Small Business Leadership and Sales Blog

Let us begin our discussion with the awareness that rejection exists in all industries and all professions. What makes rejection for salespeople so unique is that your financial security is more acutely at risk. Because of this, building your personal selling power is crucial.

Boy, did I get a good dose of rejection in 1988. Nineteen straight nos. You may ask, "Did you really stay in the insurance business after that?" As a matter of fact, I did. (Secret: if you're reading this article and you're in a sales slump, you can use my ideas and get through your current pain. You don't have to stay stuck!)

The career that I have, which started back in 1987 is still a wonderful profession that offers the opportunity for much personal growth. But do you ever have some difficult days where you feel like you've "grown" enough for one day? If you answered yes, I'm not surprised. We face some interesting industry challenges.
To combat them, here are some essential ideas that have kept me focused on the opportunities while I was slumming it in a sales slump.

1. Keep refining your sales process.

Keep practicing until your conversation is more coherent. Does your conversation flow? When your client gives you that confused look, that's your clue that you've lost them. When this happens, go back to the drawing board and figure out what you could have done differently.

2. Constantly ask yourself these key questions:

How can I make more powerful benefit statements, using fewer words?
Am I overselling my product offer, and underselling the benefits my product offers the client?
3. Don't forget to keep the focus on the clients.

Remember: The selling process isn’t about you. Keep asking yourself what you can do to get more connected to the client, earlier in the conversation. One idea? Cut through the long winded pleasantries. Get settled into your purpose for the appointment in the first three minutes.

4. Seek mentors.

Find an industry leader that speaks to you and set aside a 20 minute learning appointment every day, for the rest of your life. This will help you stay motivated and focused regardless of the challenges you face each day.Think of it this way: You can either learn from other experts that have already made the mistakes, or you can waste time and money and make those same mistakes yourself.

Finally, if you're really serious about improving, ask the client for permission to record the conversation so that you'll be sure not to miss any important details. The No. 1 reason advisors don't record client conversations is that they don't ask for permission. What a lost opportunity! Remember: Your clients are rooting for you. They want to help you.

If you're still uncomfortable asking, consider saying something like this: "I have a coach that evaluates how well I communicate, and this recording will greatly help." (I can be that coach for you or your underperforming team members, if you ask me.)

In closing, remember that activity doesn't guarantee results. I proved it 19 times in 1988. What I didn't tell you is that my record for getting "yes" stands at 19 as well. I've "slummed" it with 19 and I've "scored" 19 straight times. I can't wait until I can report a score of 20.

How about you? What is your most ardent desire? What new number will you commit to "scoring"?

Peace, love and gumbo! 

Happy Holidays! 

Marvin LeBlanc 

After finishing this article and implementing the dynamite concepts and ideas I give you, I want to hear your success stories. You can fax me at 504-731-6768. Also, I will respond to questions you may have in my newsletter, "Making Marvelous Happen".  Keep in touch.

Hello Marvelous People!

As you know, this is the time of year for “giving”. It’s also a time of year where you will need to “show up” and “make an appearance” at some social gathering or company party that you are less than enthusiastic about attending.

So may I “share and give” you a different way to look at these events?

MAIN POINT: instead of looking at these events as time-consuming & possibly boring, view them as a chance to build your inventory of prospects for the new year.

In the article below by Michele Scism of Decisive Minds, you will find some valuable tips for better networking.

Until next time.

Peace, Love and Gumbo!
Marvin LeBlanc

Another important layer of Marketing is Networking, so I asked networking expert, Tonya Hoffman, CEO & Founder of Organization of Power Partners and author of soon-to-be released A Client A Day The Coffee Shop Way to speak about networking. Here are some of her great insights to networking:

Who is Your Ideal Client? – Who is it that you really want to serve? You can serve everyone – by focusing you spend less time on people who aren’t a good fit

Realize that people have different buying patterns- Some people will buy right away while others need time to research and think. Most people fall between these two extremes.

What do you have to offer each type of client? Make sure you are prepared for those who want to buy right away. Yet, also have more information for people who like to research.
Stop trying to make things perfect. It is far better to get out there and take action than to spend a lot of time getting everything right.

Always increase your skillset – What are things you need to improve on for networking?
See an opportunity and act now! Some of the best opportunities I’ve had some from overhearing someone who needs what I offer.

Find out where your clients hang out and go hang there too!

Start a conversation

Make an appointment or say goodbye. It’s not always a fit and that’s okay!
If they make an appointment, make it exciting, not sales. Make them feel special as if you are giving them a gift!

An important thing to remember in marketing – when clients see how they can do something or how they can change something, you have their attention.

For the full article online please click here.

Michele Scism is a powerful, inspirational and funny speaker and is available for interviews related to 6 figure business growth, online and social media marketing strategy and decision making.

To schedule an interview call 337-205-7455 or email Info@DecisiveMinds.com.

Hello, Marvelous People,

As you know, planning takes brain time and it usually takes quiet time. But the rewards for planning out your conversations is better communication with fewer misunderstandings. On the subject of communication, it's so important to me that it actually appears as rule number one on the five impossible rules found on page 91 of my book. 

Think out the words you use before meeting with coworkers. Think out the words you use with those you serve. If you are looking for some ways to thank your clients, try these four ideas from Colleen Francis of Engage Selling.

1. Thank a prospect for taking your call. "Thank you for talking with me on the telephone. I know time is precious and I'll always respect the time you invest as we discuss the possibility of developing a business relationship."

2. Thank a prospect for meeting with you. "It was a pleasure meeting you. Thank you for the time we shared. We've served many happy customers, and my wish is to someday serve you. If you have any questions, please don't hesitate to call."

3. Thank a customer for making a purchase. "Thank you for giving me the opportunity to offer you our finest service. I know you'll be happy with your investment and I appreciate the relationship we have built."

4. Thank a non-customer for not making a purchase. "Thank you for taking the time to consider using our services. I'm sorry that your plans don't include making the investment at this time. I know you will have a good experience with XYZ company and, if you need further information, please call me. As promised, I'll keep you posted on new developments that may benefit you."

In closing, realize that one of the greatest tragedies in life is to seize upon a great idea and not immediately start using it. Print this article, tape it to your monitor, and use one of the four thank yous on your next phone conversation. Let us know how it worked for you and we would be amiss if we didn't take a moment this Thanksgiving week to thank all of our loyal readers out there.  

Have a wonderful Thanksgiving and thank you for reading, commenting and sharing our articles. 

Peace, Love and Gumbo

Marvin LeBlanc 

Hello again, marvelous people:

Today's message has to do with coaching ourselves to listen & probe for the 11 key life events.

As practitioners, it’s easy to spend too much time working on the Conviction Step of the sale. You know, the part of the sale where you show your client your knowledge about the features, advantages, and benefits of your product. Your slick illustration. Your colorful graphs. Your impressive statistics.

Yes, it’s important to have current knowledge and expertise. Absolutely! But if we have the knowledge, and no one to speak to and share our insights with — at the right time in their life — then we have a very small chance of developing and landing a life sale.

So, you might say, give me something simple that I can use today that will build me a fresh inventory of people to visit.

Here are 11 key life events:

• Birth 
• Death 
• Marriage 
• Divorce 
• Graduation 
• College
• New Home
• New Apartment
• New Vehicle
• Funeral
• Anniversary

I would suggest you to jot down these 11 key life events. Laminate them. Put them in your front pocket, your wallet. Tape them next to your phone that you use when you “Power Dial” for appointments. The life event card is a very simple concept. It's visual, and it puts the important life events that are constantly happening in your prospects' worlds right there in front of you. It ensures that these events are constantly at the forefront of your mind. It helps you constantly and consciously listen for these occurrences.

When we have intentional conversation that specifically probes these life events, what we will discover are our prospects' needs. Needs that are not being met. New needs that are being created. Needs that you, as the insurance practitioner, can solve.

We are busy getting ready for 2014 and would love to help you and your team or small business get going too!  Email me at Marvin@marvinleblanc.com

Remember this day and moment and how at any given time you have the opportunity to make a real difference in small business development and in your life.  Today this information has even more information on leadership and small business development to help you on your journey to success and beyond.

There are some key elements to leadership that when used together properly they become an unstoppable force for winning.  These elements are:

• Talent and skills - you should capitalize on the talents and skills that you have as well as your team.  Everyone has a set of talents that they excel with naturally.  It is important to find those talents plus develop your skills and use them to your benefit.

• Attitude - the right attitude can make a world of difference in the corporate world.  By approaching each day and each task with a winning and purposeful attitude, you will get noticed and people will see you as a real leader and someone who motivates plus inspires others.

• Ability to overcome adversity - everyone will encounter some form of adversity throughout their life.  While adversity is inevitable, how you approach and get through adversity is solely in your hands.  By developing your ability to overcome adversity you are able to weather the storms and make it through the most difficult challenges in your life.

• WIN IN A DIFFERENT WAY - this is emphasized because it is an element that should be noted particularly.  There is more than one way to win in this world.  You may win financially, your status may rise, you may have many friends, or you may win spiritually.  There are different ways to win, and do not be afraid to try new tactics and new ways to reach out for success using different techniques.  By keeping yourself open to new ways to win, your chances of winning will increase.

In your business today, take an honest look at your team and their talents, skills, attitude.  Also prepare to overcome adversities and look for opportunities to win in new and different ways.  Through a careful assessment and by bringing out the leadership in your team you can find great opportunities for small business development and increased opportunities for success.

Get ready for 2014 NOW.  I am booking sessions to help build teams, motivate groups and make 2014 the best year it can be! Contact me at marvin@marvinleblanc.com for info. 

The (REAL) Idiot's Guide to Social Media Marketing

Hello Marvelous Peeps!

Boy do we have a special guest writer for you today. His name is David Newman, Founder of Do It! Marketing. David knows more about marketing and Social Media than we will learn in a lifetime. This high-energy, Philadelphia native is an international speaker, writer, blogger, marketing consultant and Past President of his Philadelphia National Speakers Association Chapter.

If you only read one article about Social Media this year, then you should only read this one.
Until next time, I wish you Peace, Love and Gumbo!

As always, if you are “stuck” and need some direction, you know how to contact me. Be Marvelous! This life of ours isn't a dress rehearsal.

As a speaker marketing expert and head honcho of an inbound marketing agency serving speakers, consultants, and thought-leading professionals, I often find myself with prospects who want to get involved in social media but - sadly - do not understand the intent, ideas, or influence factors that make social media an effective tactic in their overall marketing arsenal.

The (REAL) Idiot's Guide to Social Media Marketing

How can I put this? Ummm... well, they're idiots.

Relax... IDIOT is an acronym that stands for the 5 key misconceptions, faulty assumptions, and pillars of goofy thinking that prevent most thought-leading professionals (YOU perhaps??) from generating maximum results from your social media efforts.

Namely...

I: I, Me, My syndrome

D: Dumb it down

I: Information without invitation

O: Over-selling

T: Today vs. tomorrow focus

Let's take a look at each of these in a bit more detail:

I- I, Me, My syndrome. No, your social media postings do NOT need to be all about YOU. In fact, if all you talk about is YOU - your company, your book, your blog, your brand, your articles, your resources, your tools, your programs, your products, your services... people will ignore you, tune you out, and dismiss you for the self-centered idiot that you are. (Please remember - idiot is an acronym used throughout this post.)

Experts promote other experts. Experts are not insecure about shining the spotlight on others. Experts are curators and pointers-out-of-cool-things. Experts post book reviews BY other experts FOR yet other experts' books.

As long as YOU can be counted on to share interesting, relevant, valuable, sometimes even edgy content, guide your followers to the "good stuff" online, and position yourself as a reliable sherpa in your expertise, you'll get PLENTY of attention, love, and respect. Even MORE SO if you're not a mental weakling who is focused only on hyping your own crap.

Grow up. Step up. Be a real expert and learn once and for all - it's not about YOU.

D- Dumb it down: This mistake comes from the fear that if you give away your VERY BEST ideas, strategies, tools, tactics, insights and other secret sauce (yes, the stuff you get paid BIG BUCKS for with your paying clients!) that you will somehow diminish the demand for your paid products and services.

So you "dumb it down." You post that second-rate article. You remove some detail from that tip sheet because you want people to buy your consulting services and not do it themselves. You post the video that only has 3 of your 10 key ideas because heck, if you gave all 10 ideas, they'd never hire you to keynote at the big industry conference - you've already "spilled the candy in the lobby."

Yep - you guessed it: You're an idiot.

The reality is - it works 180 degrees the other way. The ONLY way folks are going to pay you the big bucks is if they have a FIRSTHAND experience of your genius - if they feel it, taste it, touch it, and fully experience it. ONLY THEN will they want more. ONLY THEN will they share it with their colleagues. ONLY THEN will they call their boss over to look at your website or email them your link.

Do you want to be SHARED - or do you want to be SCARED? Your call - but you already know which answer will make you more money. Unless you're an idiot.

I- Information without invitation: Social media sites are not a dumping ground for your old, outdated, crappy content from books you wrote in the 1980s or articles that you could never get published.

Even rock-solid, current, highly relevant information is NECESSARY but NOT SUFFICIENT to fuel your thought leadership platform and build your empire as an expert.

Here's a secret - the internet actually does NOT need more information posted on it. Not from you. Not from me. Not from anyone.

An effective social media campaign will share information of standalone value and then INVITE a two-way (or 5-way or 17-way) conversation around that information.

Ask questions, seek engagement, invite involvement.

Offer value, seek opinions, spark conversation - and ask the most powerful question in sales AND leadership AND relationships: "What do you think?"

O- Over-selling: One particularly idiotic individual told me that he wanted ALL his Facebook posts to have a hyperlink. Every. Single. One.

Hyperlink to where, you ask?

To HIS online store, HIS products, HIS books on amazon, HIS speaking page, HIS consulting page, HIS services overview. He said, "If you're not linking every Facebook post to a selling opportunity, you're just putting a lot of dead-end junk on Facebook and you'll never make any money."

Wow - this guy is a WORLD-CLASS idiot.

Social media is not about posting "here's how to buy my crap" - it's not about creating an extra dozen or so sales pages for your products, services or programs.

If your goals are: Sell on Twitter. Sell on Facebook. Sell on LinkedIn. Sell on YouTube...

Your results will be: Unfollow. Unfriend. Unlink. Unsubscribe. You're done. Buh-bye. Idiot.

Lesson 1 for you to share with your idiots: Content comes before commerce.

Lesson 2 for you to share with your idiots: First you earn their attention. THEN you earn their money.

T- Today vs. tomorrow: focus The final mistake is to think of social media in the same way that you might think of outbound sales activity.

Think about it: Cold calls. Email blasts. Direct mail. Do those things and the natural question to ask is - OK, how much did we sell?

You made 100 dials, you connected with 20 humans, you had 14 conversations, you qualified 5 serious prospects and then how much did you SELL TODAY?

You sent 10,000 postcards. Requests came back for 300 quotes. So how many widgets did you SELL TODAY?

Social media doesn't work that way. Social media is... well, social. It's about relationships and trust. Relationships and trust don't have an ON/OFF switch - they develop over time.

Transactions happen today from relationships you built last week, last month, and last year. The benefit of that - and the reason it's worth the "wait" is that social media gives you a permanent asset - TRUST.

Blog entries are forever. They continue to sell your expertise, your company, and your value day after day, week after week, year after year. LinkedIn recommendations are forever. People that wrote glowingly of you in 2002 are still "selling" for you and your reputation TODAY.

A voice mail? BEEP - gone. An email? ZAP - gone. A face to face meeting? DONE - bye. Those happen today and they're gone today.

Sure, you have to sell today. You have to make your quota today. You have to feed your family today. But social media marketing helps you ensure that what you create ONCE today works and lasts and brings customers and clients to you for many years to come...

Not because you SOLD them like an IDIOT -- but because you built the trust and relationships that HELPED THEM BUY today, tomorrow and beyond!

If you want to see the original article and comments please click here.

"Do You Make a Difference?" was sent to me awhile back by a colleague of mine that I've known for 20 years.

Might I suggest you SLOW DOWN and really read this great piece of advice. As always, Marvelous Performance Systems is interested in your opinions, reflections and feedback. Be sure to use the reply and feedback feature at the end of the article.

Subject: Do You Make A Difference?

Friendship Quiz

You don't actually have to take the quiz. Just read straight through, and you'll get the point.

1. Name the five wealthiest people in the world.
2. Name the top five news stories five years ago.
3. Name ten presidents or leaders of the biggest countries in the world.
4. Name ten people who have won the Nobel or Pulitzer Prize.
5. Name the last half dozen Academy Award winners for best actor or actress.

How did you do?

The point is, none of us remember the headlines of yesterday. These are no second-rate achievers. They are the best in their fields. But the applause dies. Awards tarnish. Achievements are forgotten. Accolades and certificates are buried with their owners.

Here's another quiz. See how you do on this one:

1. List a few teachers who aided your journey through school.
2. Name three friends who have helped you through a difficult time.
3. Name five people who have taught you something worthwhile.
4. Think of a few people who have made you feel, appreciated and special.
5. Think of five people you enjoy spending time with.

The people who make a difference in your life are not the most powerful ones,
nor have the most money or awards. They are the ones that care.

If you are in need of some good ol' motivation to kick off 2014 get in touch!  Email me at marvin@marvinleblanc.com We can set up some one on one time or a group event.  I am here to help you be more successful! 

As a leader, you are given a formidable yet inspiring task. In any setting, you are the personal, walking, talking representation of the spirit and direction of your group. Those who follow you must do so with trust and willingness.

We all have weaknesses. As a strong leader, you must do the work early and often to identify what yours are. Admit to them. Ask your team for support. Hire others with complementary skills and strengths.

A good leader knows this advice all too well, but doesn’t always translate knowing into doing. This is often why a large ego displaces smart leadership. One of the most important attributes of a strong leader is the ability to be humble. Don't let your ego run wild. Remain humbled by those who support you and your organization.

Outstanding leadership is about being self-aware. It is about being aware of your surroundings, but also internally, the attributes that make you YOU. Discover your weaknesses as a person, and admit them. The greatest leaders in the world knew that they were flawed to some degree, and either recognized and honed their flaws into strengths or worked around them.

You probably don’t like to acknowledge your weaknesses. Welcome to the club! The best and most successful leaders not only recognize where their areas of weakness are, they surround themselves with people who shore up those weaknesses. Those who follow you will realize your sincerity and appreciate the way you recognize their gifts as a vital component of team success.

Your team needs and wants recognition. They are hungry for it. So whenever you can, turn to your team for support. Realize that you don’t have all the answers, and it may very well be the people surrounding you who can contribute the most to solve key problems and accelerate your success as a group. Ask your team for the support they genuinely want to give you, and you’ll become recognized for the collaborative and effective leader that you are.

Of course, you must gather a team that is, in fact, smart. But beyond that, it is about finding a team whose traits complement your own traits. Focus on developing a team that not only fills vital gaps, but also magnifies your strengths.

Ultimately, your job as a leader is to increase the collective value of your team. Use your strengths to succeed and flourish. Develop others. Raise the bar together. Marvelous leaders focus on these tasks so that marvelous performance will take care of itself.

Make sure to stay connected!  Click below to register to receive our monthly newsletter! 

"The Hungriest Bear Always Eats First."

This country saying holds a lot of meaning in life as well as for business success. The hungrier you are, the more willing you are to take the necessary steps to victory. The drive and desire that inspires you must be ignited to reveal the hunger and lead you to success.

Victory does not come all at once. Victory is achieved through a series of small successful experiences that culminate in winning or achieving your goals and objectives. This is often nicely illustrated during football season. Sometimes in a game, one turnover at a time gives a team momentum and eventually it leads them to victory.

Look for small achievements and successes that can lead you towards your ultimate goal. Each small success will feed the hunger and generate momentum for your business and for your team. Consider your definition of victory. Then, list some small steps that you can take to achieve that victory.

Will these steps feed your hunger and drive you onward to your goals?

What will motivate you to continue forward?

How strategic are these steps?

Are you taking the time to think about them and plan accordingly? Or are you randomly choosing a path that may or may not lead you astray.

What should be done if there is a failure? Do you stop? Do you start over? Do you try a different approach? A failure should never deter you from your victory. Instead a failure should give you pause to think, refocus, and keep your eye on your prize.

How focused is your intensity when taking each step? Do the steps provide momentum?

For business success, your entire group must understand the meaning of victory. Be sure define victory so that everyone will understand what it will mean for them and for your business. Also have a brainstorming session where you discuss the small successes that will lead the team to victory. Use the questions above to help your team stay focused on their planning and get involved in their respective areas to help the team achieve success.

Perhaps it is time to rekindle your group's hunger for victory. Look for ways to feed the intensity and get your team pointed in the right direction. If so, let's talk and get you more information about becoming the hungriest bear in your company and leading your team to victory and business success!

Call me at 225-938-4177 or connect with me on social media! 

To properly execute superior leadership in small business, it is important to know certain steps to winning in the workplace. One of those very important steps is raising employee productivity. The more productive your team is, the better your business will be in the short term as well as in the long term.

Productivity triggers sales, customer satisfaction, and improves return on investment. Any manager seeking superior leadership in small business needs to look closely at productivity.

A key component of productivity is the hours spent actually working. A recent survey of 10,000 employees asked how much time is wasted during a regular workday. The results of the survey found that TWO HOURS NINE MINUTES are wasted every day at work. With the right leadership in small business, what could you do with two hours each day if your employees were doing something productive during that time?

Some of the reasons cited for wasting time at work include:

• Procrastination and delaying real work
• Non-work related activities including personal calls, texts, or using the internet for personal reasons
• Gossip, telling stories, or talking about the big game from the night before
• Complaining about fellow co-workers
• Complaining about the boss or the company as a whole

Notice that a significant amount of these reasons involve negative activities. Not only is productivity reduced from complaining, gossiping or procrastinating - your workplace morale is slowly eroding and will suffer greatly as others in the workplace get dragged into the negative activities.

For superior leadership in small business, your teams of employees need to know how negative actions can affect them personally as well as the entire business. Unfortunately as a leader, you cannot be there all the time and monitor every conversation. You do want to empower your employees, but in a positive way that motivates them to adopt more positive activities.

One solution that has worked well in many places is encouraging your employees to have an "accountability partner." This person would be a co-worker that would be asked by the employee on an informal level to give them a nudge or a signal when a negative activity is witnessed. The employee can then take corrective action without feeling embarrassed or humiliated. By pointing out the action in a respectful way to the offender, everyone will benefit. Negative activity will diminish, productivity will rise, and morale will climb.

As the manager, you can encourage this type of positive behavior on a casual level without turning it into a counter-productive move on the part of management. Remember the most important part of a business team:

"Let's build each other up, let's not tear each other down."

Marvin Leblanc (N’awlins)

If you are interested in having me speak on one of your teleseminars or at one of your live conferences, workshops, meetings, boot camps or other event - please email me at: MarvinLeblanc@aol.com

Let's Connect!

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