Marketing, sales, and emotional intelligence

I’ll be the special guest of Dr. Hank Clemons, Founder and CEO for the Society of Emotional Intelligence. Our topic is Marketing, Sales, and Emotional Intelligence.  Join us on Thursday, July 24 at 7:15 p.m.  Click this link to listen live: http://ctrnetwork.com/page/how-to-listen or to learn how to access the interview in the event you’re not able to listen live.

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How do you see others? How do they see you?

There’s an old story (call it an urban legend) of a man walking into a Mercedes dealership one afternoon. He’s dressed in old, torn blue jeans, a flannel shirt in dire need of retirement, and work boots. He’s definitely in need of a shave.arms crossed4

The man walks around the showroom, opens the door to a new S Class sedan, and climbs inside the car. In the meantime, three salesmen, each with arms crossed, are standing on the sideline watching the man. All eyes are fixed to see what the he will do next. But no one approaches the man.

The man exits the automobile and walks the rest of the showroom reading the stickers on various models. Periodically, he looks up at the small group of salesmen huddled at the back of the showroom. Still, no one approaches. The man exits the dealership.

As the story goes, the man crosses the street, walks into the Jaguar dealership, and drives out an hour later in a new Jaguar XK Coupe.

This works in the opposite direction, too. Continue reading

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For startups and younger businesses

Join me as I outline the 5 critical mistakes startup businesses make that zap short-term success and hinder long-term prosperity, and how to avoid them at 3:30 p.m. on Tuesday, July 1, 2014 at Fairfield Inn & Suites, Tarpon Springs, Florida. Sponsored by West Pasco Chamber of Commerce. Learn more.

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How good are you at failing?

People dream of success. But they don’t dream of failing.

In fact, most people don’t even like to think about failing. After all, failing doesn’t make us Do not give upfeel very good. It doesn’t assure us we’re on the right track or even if we know where the track is. If anything, it reminds us we’ve made a mistake, miscalculated, or misjudged something.

Fortunately, I don’t spend much time feeling badly when things don’t work right. Perhaps it’s because I think of failing as learning. The way I see it, I’ve learned what doesn’t work.

Like Thomas A. Edison, instead of focusing on what failed, I try to figure out exactly what went wrong and what I could do to correct it or do it better the next time. Edison was very clear about failing. In the course of inventing the light bulb he said, “I have not failed. I’ve just found 10,000 ways that won’t work.” Each failed attempt brought him closer to seeing the light and getting the answer he was looking for.

Now, there is a huge difference between failing and being a failure. Some people get confused. Continue reading

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Barbie Hall Gummin interviews Gil

I had the pleasure yesterday to be interviewed by Barbie Hall Gummin, founder of TLC5, The Life Coaching CONNECTION.You can learn more about TLC5 at www.TLC5.com and Barbie at www.barbiehallgummin.com.

To listen to the interview, CLICK HERE. It runs almost 45 minutes. Thanks to the added length, it enables me to encapsulate many of the primary concepts I outline in the book.

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Are you creating an exceptional experience?

I freely admit to being one of the most demanding customers a business will ever encounter.

Why not? The way I see it, when I’m reaching into my wallet to pull out a stacLightbulb64k of cash or a credit card, I have the right to expect the best possible experience and feel good about the money I’m spending.

When I work with smaller business, I’m always quick to point out how easy it is for them to create a culture in which everyone in the organization is dedicated to doing his or her share to provide an exceptional experience. I tell them providing an exceptional experience is an ultimate differentiator for smaller businesses.

I heard a story about an air conditioning technician who came to the home to perform spring maintenance on an A/C unit. He noticed one of the light bulbs in the furnace area had burned out. He asked the homeowner if she had another light bulb. She did and he installed it.

He then asked if any other bulbs in the house needed to be changed. She pointed to an outdoor spotlight on the second floor. The technician went to his truck, brought back a ladder, and changed the bulb. Continue reading

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Second Annual MarketingWeekNYC

Marketing week logoManhattan Chamber of Commerce will hold its Second Annual MarketingWeekNYC event beginning Monday, June 16 through Friday, June 20, 2014.

Featured speakers include Hayley Barna, Co-Founder of Birchbox; Jennifer Hayman, Chief Executive Officer and Co-Founder of Rent the Runway; Alexis Maybank, Foundermcc logo sml of GILT; Chelsey Pendock, Co-founder and President of Innovision Advertising; Martin P. Finkle, CPT, CEO, Scotwork North America, and many others. To see the entire list, CLICK HERE.

I’ll be among the list of speakers, too. This year, I’ll be conducting a powerful workshop on Tuesday morning, June 17, based on my new book, How to Close More Business in Less Time. 

Recently, I had the pleasure of conducting a similar but somewhat shorter version of this workshop for International Coach Federation in Tampa, Florida. Response was so positive they’ve invited me to return. 

One of the attendees at the Tampa workshop said, “I had one ah-ha moment after the next and I now have more clarity about my business model and concept than I’ve ever had. The time was well spent.”

Another commented,I walked away with many actionable ideas. If I know you’ll appear somewhere else in my area, I’ll definitely be among your attendees and in your fan club!”  You can read comments from more attendees when you CLICK HERE.

My promise is that at the conclusion of this 2-1/2 hour workshop you’ll have a specific game plan that not only will help you improve your closing ratio and shorten your sales cycle, but will also help you target, attract, and close more of the high-value, high-profit clients you’d really like to have.

The workshop is scheduled for Tuesday morning, June 17, 2014. It’s limited to only 8 people. For complete information and to register, CLICK HERE. If you have questions about the workshop or want to learn more, send an email to GilEffron [at] TheGrowthTeam [dot] org.

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Connecting the dots between marketing and sales

My article entitled Connecting the Dots Between Marketing and Sales: How a well-planned message can speed up the sales cycle now appears in CitiBank’s Small Business Resource Center. Please CLICK HERE to access the article and CitiBank’s resource center.

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Are you exactly where you want to be?

That’s a tough question for many business owners — especially the ones that are busy, making a good living, and have a relatively comfortable lifestyle.

It’s a tough question because they’re certainly not suffering — yet!dreaming3

I say “yet” because as sure as the sun will rise tomorrow morning there will come a day when that busy business owner will want to slow down and separate himself from the day-to-day hassles of running his business.

I don’t see this as a bad problem. It’s the way life is. When we’re young, we have the energy and drive to do whatever needs to be done. As time goes on, we see that there’s more to life than living the same day every day.

From where I sit, business owners often wait far too long to create an exit strategy for themselves. For example, I recently spoke with a business owner who, in 18-plus years, built a great business. His business does over $15 million a year and he lives a lifestyle many people only dream about. Continue reading

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Good idea, good follow through, great outcome

I’m not a golfer, but I occasionally enjoy watching a televised tournament on a quiet Sunday afternoon. I’ve noticed one thing all professional golfers have in common is their follow through. They’re still swinging their club while the ballGolf swing6 is halfway down the fairway.

In many respects, that golf ball is like a bright new business or marketing idea. And throughout my career, I’ve watched a lot of business owners take a swing at what they considered to be a great idea.

But good ideas or great ideas are dime a dozen because ideas are only as good as the follow through — the implementation that follows.

Simple formula: Good idea, good follow through, great outcome. Good idea, poor follow through, lousy outcome.

I’ve noticed that some people are great at creating ideas. They churn out new and interesting ideas every hour of every day. But they fall down on the job when it comes to implementation. Others are good at implementation and follow through when you give them the idea and the desired outcome, but not very good when it comes to originating ideas. Continue reading

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