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Let's Work With Other Businesses

Hey Boss...

I've got an idea, and I want you to think about it...
Ready???

I think that we have to find ways to co-operate
with other businesses to really increase sales.

So here's the idea:
Let's find other businesses that would benefit by
our working together. Benefit BIG...
And the end result isn't just more for each partner,
it's more for our customers as well...

Let's find a company that's doing something really cool,
and THINK of a way that we could work together to bring
that idea into/through our business to the world.

What we're doing here is INVENTING a new use or application
for something that you already like...

Get the idea????

So - go think of a company that's doing something that you
really like - and then think of how to package it with
what we do...

-Your Business

P.S. That'll keep ya busy for a few minutes, Boss.
But the rewards - could be VERY, VERY big here....

P.P.S. Don't forget - NOTES FROM YOUR BUSINESS - The
First Year is available HERE.

posted 5/30/2008

Try To Control Only Those Things YOU CAN!

There are SO MANY things to control, Boss...

And I know that you try really hard to control them all.

BUT...

Please remember to only TRY TO CONTROL THE THINGS THAT YOU CAN!
Because I've seen you try to control so many things that
you really can't control.

Oh, you want an example, eh???
How's this...

You try to "CONTROL" revenue.
Ya can't....
You CAN CONTROL marketing tasks and customer service tasks
and hiring sales people, etc....
But you CAN'T CONTROL THE ACTUAL REVENUE.

And when you try to control the things that you can't...
Ya get a bit cranky.
So stop!!!

-Your Business

P.S. Not that you're a CONTROL FREAK, Boss!!!
OH NO - Not you!!!!

P.P.S. Don't forget - NOTES FROM YOUR BUSINESS - The
First Year is available HERE.

posted 5/19/2008

Re-Framing Objections!

Sales trainers talk about
"OVERCOMING OBJECTIONS"...

But Boss....
There are a couple of problems with this concept!

First off....
OBJECTIONS means that the BUYER is OBJECTING
to your desire to sell.
See the first problem - YOUR DESIRE!!!!
When the SELLER pushes - of course the buyer will OBJECT!

Second...
What if these "objections" were to be re-framed
into "areas of education"...
How would that change the story?

Instead of pushing back on objections, wouldn't you
welcome the possibility of EDUCATING???

So much for Sales Trainers!!!!

-Your Business

P.S. Find the best fit for your customer, Boss
and we'll always be doing the right thing.

P.P.S. Don't forget - NOTES FROM YOUR BUSINESS - The
First Year is available HERE.

posted 5/8/2008

Be THANKFUL......For Each Connection!!!

Ya know what's AMAZING, Boss???

How people and opportunities show up
at JUST the right time for us...

Seriously...

They DO!!!

And the other thing that's amazing
is how one leads to another...

We couldn't have gotten THIS sale
without meeting HER and we got HER
because we happened to run into HIM...

Yada yada yada....

Point???

Be THANKFUL for all the great people,
opportunities, circumstances and
episodes as I grow. I wouldn't be possible
without ALL OF THEM.

-Your Business

P.S. Yes, even the the people and things
that don't seem to be helping IMMEDIATELY.
Sometimes, their gifts are the best!!!
Have a great weekend, Boss...

P.P.S. Don't forget - NOTES FROM YOUR BUSINESS - The
First Year is available HERE.

posted 2/1/2008

Have You Looked Back At Last Year?

Hey Boss...

With all the planning and visioning
and intentions for this new year...

Did we ever really take a look back
at last year? Now there's something
I think we ought to do today.

Let's look at it from a lot of
different perspectives:
Financial
Number of customers / new customers
Number and quality of sales
How the business expanded / contracted
How the market changed
What we saw for competition
What our biggest obstacles were
What our biggest achievements were
How well we executed to our vision / mission

And finally - if we took a snapshot on
the first day of the year, and another
on the last...
What would be the comments on the pictures???

-Your Business

P.S. Have fun thinkin' about these questions
today, Boss. Ya gotta know where
we've been so you can plot where we'll go!!!!

P.P.S. Don't forget - NOTES FROM YOUR BUSINESS - The
First Year is available HERE.

posted 1/14/2008

Think About the Person, More Than the Gift!

It's DECEMBER, Boss...

Holidays are comin' up this month.
Gifts are going to be on every one's mind.

I know that you're usually LAST MINUTE,
buying things that are "ON SALE" or have
been advertised heavily.

I think I have a better way for you...

Think back over the past year.
Think of each person you need to buy for...

What do they REALLY LOVE to do???
What have they complimented you on?

Write down all the things that you know
that they enjoy (bullet points).
Then think of gifts that really align with
who they are.

Here's an example:
Remember when your niece and her boyfriend
came to dinner this year and loved your
FRENCH ONION SOUP??

Well....

A nice gift could be soup crocks and your
grandma's recipe for that soup.

Think about the person more than the gift.

-Your Business

P.S. And don't give me that "What's my
Business doing telling me about gift shopping?"
You KNOW how this stresses you out every
year, Boss. I'm just tryin'
to help you get through this month with
as much sanity as possible.
And that's no easy TASK!!!!!

P.P.S. Don't forget - NOTES FROM YOUR BUSINESS - The
First Year is available HERE.

posted 12/3/2007

Websites

Let's talk WEBSITE today Boss...

I've noticed that you really haven't been
putting in the time and energy to keep workin'
on that website of ours....

WHAT'S UP WITH THAT????

You know that you should be doing it...
You've got enough to say...
But it hasn't been one of your priorities lately.

And here's what's really amazing...

YOU KNOW that if you put some attention there
that it will be really good for sales!!!

So....

Get some time in your schedule, Bucko!!!

Write an article...
Put in a new page...
Spiff it up a bit...

-Your Business

P.S. And at some point soon, Boss...
You know we have to talk REDESIGN!!!! It's comin'!!!

P.P.S. Don't forget - NOTES FROM YOUR BUSINESS - The First Year is available HERE.

posted 11/6/2007

More on Teaching

Happy Tuesday, Boss...

So let's keep talking about TEACHING.

Let's say that you really must TEACH
in order to expand our sales.

Shouldn't you take into account -
how people learn?

And...

Shouldn't you teach in a way that makes
it enjoyable for them?

And... Finally....

Shouldn't you find ways to give them
this information - so that they don't
feel like SOMEONE IS TEACHING THEM????

It's a fine line - teaching without
upsetting them.

But I know you can do it, Boss.

-Your Business

P.S. Too bad your 5th grade teacher
never got this note, eh Boss???

P.P.S. Don't forget - NOTES FROM YOUR BUSINESS - The
First Year is available HERE.

posted 10/2/2007

How is Owner Confidence?

Here's the news, Boss....

Today's business section of the newspaper
reports that CONSUMER CONFIDENCE is DOWN!

And...

Consumer spending is directly tied to
Consumer Confidence.

But I'm wondering.....

How is OWNER CONFIDENCE????
If THAT is down, then we suffer:
A loss in creativity...
A loss in productivity...
A loss in management...
Because sales go down....
And Marketing Efforts go down...

So let me ask again....

How is OWNER CONFIDENCE?????

-Your Business

P.S. Watch that index all the time, Boss...

P.P.S. Don't forget - NOTES FROM YOUR BUSINESS - The
First Year is available HERE.

posted 8/29/2007

Back-to-School

Hellloooooo Boss!!!!

I know that we're not exactly in the type
of business that does
BACK TO SCHOOL sales....

However....

I'm just wondering if there isn't something
that we can play off of here.....

Back to school also means:
No more family vacations...
The end of summer... (sigh)
People are ready to WORK again...
People are ready the THINK again...

So...

Put on your thinking cap and figure out
if there's something we should be doing, OK???

-Your Business

P.S. I'm like the flint that keeps making the
spark, Boss... You just find the right
thing to catch fire....

P.P.S. Don't forget - NOTES FROM YOUR BUSINESS - The
First Year is available HERE.

posted 8/13/2007

Organize Your TIME!

So now you've organized THINGS, Boss....

Next, ya gotta organize TIME....

Take all the commitments that you have...
Take all the projects that you work on...
Take each aspect of running this business
(Marketing, Financial, Self-Improvement,
Sales, Technical Work.....)

AND.....

PUT THEM ON THE CALENDAR....

That's right. Put a block of time up there
for each component that's mentioned above.

I know it's looking tight, but do it anyway...

What you've created is your BASE CALENDAR.
This is what each week can ideally look like.

And if you have to shift things around - fine.
BUT....
Don't let it fall off the calendar! Put it back
into another time slot if you miss one of these
appointments with yourself.

-Your Business

P.S. I know this is a pain in the neck, Boss...
But just try this out - maybe ease yourself into this
by only putting a few of the commitments on the calendar, OK???

P.P.S. Don't forget - NOTES FROM YOUR BUSINESS - The
First Year is available HERE.......

posted 5/31/2007

Spring Cleaning

It's Springtime, Boss...

And one of the things that comes with
Spring - GARAGE SALES...

Speaking of GARAGE SALES - would you
just take about 15 minutes to go through
some of the stuff that we don't use any
more???

I mean REALLY, Boss...
There are some things that you've put
in that closet that YOU KNOW you'll
never use again...

The old telephone...
Three old computers...
That printer that never did work quite right...
That little stereo system that you brought
in here before you started playing all your
music from the computer...

AND THAT'S JUST THE SHORT LIST!!!!!

GO CLEAN OUT THE CLOSET!

-Your Business

P.S. And if you don't sell it, Boss...
THROW IT!!!!

posted 5/8/2007

Notes- The First Year

SPECIAL ANNOUNCEMENT!!!!

Three weeks ago I started a contest to see who could
put the "generic name" in the Notes for the book:
"NOTES from your Business - THE FIRST YEAR"

We received lots of emails - and even more great
suggestions. Now the winner is revealed:

The name is: Boss

And the Winner is: Dorance Fitzsimonds!!!!

We had other people suggest Boss and Boss-man, but
Dorance was the first! A copy of that book will be winging
its way to you!!!

And....

Now that the contest is over - the book is going on sale
this week. Just go to the website and order at the special
price for the next two days. The price this week through
Wednesday is: $12.95 (plus shipping). The usual price will
be $14.95.
To order the book http://www.alloutcoaching.com/Products/Notesthefirstyear/

Also - I'm also offering a "CUSTOM" edition of "NOTES".
You can have YOUR OWN NAME put on every page so that it looks
just like the "NOTES" you receive every day.
Through Wednesday that will be priced at $21.95
Usual price on that is: $24.95
To order the custom version http://www.alloutcoaching.com/Products/Customnotesfromyou

posted 4/17/2007

Superstitions

Are you AFRAID, Jerry?????

It's FRIDAY THE THIRTEENTH!!!!!!!!!

YIKES!!!!!!!

I'm so glad you don't believe in that stuff!!!!
Today is going to be a GREAT day.

Look.....

We had a great week.
We're headed for a great weekend.
There is no superstition that will get
in the way of our having a fantastic day.

So.... Just go do that.

-Your Business

Note From Jerry: On Monday I'll be announcing
the winner of the "NAME THE NOTES" contest.
AND...
The book "NOTES From Your Business - The First Year"
will officially be available for sale!!!!

You didn't think that I'd actually roll that out
on FRIDAY THE THIRTEENTH, did you Jerry?
I may be crazy, but I'm not THAT crazy!!!!

PS - I'm lockin' the door and hiding for the
rest of the day!!!!

posted 4/14/2007

INTENTIONS 2007!

Holy Smolee Jerry....
It's 2007!!!!!

So here we are....
In the office.....
New Year startin'.....

Before we do anything else, I'd really
like you to set your intentions for the
year. That's right - just write down
everything that you INTEND to happen
to you and me this year....

What is your intention for sales?
What about employees?
Locations??
Education???

Write down every intention that you have.

Oh yeah - you can put dates on them too...
Like - which month you expect something to
happen or even which quarter.

I'm not calling it a plan, mind you...
I just want INTENTIONS....

-Your Business

P.S. Intentions turn into reality, Jerry
and I'll show you how this year.....

P.P.S. Just by the way - a couple of aspirin
and a few more hours sleep tonight could help
a bit... Looks like you partied a bit too hard!!!!

posted 1/2/2007

Holiday Catalogs

A lot of businesses use HOLIDAY CATALOGS to make huge sales volume.
They've been doing this for a LONG TIME, Jerry.

Remember back to when you were young, and you'd page through that
catalog for HOURS???? Maybe you marked the page by folding the corner,
or maybe you kept a separate list of things that you thought
you just couldn't live without....

Either way - that catalog helped you to dream of owning whatever
was on those beautiful, glossy pages.

So how can we take that concept and apply it to ME?????
Well, that's up to you.....

Maybe this shows up in our Internet marketing.
Or it shows up in the brochure we create, or any
of our print medium advertising.

Here's the lesson:
Beautiful, striking pictures
With a great description....
SELL!!!!!

-Your Business

P.S. Want proof Jerry????
How many little tins of nuts do you think they'd sell
without that catalog mailed out???

posted 11/28/2006

Is it About Numbers?

Did you ever see the show "RENT" Jerry????
(I saw it on the Internet after you went home yesterday)

There's a GREAT song that the cast sings
and the first line of it is:
FIVE HUNDRED - TWENTY-FIVE THOUSAND SIX HUNDRED MINUTES....

That's ONE MEASURE of a year, Jerry....
But it is only ONE.....

How should you and I measure a year in our business?
Sales?
New Customers?
Tasks checked off of a check-list?
Bank account balance?

Really.....
How should WE measure a year in the life of... ME?????

-Your Business

P.S. Good question, isn't it Jerry....

P.P.S. The cast goes on to sing:
"Measure in LOVE - SEASONS OF LOVE...."
So maybe it isn't LOVE for us - but maybe it
ISN'T JUST NUMBERS EITHER.....

posted 11/14/2006

Keep Going!

Well Hello there, Jerry.....

It's been a LONG WEEK.
And that work you've been doing -
It is really paying off....

I know - some of it, actually a lot of it,
hasn't hit the books yet in sales.
That is OK. And I can say that
because you've been working on the
pipeline.

Just keep putting prospective sales in
at one end, they'll show up at the other
end at some point.....

Keep doing the work that FEEDS the
sales engine, and we'll be just fine.....

-Your Business

P.S. Things don't happen overnight, Jerry.
OK - There's shipping that's overnight, but
we're not in the shipping business, are we!!!

posted 10/27/2006

Extremely Cool

You humans are pretty cool, Jerry....

I know that you have these internal alarms that go off
whenever someone is trying to use you. And that happens
in some interesting ways - not just being used, but feeling
that someone is trying to SELL YOU.

I was watching you yesterday when that guy came in,
supposedly just to "chat" and then tried selling you his
"new and exciting" service. It was really funny to see your
attitude change. The smile left your face. Your arms crossed.
Your brow even got that little ridge in it when your eyes
narrowed on him. It really was fun to watch!!!!

Why am I mentioning this?????

Because I'm not always watching when you're selling.
You have to be watching. Watch for those physical
indicators that will tell you to......
"BACK OFF"!!!!!

Good sales is an agreement of needs/problems for the buyer
and a good solution from the seller. You start trying to
"SELL" and you'll see people retract from you.......

And we NEVER want that to happen.....

-Your Business

P.S. Sales - COOL.
Manipulation - VERY UNCOOL.
Jerry - EXTREMELY COOL!!!!

posted 9/29/2006

Everything is just fine

Business is just a series of wins/losses Jerry...
Some things we get to put in the win column...
Others go to the losses....

What if I told you that the concept of WINS/LOSSES is
just pure BUNK?????

What if I told you that everything that happens here in this
lovely business of ours is - well - JUST FINE??????

Would you believe me?
Probably not....

You'd say things like:
"Losin' that huge sale is JUST FINE, BUSINESS????"
"I DON'T THINK SO!!!"

What if each thing you call a LOSS is just meant to move
you to a bigger/better win??????

-Your Business

P.S. I don't make this stuff up Jerry!!!!! I read it!!!!
Jerry Wistrom just wrote about this yesterday on his website....

P.P.S. Read it for yourself HERE.......

posted 8/22/2006

Obstacles to doing business

Hello Friday!!!!
Another week is almost in "the books", so today I want to
plant the seed of an idea for the weekend.....

So here it comes Jerry...

Let's think about the OBSTACLES that a customer has to go through
in order to do business with us.....

This weekend let's concentrate on the OBSTACLES that prevent a customer
from even "darkening our door"...

Here's an example....
There's a car dealership that figured out that one of the BIGGEST
OBSTACLES that a prospective buyer had was:
They didn't want to be hounded by a pushy salesperson.

How did they help their prospective buyers overcome this obstacle????
They made stickers - stickers that go on the prospective buyer's
shirt/jacket/whatever....
The sticker simply said: "Just Looking".
The rule in the dealership was: If a customer is wearing one of
these stickers - YOU CAN'T EVEN APPROACH THEM!!!!

When the customer wanted to "chat" - off came the sticker.
COOL - HUH??????

So - what could that story mean for us???????

-Your Business

P.S. No. I'm not ordering any stickers.
That's Been Done Jerry..... You go think up something
that handles OUR CUSTOMER'S OBSTACLES.....

Have a great weekend, and I'll chat with you again next week....

posted 8/17/2006

I Hate Selling, But I Have to Do It - May 15, 2006

Business owners love doing their underlying business. Web designers love designing websites. Physicians love diagnosing and helping find the way to cure their patient's health issues. What business owners generally don't like doing, is selling their own service and their own products. This is a dilemma because a business isn't a business unless it's selling its goods and services. So, one of the biggest transitions a business owner has to make is to wearing the hat of "sales person" for the company.

People who have never "SOLD" professionally often have a rough time starting to sell. This often comes from their perspective that selling like being a used car salesman (No offense here used-car-sales professionals I'm talking generalities here....). There's often a fear of business owners that they will be perceived as being a pushy, ugly, salesperson. And the fact of the matter is, nothing could be further from the truth. They're already great people, they're people that care about their customers and yet they have this perception that they would be viewed as a pushy, nasty sales person. So the next question is: how do we fix this?

There are as many alternatives or strategies for selling as there are business owners. Each one of us comes into our business with a different skill set. Each one of us comes in with assets that we can capitalize on to sell our products and our services. Taking these skills and assets and using them in selling makes the process much, much easier.

Here some examples:
Someone might be averse to selling, but they love building a relationship, they love people. What they don't realize is building a relationship is one of the skill sets of very good salespeople. A "consultative sale" which takes the customers real needs into consideration comes from having a good relationship. The relationship allows both sides to communicate well. The sale is made when it makes sense for both.

Even someone who is great at writing can sell their product or service. How? By writing good information, so that their target market can understand their product or service more. Speaking has the same capability when you speak about your business. Each one of these skills can be used as a basis for marketing and sales.

Selling shouldn't be painful it should be an extension of you and your assets.

I'm Jerry Wistrom, Small Business Made Easy.

posted 5/15/2006

Responsibility

Responsibility

One of the common traits of very successful small business owners is that they take responsibility for everything in their business. And I mean EVERYTHING.

When owners do not take responsibility, they see themselves as victims. This victim mentality stops them from moving forward, and actually gives them and excuse to not take appropriate action.

Here are just a few of the excuses I hear as a business coach:
"This town just doesn't support my business."
"My customers don't understand what we're doing here."
"I could do so much better if I could find the right employees."

An unsuccessful business owner identifies an issue, lays blame, holds that blame as a truth, and continues to act as if there is nothing that can be done. That's the easy way out. By blaming others, they don't have to take responsibility themselves.

A successful business owner accepts everything that happens in their business as their own responsibility. Sales are down? They will analyze and refine their marketing effort. Customers don't understand them? The owner sees it as his/her fault for not making it easy, and then rolls out a customer awareness or education program. Employees aren't performing well? The owner sees it as either a hiring or training issue and addresses it.

Just like in business, the same is true in life. The people we think of as heroes have all taken on terrible adversity. So what is the difference between the ones that overcome it and the ones that succumb to it? The ones that have overcome their adversity took responsibility for it, and charted a path to move past their obstacle.

There's a rule in golf that really explains it all. You have to play the ball where it lies. Where you are is where you are. When a lousy golfer hits a terrible shot, they blame the ball manufacturer, the golf course, the golf course designer, the club they used, the foursome on the next hole that made noise during their backswing, the sun, the weather for the past week, their terrible instructor... The list can go on and on. The rest of the folks playing don't want to hear any of this. Play the ball from where it lies, and keep headin' toward the hole. It's really that easy.

The past does not equal the future. Where you've been does not determine where you have to go. Take responsibility for WHERE YOU ARE NOW, and choose your path from here.

Till next time...

Jerry

PS - Jerry's class "Planning and Launching Your Small Business" is being offered through the Windsor Connecticut Adult Education office. To find out more about the class,Click Here.

� 2004 Jerry Wistrom and All Out Coaching, LLC
All rights reserved.

posted 4/21/2005

Definition of a Business Coach

"Across corporate America, coaching sessions for many companies have become as routine for executives as budget forecasts and quota meetings." - Investors Business Daily

"OK, You're a Small Business and Personal Coach. What the heck do you DO???" seems to be cropping up a lot in discussions I'm having. And so, I thought I'd take the opportunity in this month's newsletter to try to put that one to rest.

My definition of a Small Business Coach: "A trained professional, hired by a small business owner, to help them enhance their business."
My definition of a Personal Coach: "A trained professional, hired to help someone enhance their personal life."

Let's break down the phrases:
TRAINED There are a number of coaching schools currently operating in the United States. I evaluated 10 of them before choosing COACH U as my training institute. In my curriculum which lasts two to three years, I'll have to complete over 40 courses in subjects ranging from "Empowering How to bring out the Client's best" to "Business Turnarounds How to help the client get back on track".
PROFESSIONAL Webster's Dictionary defines professional as "A calling requiring a specialized knowledge and often long and intensive academic preparation". Coaching is considered to be a profession. Some of the great coaches that I have met are some of the most dedicated and inspiring people I know. Professional also suggests that coaches are paid for their services. Coaches with good practices have incomes that match that of senior business executives.
HIRED BY A SMALL BUSINESS OWNER Most of my clients are owners of their own businesses, or they are commissioned salespeople who, for all intents and purposes, are running their own business.
TO HELP THEM Webster's definition of help "To give assistance or support to". Again, the emphasis here is "assist" and "support". I'm not hired to tell my clients what to do. Far from it. Most of my clients have no desire to be told anything. I'm not an authority figure for them, I'm hired to help my clients to kick-start their business into new dimensions of possibilities, performance and productivity.
ENHANCE Webster's "To RAISE; To add or contribute to".
BUSINESS I don't like Webster's definition here, so I'll use my own: "Generating Sales, Keeping Customers Happy, Staying Motivated, Having a Clear Vision of the Company". How can I define it in one or two sentences? I can't. I'm in the process of writing my first book on business for Small Business Owners. Maybe I'll define it there.... Maybe Not.....
PERSONAL Webster's - "Of, relating to, or affecting a person". In my practice, I help my clients handle all kinds of situations which are affecting their lives. Self esteem issues, motivation, goal setting, and balancing of business and personal lives, all get worked on in the course of my sessions with clients.

Who are my clients?
Well, due to confidentiality agreements, I can't name them, or even give you too many specifics.
Let me give you their qualities: They are ALL very dedicated, hard-working people. They've always been successful in what they've done. Some of them have advanced degrees far beyond mine. They've been in business a while. Some of them longer than me. They are ABSOLUTELY GREAT at their work. That's right. Each and every one of them. If I were to introduce you to them, you'd be amazed at their skill set in each of their areas of expertise.

If they're so good, why would they hire a "business coach"?
Good question. Simple answer is this: They want more, and they want better.
More what? Better what? Ah, that's where they differ.
Some want more profits, more free time, more success, more customers.
Most want their business to be better.
Some want their personal lives to be better.
Some are running a company for the first time and need help transitioning into the world of a business owner.
Some are taking on a new function (new in sales for example) and need some help there.
Some want to be better at handling problems with clients/customers.
Some want to make more money.
Some want to have a better balance between work and home.

So, who should consider using a business coach?
Frankly... everyone in business. I haven't met anyone that I couldn't help enhance their business or their personal life. Here are a couple of examples of people who may benefit from talking to a business coach:
Anyone who just isn't getting the results that they've been striving for.
Anyone starting a new business or changing their role or responsibility in their business.
Anyone who is experiencing the emotions of anger, jealousy, frustration, or disappointment about anything in their business.

Who should NOT use a business coach?
Anyone who doesn't LISTEN to reason.
Anyone who believes they know it all.
Anyone who is constantly looking to blame someone else for their own trouble.

All Out Coaching is really starting to come together. My client list is growing, and so are my products. I formed the company just over a year ago as a part time business. I've been employed full time as a consultant for over 6 years for a small consulting firm here in Connecticut. That's in the process of changing to the other way around. I've had discussions with my employer about transitioning to part time for them to allow more growth for All Out Coaching. It's very exciting. I know many of you would like to help me in this transition. Here's the best way I know that you can help: Send this newsletter on to your friends and acquaintances that may want to have some help in their business. Feel free to tell your friends about who I am and what I'm doing. You'll be doing us both a favor. If they contact me, please know that I will discuss their situation with them in full confidence. I don't charge for initial discussions. If they decide to hire me as their coach, I'll do everything I can to help them. There's a good reason I named the company the way I did. I absolutely go "All Out" for my clients. They will thank you for putting us together, and so will I.

Until next time......

Jerry

� 2003 Jerry Wistrom and All Out Coaching, LLC
All rights reserved.

posted 4/21/2005

Attitude and Momentum

Welcome to All Out Coaching's new Email Newsletter!!!
Those of you who were on distribution for the original "paper" version, are about to be impressed.... Since this newsletter is sent in HTML format, you can hyperlink to anything on the All Out Coaching Website for further information.

There are two themes in this newsletter: Attitude and Momentum

I'M EXCITED!!!!!!!!!!!!!
Why??? Because I've realized that every one of my clients who has been with All Out Coaching since 3Q2002 are making breakthroughs in their businesses. What is the cause of this?
My coaching??
Maybe/Maybe Not.
The Economy turning?
Maybe/Maybe Not.
2003 Budgets opening up?
Maybe/Maybe Not.
It actually doesn't matter what the reason is, but what is the "theme" that I could take from each of them??
MOMENTUM.

Ask just about anyone in sales when the ABSOLUTE BEST TIME to call a prospective client who has been on the fence for a while is? They will quickly tell you that it's right after they closed a big sale. You see, when things are going right, they keep going right. There is a much higher conversion rate experienced when they're coming off of a success.

And what is MOMENTUM'S closest friend?? ATTITUDE. They actually go hand in hand. It's hard to talk about one without the other. AND.... These are two things that I consistently check in my clients. If either one gets damaged, the other follows. As soon as we start a call, that's the first thing my antennae are tuned to. And don't think that I'm the only one checkin' for this. So are every one of your clients and customers. Time for a couple of examples:

"Sally" is not doing well in her interior design business. People have been calling, but she just isn't closing any deals. Just ask Sally "How's business?". What comes back is an absolute TIRADE about how LOUSY the economy is, what a TERRIBLE town she decided to set up shop in, how the news on TV is SO DEPRESSING!!! I'll bet you just can't wait to talk to Sally again!!!

"SUE" on the other hand, is in the same town, not doing terribly well during this quarter, but never shows anything but a smile. The worst you'll ever hear from her is "Everything's OK, No Big Complaints" (even if she's really having a tough day). When things are going well, she's got a smile like sunshine, and still makes sure that the majority of the conversation is about you, not her.

Is there any question who you'd rather do business with? Who would you rather bump into on the street? Here's my observation on this, and I could be really wrong on this, but.... I think that SUE knows exactly how she looks to the world, and SALLY doesn't.

OK, that explains ATTITUDE. How does MOMENTUM come into play here? Because... If you lose your MOMENTUM, you can just as easily lose your ATTITUDE. One deal goes bad. Then another. Before you know it, you're in a funk. Once you're in the funk, you start lookin' like SALLY. The customers avoid you like the plague, and now you've got some MOMENTUM going. It's just going the wrong way!

Last word on this: Guard your ATTITUDE and your MOMENTUM. Let nothing come in the way.

Be Well, and I Hope to See you Soon,

Jerry

PS As you may or may not know, I build my practice ALMOST EXCLUSIVELY through your referrals. If you know someone who's business or personal life just isn't where they want it to be, please give them my name and number. During a complimentary session, I'll be happy to see if there is a way that I can help. All sessions are strictly confidential.

� 2003 Jerry Wistrom and All Out Coaching, LLC
All rights reserved.
Permission is granted to print or forward this email only in it's entirety.

posted 4/21/2005

Thoughts, Questions and Feelings

THOUGHTS, QUESTIONS AND FEELINGS

I went to an event recently and asked if anyone had an idea for this month's submission for the Business United. I had a number of people give me some ideas, but one really had an impact on me. A Financial Service Representative wrote this on the back of his business card: "I'm disappointed in the behavior of sales people which promote fear and distrust in prospective clients". Reading between the lines, I guess he must be meeting a lot of people who distrust sales professionals.

There were so many ways to go with this observation, but I've decided to use it to illustrate the power of our thoughts, questions and feeling. When this professional, who I know has a lot of personal integrity, wrote this note, he must have been feeling one or more of the following feelings: frustration, anger, despair, sadness, or some other feeling that we would consider to be a "downer".

There are two problems with this. First, a sales professional can't have any of the emotions of fear, frustration, anger, doubt, or any of the down emotions and be able to service their customers well. The customer can pick up on this emotion, and the sale doesn't happen, which feeds the emotion, which makes more sales not happen. Nasty cycle indeed! The second problem is that if they're having these thoughts, they're not looking for a solution.

Ask yourself these two questions, and compare what happens in your mind as you ask them:
"Why do so many sales people promote fear and distrust?"
"What can I do to help my prospective customers trust, really trust me quickly?"
Did you notice how the first question brought you down, while the second opened up a possibility to a solution?

Our experiences, our lives, our moods, our very existence depends on the thoughts that we have, the questions we ask, and the feelings we have as we think or ask them. I just read some research that the average person thinks between 12-50 THOUSAND thoughts per day! How many of yours make you feel good? How many make you feel bad? Let's try a couple of examples.

How do you feel as you ask yourself the following question:
Why am I so unhappy? (Notice how the answers take you backwards, looking for proof that you really are unhappy?)
Now how do you feel as you ask yourself this question:
What should I do so that I can really have a SUPERB weekend next weekend? (Did your eyebrows just shift up as you considered the possibility? - You're on the right track!)

What about these two thoughts:

I HATE going into the office day after day. (That would make anyone feel down!)
I can't wait to see what happens at the office today. (OK, so I'm stretching it a bit here. Just play along! Put your own positive thought in about your work.)

Last words - Watch those thoughts! Careful of those questions! Listen to the feelings from them! Guard them all.

Till next time,

posted 4/21/2005

If you want to grow your business - Learn to LISTEN!!!

If you want to grow your business - Learn to LISTEN!!!

One of the most important things that you can do as a business owner is listen to your customers. In order to do that, you have to really lose any strong agenda you already have. This is one of the main reasons people don't listen well. Although they come in many sizes and shapes, I thought you'd enjoy a few of my categories of people who don't listen enough:

Techie-Nerds - These folks are so deep into their expertise that they really don't have time for their customers. They're busy "telling" their customers rather than listening. Often times they are people with very, very strong technical skills. They even feel justified because their customers have come to them for "advice". The problem is that they forget that one of the most important parts of giving advice is LISTENING to the situation. They tend to listen until they've "heard enough", then they just jump into their views of what needs to be done next. From surgeons to engineers to accountants, these people are here to tell you what they know (whether you asked for it or not).

Airheads - These people unfortunately have no idea what it is that you're talking about. After the blank look on their face as you spoke, they start talking about something completely different. It's as if they never heard a word you said. You've met these folks. They're the ones that make you shake your head, furrow your brow, and wonder if you're actually the one that has lost their mind.

Pushy Salespeople - It matters not what you want, the pushy salesperson is going to try to sell you whatever it is they're currently trying to sell. Imagine the family of four going into the used car dealer asking for a sensible four door sedan and the salesperson starts talking about the nice new two-seater convertible that just arrived on the lot. Many salespeople slip into this mode. Even though they don't mean to, they'd rather have the customer buy from them than someone else. They are willing to overlook the fact that there isn't a perfect fit, and think that their product or service will be "close enough".

Other Agendas (Activists) - These folks appear to listen to you until you say one of their "trigger words", then they're off and running! They now see no other path but to convert you to their cause. Those of you as old as me may remember the old Abbott and Costello bit called "Niagara Falls". As soon as anyone said the words "Niagara Falls", the person took on a faraway look and started spouting a story about "Niagara Falls".

Here's my advice to everyone in business: LISTEN! Listen to what your customers are trying to tell you. Your customers can't concentrate on you until you've listened to them. If they believe that you've listened, and really understand what their problems and concerns are, you're a lot closer to having a satisfied customer.
Satisfied customers - That's what I believe business is all about.

Till next time,

Jerry

Copyright 2004 Jerry Wistrom and All Out Coaching, LLC
All rights reserved.

posted 4/21/2005

Teams and Teamwork

This month I'm devoting the newsletter to the concept of TEAMS.

First off, we need a working definition of TEAM; How about: "A group of people working together toward a goal or having a shared purpose".

Who benefits from being a member of a team?
Everyone should. AND... the team itself needs to prosper.

Examples of Teams:
A) Members of a high school sports team. Do they all benefit from being a member of a team? Absolutely. Each one grows in their skills in the sport. Each one shares in the victory and learns from the defeat. Does the team itself prosper? Yes, I think so. The better the team is, the more attractive it is to other potential players.
B) Members of a "sales team" within an organization. Each member should share in learning and growing as sales professionals. The team helps to keep each of its members motivated. And maybe it shares in the victories and defeats. Should the team itself prosper? Yes. The team needs to find ways to expand and grow. It needs to continue to find ways to bring more value to its members.
C) A less traditional or obvious one is being a member of your trade or professional association. The association may certify it's members, help to promote the profession itself, help to pass legislation which aids it's members, hold conferences and meetings to help educate/motive/expand the member's skill set.

Is there an "I" in T-E-A-M ????
"I" sure think there is.....
Although your coach in High School may have said that there's no such thing....
This coach would beg to differ.

Here are some thought provoking questions:
1) What do "I" bring to the team?
2) How can "I" help improve the team?
3) How can "I" best help each team member individually?

You may have been taught a couple of things over a long period of time:
1) It is great to be a Team Player.
2) In business you have to "Go it Alone"
Well, these are certainly contradictory!!

As you read about teams, one of three thoughts probably come to mind:
1) I'm already in a team and it's great.
2) I'm already in a team and it's terrible
3) This team concept doesn't apply to me
4) I don't have a team "available" to me, but I sure wish I did

Let's take these one at a time and give value to each.....

If you're already in a team and it's great WONDERFUL. You know exactly what I'm talking about. My questions to you are: Can you make it better? Is it great for everyone, or just you?

If you're on a team that's terrible let's dig a little deeper.
First off, are there clear objectives for the team?
Are there clear responsibilities for the people on the team?
Are there personality or other conflicts with the teammates?
How can you be a part of fixing these issues? OK, that one's not a rhetorical question. I mean: How can YOU be a part of fixing this?

If you don't think that the team concept applies to you, think again. How much better would you or your company be if you could utilize some of the skills and talents of other people? How much more productive could you be? What further service can you be to your customers? How much better could your profits be? Many professionals are in business for themselves, but are part of an "informal team or network". Why can your physician easily recommend another doctor who specializes in something that your doctor doesn't? Because they're part of "a team". If a lawyer can easily refer her clients to an accountant because they already know the ethics and capabilities of the accountant, you've just witnessed a "team approach" to helping their clients.

Maybe you're a "solo-preneur". Could you use some creative help? How about some financial advice? Help marketing your store/product/service? Why not have a team do it with you?

If you don't have a team "available" to you, but you'd like one... CREATE ONE!!
There's nothing stopping you. It doesn't have to be formal. It doesn't have to be "approved" by anyone. It can be something that you put together that helps all the people involved. If you think that a team could be appropriate, I offer my "How-To-Guide for Creating a Superb Team."
1) Get a vision for the team Make sure there's a purpose. One that everyone can understand and "buy into".
2) Determine the rules for the team Who does what and when. Why? How?
3) Determine leadership Who's going to play that role? How often will it change? How will it change? What responsibility will the leader(s) have?
4) Determine how will the team communicate. There are so many options open to us today. We can communicate in person, by phone, by email, by tele-bridge, by video conferencing.... Etc.
5) How will the team expand? And Why?
6) When a goal is met, how will the team celebrate? - Think this isn't important? Ask any insurance agent if they want to be a part of the "president's club" or whatever the top sales professional's "club" is called for their company.

OK- here comes the plug..... Seriously consider having a business or personal coach fill one of the spots on the team. A good coach is trained to support/motivate/inspire/set direction/help create vision/find and fix problems...and in general, be a great team player.

Until next month then... Be Well, and I Hope to See you Soon,

Jerry

PS - Those of you in Windsor, Connecticut - Don't forget to turn your TV to Cable Channel 21 for the Windsor Fun Facts LIVE game show this Friday, March 21 at 7:00pm. You just may see your favorite coach dressed as "Hulk Hogan". The rest of you will have to beg for a tape of it! The things I do for publicity.... Geesh!!

PPS As you may or may not know, I build my practice ALMOST EXCLUSIVELY through your referrals. If you know someone who's business or personal life just isn't where they want it to be, please give them my name and number. During a complimentary session, I'll be happy to see if there is a way that I can help. All sessions are strictly confidential.

� 2003 Jerry Wistrom and All Out Coaching, LLC
All rights reserved.

posted 4/21/2005