, when you care the least, you do the best. When the stakes are lower, the results are higher.Are you too outcome-focused?

2. Use concrete illustrations. Not vague platitudes. Not old stories or sayings. And certainly not bullshite statistics you (1) just made up or (2) swiped from Wikipedia. You wanna persuade somebody? Try using experiences. Truths. Stuff that actually happened to you. Concreteness sells. How specific are YOUR examples?

3. Use cross-industrial processes. So what if you know nothing about their industry. Become an expert on certain processes and philosophies and practices that apply to anyone, anytime, anywhere. This doesn’t mean you need to be a jack-of-all-trades. But having a niche TOPIC vs. a nice MARKET will open up your client base to endless possibilities. What are you known for knowing?

4. Use every challenge. As an opportunity for growth. As a vehicle for realization. As a teachable encounter. As a mentoring moment. As a way to get to know yourself better. As a way to grow stronger, smarter, cooler, funnier and wiser. As a way to chip away at the stone inside of which lives a breathtaking sculpture that’s been there the whole time. What are you turning your problems into?

5. Use generative language. That means asking, not telling. That means throwing in a question here and there, and then shutting up. It’s all part of the “midwifing” process of communication, in which you enable people to give birth to their own understanding. Does your language have more periods than question marks?

6. Use informational follow-up. “Have you gotten a chance to check out my proposal?” “Has anything changed since we last spoke?” “Did you have any more questions from our discussion?” Blech. Terrible. No value. Next time try, “I used your company as an example in my blog post today! Check it out here…” Are you following up with value or vomit?

7. Use inner chaos. Channel it. Alchemize it. Use your creativity and passion and love and enthusiasm to transform inner wackiness into outer awesomeness. Meditation works. Yoga works. Writing works. Knitting works. Playing music works. What works for YOU?

8. Use judgment-free language. Attachment to words reduces the reality of something. And, when you use words, you label. When you label, you judge. When you judge, you react. When you react, you’re unconscious. And being unconscious is unhealthy. Are you “should-ing” all over people?

9. Use momentary accidents. What do chocolate chip cookies, Coca-Cola, herbal tea, waffle cones, maple syrup, penicillin, bars of soap, popsicles and paper towels have in common? All were famous inventions discovered by accident. Sweet. SO: Accident, schmaccident. It’s a lesson. An opportunity. A creative breakthrough waiting to happen. What is another use for this failure?

10. Use real language. “Real” meaning, “fifth-graders could understand it.” Sure, using big words and fancy verbiage might make you sound smart. But it also might make other people feel dumb. It also might complicate your message. And that’s no good. How many people have no idea what the hell you’re talking about?

11. Use rules mindfully. The Dali Lama once said, “Learn the rules so you know how to break them properly.” That’s good advice. Personally, I would also add in, “If you can’t Google the rule, it doesn’t exist.” How many rules did you break yesterday?

12. Use silence strategically. Especially in sales conversations. He who speaks next, loses. He who blinks next, loses. State your fee confidently and shut up. A properly placed pause is one of the most powerful tools in interpersonal communication. Are you shutting up enough?

13. Use strength quietly. Like Tony Dungee from the Indianapolis Colts. Like Rosa Parks from the Civil Rights Movement. Both wrote books called, “Quiet Strength.” Both know that a strong falcon hides its claws. Both know that powerful people don’t scream. Both know that the loudest one in the room is the weakest one in the room. Are you a falcon or a lion?

14. Use today’s opportunities. And if you seriously think there AREN’T any opportunities today, you haven’t been paying attention. They’re everywhere. Opportunity knocks all day, all the time, all over the neighborhood. Your challenge is to listen, answer, and then leverage them whenever they show up. How are you killing two stones with one bird?

15. Use visible reminders. Whiteboards. Post-It notes. Posters. Notes to yourself. Whatever works. Any new behavior you want to change, any new goal you seek to accomplish, make sure you can SEE the reminder. Daily. How are you punching yourself in the face?

16. Use your life. Usefulness IS worship. Don’t wait until you’re dead to leave a legacy; start today. Start now. Because if you LIVE your legacy every day, LEAVING a legacy will naturally happen. But only if you validate your existence on a daily basis. How are you using your life?

17. Use your words. To touch, to inspire, to challenge. To make people think, to make people pause, to make people wake up. Your language is one the most powerful tools in your leadership arsenal. Perfect it daily. What did you write today?

LET ME ASK YA THIS…
What tools are you using to survive 2009?

LET ME SUGGEST THIS…
For the list called, “12 Dangerous Doozies to Avoid in 2009,” send an email to me, and I’ll send you the list for free!

* * * *
Scott Ginsberg
That Guy with the Nametag
Author, Speaker, Coach, Entrepreneur
[email protected]

Never the same speech twice.
Always about approachability.

Watch The Nametag Guy in action here!

Does your marketing move people’s eyebrows?

On May 14th, 1998, Seinfeld went off the air.

I remember exactly where I was when it happened – over at my friend Drew’s house, glued to the screen, near teary-eyed when the final credits started rolling.

It was a sad day in TV history. In my opinion, all flags should have flown at half-mast that week.

But Jerry, George, Elaine and Kramer didn’t mind. Because Seinfeld wasn’t going ANYWHERE. Shortly thereafter, the show was sold into syndication for $225 million dollars.

Then, in 1999, Seinfeld received a 6.5 Neilson rating, which was unheard of for a syndicated show. Interestingly, during the 2006-07 syndication season, it had increased to a 7.9. And amazingly, according to an August 2008 Neilson Report, the syndication of Seinfeld in STILL in the top ten today.

Not that there’s anything wrong with that.

So, this “show about nothing” is the consummate example of staying power, a term used in the comedy realm for material that endures over time without a significant decline in humor.

In the world of marketing, however, it’s a little different…

The effectiveness of a message isn’t necessarily dependent on its longevity, but rather its ability to evoke emotion in the moment.

This is called Stopping Power.

Without it, your message will be ignored, overlooked and unnoticed.

Because nobody notices normal. Not any more. It’s too cluttered, too crowded and too loud.

AND, HERE’S THE BIGGER CHALLENGE: You won’t know whether or not your message has stopping power until your customers start reacting to it.

When people are first exposed to your marketing, listen and watch closely. Be on the lookout for the following five involuntary indicators of interest, intrigue and curiosity:

1. Engagement of the customer’s EAR. This occurs when you…

Make your message musical, rhythmic, catchy, cool and informative.
Make your message simple, relevant, remarkable and smart.

NOTICE: Did their head to tilt to the side curiously and intriguingly?

2. Engagement of the customer’s EYE. This occurs if you can be…

Emotional, yet engaging.
Simple, yet profound.
Catchy, but not corny.

NOTICE: Did their eyebrows shift? Did their glance widen?

3. Engagement of the customer’s MOUTH. This occurs if you…

Use strong, unexpected and uncommon phrases.
Use oddly or ironically juxtaposing words.

NOTICE: Did they audibly gasp? Did their jaw drop? Did they smile?

4. Engagement of the customer’s BRAIN. This occurs when you…

Make your message easily digestible, repeatable and defendable.
Make your message philosophical, yet pragmatic.
Make ‘em think – but not too much.

NOTICE: Did they nod in agreement? Did they shake their head and chuckle in playful disbelief?

5. Engagement of the customer’s FIST. This occurs when you…

Have an unarguable message.
Have a worldview connection point.

NOTICE: Did they say, “Well, I’m sold,” “I HAVE to have one of those,” or “Dude, we gotta get this guy”?

REMEMBER: The effectiveness of a message isn’t necessarily dependent on its longevity, but rather its ability to evoke emotion in the moment.

I challenge you to reevaluate your marketing based on its Stopping Power. Find out how (or IF!) your message stacks up with these five involuntary indicators of interest.

It’s gold Jerry, GOLD!

LET ME ASK YA THIS…
Does your marketing move people’s eyebrows?

LET ME SUGGEST THIS…
For the list called, “74 Qualifying Questions to Test the Net Worth of Your Company Tagline,” send an email to me, and I’ll send you the list for free!

* * * *
Scott Ginsberg
That Guy with the Nametag
Author, Speaker, Coach, Entrepreneur
[email protected]

Who’s telling their friends about YOU?

Tune in to The Marketing Channel on NametagTV.com!

Watch video lessons on spreading the word!

Why ideas are overrated

Do we really need more idea people?

I don’t think so.

Don’t get me wrong. I LOVE idea people. Especially this guy.

Also, ideas are the most important thing in the word.
Also, ideas are your number-one source of income.

But ideas are FREE, and only execution is priceless.

And execution is extremely rare.

So, maybe we don’t need more “idea people.”

Maybe we need more execution people.

LET ME ASK YA THIS…
Are you an Idea Guy or an Execution Guy?

LET ME SUGGEST THIS…
For the list called, “49 Ways to become a Creative Powerhouse,” send an email to me and I’ll send you the list for free!

* * * *
Scott Ginsberg
That Guy with the Nametag
Author, Speaker, Coach, Entrepreneur
[email protected]

Can’t execute YOUR ideas?

Bummer. Perhaps my monthly coaching program would help.

Rent Scott’s Brain today!


Attributes of Approachable Leaders, Pt. 2

Past Posts
ATTRIBUTE #1: Have conversations that change people.

Today’s Post
ATTRIBUTE #2: Meet people wherever they are.

No judgments. No evaluations. No appraisals. No worries. That’s the way I feel when I hang out with my friend Dr. Tom Lipsitz. As a veteran psychiatrist, he’s seen just about everything. There’s no problem you can bring to him that he hasn’t been exposed to before. Now, that doesn’t mean he has the answers to everything. But it DOES man that he (1) listens attentively, (2) meets you wherever you are. Whew.

Here are three ways you can start LIVING this attribute today:

1. One word: “Wow.” It’s neutral, empathetic, non-judgmental and emotionally non-reactive. It buys you time, helps maintain composure and creates space in the conversation.

2. Articulate what’s occurring. Verbalize your observations. Dance in the moment. Respond to someone’s immediate experience.

3. Create a comfortable climate. Honor people’s feelings. Acknowledge rising thoughts. This creates a safe container in which the other person can share.

LET ME ASK YA THIS…
How are you meeting people where they are??

LET ME SUGGEST THIS…
For the list called, “13 Roles of the Listener,” send an email to me, and I’ll send you the list for free!

All Posts In This Series
ATTRIBUTE #1: Have conversations that change people.
ATTRIBUTE #2: Meet people where they are.
ATTRIBUTE #3: Vortex people in.
ATTRIBUTE #4: Share the spotlight.
ATTRIBUTE #5: Respond to what IS.

* * * *
Scott Ginsberg
That Guy with the Nametag
Author, Speaker, Coach, Entrepreneur
[email protected]

Never the same speech twice.
Always about sticking yourself out there.

Watch The Nametag Guy in action here!

Who will meet your next customer before you do?

Probably someone who works HARDER than you.
Which means they practice more than you. How many hours did you practice last week?
Which means they prepare longer than you. What’s your preparation process?
Which means they improve quicker than you. Will you let this day pass without personal growth?

Probably someone who works SMARTER than you.
Which means they don’t hang out with losers. Who are you having lunch with?
Which means they leverage online attraction tools like blogs. What did you write today?
Which means they only spend their time engaging in activities that are consistent with their #1 goal. What are you doing that consumes your time but makes NO money?

Probably someone who works LONGER than you.
Which means they get up earlier. What time did you wake up today?
Which means they stay up later. Last night, were you watching Law & Order or adding value to yourself?
Which means they put in their hours at the workbench. Have you paid your dues yet?

Harder. Smarter. Longer.

You need to do them all.

LET ME ASK YA THIS…
Who will meet your next customer before you do?

LET ME SUGGEST THIS…
For the list called, “27 Things to Do FIRST,” send an email to me, and I’ll send you the list for free!

* * * *
Scott Ginsberg
That Guy with the Nametag
Author, Speaker, Coach, Entrepreneur
[email protected]

New website go live this week?

Tune in to The Entrepreneur Channel on NametagTV.com!

Watch video lessons on spreading the word!

13 Lessons My Customers Taught Me This Year

When I conduct workshops or training sessions, I like to finish up with a little exercise called “Postcard Commitment.” Here’s how it works:

1. First, blank postcards are passed out to all attendees. They are instructed to self-address them.

2. Then, they are given five minutes to write on the back ONE THING they learned during the program … that they are committed to practicing in the next six months.

3. Next, the music starts. There is no talking. There is no sharing. It’s a private exercise. People are free to write as much or as little as they want.

4. When five minutes is up, the music stops. Then, attendees are required to turn in their postcards in the back of the room when the program is complete.

5. Finally, I take the postcards back to my office when I get home. I throw them in a box. Six to twelve months later, I pull the box out, stick a stamp on each postcard and mail it back to the attendee. Ultimately, the purpose of the exercise is to provide a check-up on how everyone’s practice is coming along.

It’s a pretty cool activity, even though I can’t exactly take credit for coming up with it. (I totally stole this little exercise from my friends @ Brains on Fire.)

Anyway, what’s REALLY cool is when I actually get to READ the postcards.

This happened last week…

I sat down with a nice cup of Tazo and began sticking stamps on about 600 postcards. (Thank GOD they were self-adhesive.) And during the process, I couldn’t help but notice some pretty powerful stuff written by my workshop attendees. In fact, some of the people’s thoughts were SO good; I simply HAD to make a list of the ones that caught my attention.

I know. Scott made another list. Shocking.

BUT HERE’S WHAT HAPPENED: People didn’t just regurgitate a bunch of one-liners I told them to write down. They actually took the ideas and practices I shared and tailor-made them to their own situations. Cool.

So, I’d like to share thirteen of these reflections with you. What I’ve done is extracted key one-liners from standout postcards, then expanded on each idea myself. Now, I DID promise my participants that I would keep their personal information anonymous. So, before we begin, I’d like to offer a special thanks TO, and give credit FOR, all the individuals whose words inspired me.

NOTE: If you say to yourself as you read this list, “Yeah, but I know that already,” I challenge you to ask yourself if you’re LIVING that already.

13 Lessons My Customers Taught ME This Year

1. Become someone people can’t resist. Because you’re THAT interesting. Because you’re THAT good of a listener. Because you’re THAT creative. Because you’re THAT passionate. Because you’re THAT relaxed and calm and cool. Who wants to sit in your radius?

2. Believe that you are welcome everywhere. This is the kind of attitude people need to SEE on your face as you enter a room. As if to project, “I am excited to be here … I am going to meet cool people today … I am welcome wherever I go.” It’s about maintaining the belief that people will like you for the YOU that you are. And if they don’t, screw ‘em. Don’t take it personally. There’s no accounting for good taste. Where are you gently inviting yourself?

3. Consistency brings people back. It builds trust through emotional reliability. It builds predictability, which is safe and attractive and inviting. Consistency also reinforces character, a quality that is sorely absent from WAY too many people’s daily practices. Are you the same person online and offline?

4. Don’t change yourself to make other people comfortable. Sure, you adapt to the situation to honor the needs and traditions of others. BUT, you remain true to yourself. Remember: Just because someone’s sense of self is threatened by your personhood doesn’t mean you need to change EVERYTHING to make them happy. Whom are you changing for?

5. Don’t just BE passionate; STAY passionate. That’s the hard part – keeping it up. And you have to regularly monitor yourself – spy on yourself even – to assure the fire doesn’t go out. Ask questions like, “Am I being passionate enough in this moment?” “Whose passion could I invest in today?” and “How could I re-ignite my passion today?” That should help you infuse passion everywhere. How are you rekindling your inner fire?

6. Listen more, react less. The biggest barrier to listening is emotional reactivity. Interestingly, the word “emotion” comes from the Latin emotere, which means, “To disturb.” Which TOTALLY makes sense. After all: Emotions disturb your mind, your stillness and your awareness; emotions disturb the conversation, the listening process and the energy field between two people. Just chill. What is preventing you from listening deeply to this person?

7. Listen to who you are before responding. An audience member of mine suggested this during a recent workshop. Blew the entire group away. What a concept! Can you imagine how honest, how authentic and how approachable people would be if they remembered to do this in their conversations? Man. Listen to who you are before responding. It bears repeating. Are you listening to yourself first?

8. Love people who aren’t like you. Jesus comes to mind immediately. He regularly sought out, listened to and hung with “undesirable” individuals like tax collectors and prostitutes. He didn’t care. They were just people to him. And everybody was shocked. Like this was some terrible act. Ha! What do you see when you see people?

9. Normal is unnoticeable. So is boring. So is average. You need to take stock of your current daily practices – in sales, service, leadership, marketing, whatever – and ask yourself how many things you’re doing that everyone else is ALSO doing. Hopefully, this number won’t be very high. If it is, you’ve got work to do. How are you breaking people’s patterns?

10. Passion diffuses defensiveness. Probably because passion is so deep and so true, that when it surfaces, there’s just too much beauty to be resisted. I don’t care WHO you are, I don’t care WHAT sets you on fire – when passion is involved, the rules change. How are you infusing your passion into everything you do?

11. Smiles initiate conversation. Even been stared at by a stranger? It can be awkward, but only if you make it so. As someone who gets stared at a lot, I’ve discovered that the simplest solution to this potentially uncomfortable situation is to: (1) Look the person directly the eye, (2) Smile, (3) Wave (if they’re at the right distance) and (4) Wait.

In most cases, the person will either smile back or start a conversation with you. And if they don’t, no sweat. Go back to what you were doing. They might even approach you later. Either way, you’ll feel great because you practiced friendliness. How do you transform awkwardness into approachability?

12. Start collecting questions. Really? You don’t keep a running list of your favorite questions? Oh man. You’re missing out. Totally cool exercise. Great for ANY profession. I suggest using Microsoft Word. Be sure to categorize the questions by topic. My approach is to include a three-letter description of the category before each question, i.e., “MKT How many people are part of your permission asset?” This enables alphabetical sorting (Tools → Sort → Paragraph), which enables quick access and efficient organization. How many questions are in your collection? (Mine has 6200!)

13. Teach only after you’ve listened completely. It’s respectful. It’s approachable. It assures you have all the information you need. It also increases the likelihood that someone else will listen to you. Because you did it first. When was the last time you listened – all the way through – to an idea that made you uncomfortable?

LET ME ASK YA THIS…
What lessons did your customers teach your this year?

LET ME SUGGEST THIS…
For the list called, “71 Things Customers Don’t Want to Hear You Say,” send an email to me, and I’ll send you the list for free!

* * * *
Scott Ginsberg
That Guy with the Nametag
Author, Speaker, Coach, Entrepreneur
[email protected]

Never the same speech twice.
Always about approachability.

Watch The Nametag Guy in action here!

Are you following up with value or vomit?

Blaaaargh.

That’s the sound of most salespeople’s follow-up practices.

No originality + No engagement + No valid reason for following up = No sale.

Let’s look at five unremarkable follow up approaches (vomit), and replace them with five unforgettable approaches (value):

VOMIT: “Have you gotten a chance to look over my proposal?”
VALUE: “I just found a fascinating article about your #1 competitor…”

LET ME ASK YA: Do you have Google Alerts on your customers’ competitors? Do you use Google Alerts?

VOMIT: “Did you have any questions about…?”
VALUE: “Here are the answers to the top ten questions my customers usually ask me…”

LET ME ASK YA THIS: Do you have a PDF of the most frequently asked questions by your customers, along your answers to them? Is it posted on your website? Do you even have a website?

VOMIT: “Did you want to go ahead and move forward on this project?”
VALUE: “I just wrote a blog post using your company as an example!”

LET ME ASK YA THIS: How many days did you blog last week? Do you even have a blog?

VOMIT: “Have you and your wife come to a decision yet?”
VALUE: “I’m going to be giving a free investment seminar this Wednesday at the local Chamber of Commerce – would you and your wife like to attend as my guests?”

LET ME ASK YA THIS: When was the last time you gave a public presentation? How many customers and prospects did you invite to watch you?

VOMIT: “Just wanted to check up and see how everything was going…”
VALUE: “I just finished my latest book called ‘101 Money Mistakes Made by Smart Businesspeople.’ Would you like an autographed copy?”

LET ME ASK YA THIS: Is everything you know written down somewhere? What did you write today?

VOMIT: “Have there been any changes in your company’s IT system in the last six months?
VALUE: “I just finished recording a two-minute video about the biggest technology mistakes made by smart companies. Check it out!”

LET ME ASK YA THIS: How are you incorporating video into your sales process? How many value-driven, fun, cool videos do you have posted online?

Value or Vomit.

The choice is yours.

NOTE: Blaaaargh is my new favorite word, thanks to my world-class designer, The Jackie.

LET ME ASK YA THIS…
Do your follow up approaches scream Blaaaargh* or Brilliant?

LET ME SUGGEST THIS…
For the list called, “134 Questions Ever Salesperson Should Ask,” send an email to me, and I’ll send you the list for free!

* * * *
Scott Ginsberg
That Guy with the Nametag
Author, Speaker, Coach, Entrepreneur
[email protected]

Sick of selling?
Tired of cold calling?
Bored with traditional prospecting approaches?

Buy Scott’s new book and learn how to sell enable people to buy!

Pick up your copy (or a case!) right here.

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