“If the world is cold, make it…”

“If the world is cold, make it your business to build fires.”

—Horace Traubel, 20th Century American Essayist

Image from www.offthegridnews.com

Image from www.offthegridnews.com

The life blood of any business is satisfied customers who are attracted to you as well as your products or services.

The goal of business development or outreach efforts is to convert the unaware or “cold” prospect to a hot prospect, and to eventually consummate a win-win agreement. In our frenetic, over-communicative world, this is often easier said than done.

One strategy I found that will definitely warm things up for you is to create a discovery process that intentionally seeks to establish the fit and value of a future agreement.

EXERCISE:

Create an assessment that specifically identifies the best candidates for your product or service. Create another assessment that helps people determine the value and areas of impact of your product or service.

Feel free to examine the Assessment Section of my website to see how I help prospects determine the fit and value of working together. Consider adapting these resources to support your own efforts.

“You can’t reach for anything…”

“You can’t reach for anything new if your hands are still full of yesterday’s junk.”

—Zig Ziglar, American author, salesman, and motivational speaker

Image from bradbyers.com

Image from bradbyers.com

Imagine you are learning to juggle, starting with three balls. Your initial efforts are awkward, but you quickly learn that you must release one ball in order to catch the next, then quickly toss that one, too. You just can’t hold on to anything for long without losing the momentum of the entire batch of balls.

EXERCISE:

Where in your life are you required to juggle people, priorities, and projects in order to have more of what you desire? In such cases, you must release some of them temporarily. What if your job here is to make sure you release those that represent yesterday’s junk so that you can have more of the quality balls in your life?

“If there is a single lesson…”

“If there is a single lesson that life teaches us, it’s that wishing doesn’t make it so.”

—Lev Grossman, Author and Journalist

Illustration from Flickr by Tom Simpson

Illustration from Flickr by Tom Simpson

Walt Disney World is a magical place that we have visited many times with our children and family. In the childhood classic, Pinocchio, Jiminy Cricket sang, “When you wish upon a star,” a song which says that anything your heart desires will come to you.

For most families, planning a six-nights/seven days vacation full of magic can cost anywhere from $1,000 per person to over $10,000 for a family of four. Given that money does not magically grow on trees, affording it takes considerable effort and sacrifice. This is especially true for the average family, whose median annual household income, according to the 2012 census data, is about $50,000.

EXERCISE:

To what extent are your most fervent hopes, desires, and wishes backed up with necessary efforts and actions, to make even more of your dreams come true?

“It is better to prevent than to cure.”

“It is better to prevent than to cure.”

—Peruvian Proverb

Photo from Flickr by Phossil

Photo from Flickr by Phossil

Many years ago, there was a TV commercial for Fram oil filters, using the marketing slogan, “you can pay me now, or pay me later.” The premise of this campaign was to garner the support of auto mechanics. The mechanics, in turn, would suggest that you could do one of two things:

Invest a small sum in protecting your car’s engine with a new Fram oil filter right now, or pay for an expensive engine repair or replacement down the road.

EXERCISE:

Where would an ounce of prevention be worth more than a pound of cure in your professional or personal life? What actions will you take today to invest a little, for far greater value or savings in the future?

one corner of the universe

“There’s only one corner of the universe you can be certain of improving, and that’s your own self.”

– Aldous Huxley, author

Photo by John Sting on Unsplash

Those of you who have been reading The Quotable Coach for some time may know that in my first career 30 years ago I was a science teacher. Two subjects I found most fascinating were astronomy and physics.

Entropy (“the degree of disorder and randomness of a system”) is constantly at work expanding the universe and bringing disorder to our world. Fortunately, as Huxley suggests, we can use our own energies to counter this disorder and design the world as we desire.

Exercise:

How will you use your energy today to improve your corner of the universe?

How can you combine your energies with others to make even larger improvements in your world?