Many years ago, I was in an appointment with a new prospective customer. I gave my spiel. She told me some of the challenges the company was having, and asked what solutions we could offer. My response: “There’s more than one way to skin a cat.” She politely told me that the sales call was over and I needed to leave…
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Newton Was Right
You’ve heard of Sir Isaac Newton. As the story goes, he discovered gravity when an apple fell on his head while he was sitting under an apple tree. He also discovered a famous law of physics: “An object in motion tends to stay in motion and an object at rest tends to stay at rest.”…
Read MoreI Hit $500K in Sales and Have Reached My Ceiling! Now What?
Throughout the years, I have seen talented salespeople enter this industry with an eye on becoming a million-dollar producer. They work hard early on, have some customer wins, and see their sales increase. By years two and three, they become much smarter regarding the nuances of this industry. They see sales continue to progressively grow,…
Read MoreIf Money Doesn’t Grow on Trees, Where Does it Grow?
You have all heard the saying, “Money doesn’t grow on trees.” We all get that. But what no one tells you is where money does grow. The truth is that money grows in “other people’s pockets.” So how do you get your share of money in “other people’s pockets”? Relationships. I have said for decades…
Read MoreWhat Is Your Say/Do Ratio?
There are many admirable characteristics that help accelerate success in business and life. One characteristic is “reliability” which can be measured by your say/do ratio. Your say/do ratio is simply the ratio of the promises (things you say you will do) to the promises you keep (the things actually you do) that you said you will…
Read MoreThe New Marketplace: Why Your Sales Need Marketing
Unless you work part-time or are happy where you are, online marketing plays a vital role in growing your distributor business. Just like any other business today, in any industry, you must be visible to your prospects. If you’re looking to grow your business to seven figures and beyond, you need to increase your client base in a systematic way…
Read More5 Reasons to Rebrand Your Distributor Business
Your online brand needs to effectively communicate what you do, who you help and the value of doing business with you. If your website and social media profiles are not up to the task, you may be missing out on new ideal clients, repeat sales and other important opportunities. Here are five reasons you might want to consider a rebrand…
Read MoreReconcile Before the End of the Period
Ask the Accountant… Question: I produce my month-end statements and then do my reconciliations whenever the statements are ready. Is that the right order? Answer: Reconciliations are an important step in keeping your data up to date. Reconciliations are a safeguard that your numbers are correct, or at least entered in your system. A reconciliation…
Read MoreFail More to Succeed
Businesses spend about $250 billion per year on promotional products, printing and custom packaging. You are probably within an hour’s drive of at least $1 billion in business. You are surely an internet connection away from the full $250 billion. So, why do so many distributor owners and sales reps fail to get wealthy? I believe fear of failure is the No. 1 cause for failure…
Read MoreDo You Deserve to Be a Millionaire?
Do you deserve to be a millionaire? Why? If you said you deserve to be a millionaire because you work hard, long hours, you are wrong. Lots of people work long, hard hours and earn minimum wage. If you said you deserve to be a millionaire because you have been in this business 25 years…
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