Focus Archives - Page 2 of 2 - Dr. Ivan Misner®

How to Persevere in the New Year

My good friend Julien Sharp is a brilliant editor who has worked on a countless number of writing projects for me and done a top-notch job. She is also founder of Funnybone Toys® and Funnybone MuseTM, a fantastic networker and businesswoman, and an exceptional author who contributed a great article entitled “From Mickey Mouse to Cruise Ships” to my 2007 bestseller, Masters of Sales.

Julien Sharp

Julien Sharp

The article talks about her early childhood dream to be a musical performer on The New Mickey Mouse Club, how that transitioned into a desperate longing to become a cruise ship entertainer, and how she went from a kid growing up in rural Indiana to a successful cruise ship entertainer performing in exotic locations like the southern Caribbean.

Although Julien’s story is certainly an interesting one, the reason I bring up her article is not to detail her journey from Mickey Mouse to Cruise Ships, but to focus on the main points in her article, which explain how she achieved success.

Julien says that even today, she’s never forgotten a quote she read as a young girl from Lee Iacocca: “You’ve got to say, ‘I think that if I keep working at this and want it badly enough, I can have it.’ It’s called perseverance.”

This idea became the mantra that guided Julien to success. She says, “I had to have the perseverance to finish what it took to achieve my goal, and I had to realize that perseverance virtually never comes into play without the first two words in the quote: ‘I think . . .”

As a result of making Iacocca’s quote her mantra, at an early age Julien learned:

  1. To convert her dream to a specific goal
  2. How to research her target market
  3. To create an impassioned sales presentation, and
  4. To sell with passion.

Julien’s all-encompassing goal was to sing on a cruise ship, so she researched her client (cruise ship companies), rehearsed her presentation (created a demo cassette, packaged with the most professional photo she could afford, and included an introductory letter detailing her experience, education and the absolute passion she had for achieving her goal), used her enthusiasm as her best selling tool (all her money and every ounce of emotional desire went into 12 demo packages destined for various cruise lines in Miami), and persisted in chasing her goal. It’s no surprise that she achieved that goal, and now she continues to achieve even greater goals with each new year.

So, what’s your goal this week? This month? This year? Please share your answers in the comment forum below and if you really want to achieve your goals, remember the Iacocca quote, take a lesson from Julien, and learn to persevere.

How to Zero in on the Benefits of Your Business

Last week I wrote a blog explaining the importance of focusing on the benefits of your products or services (as opposed to the features of your products/services) when communicating with networking partners and potential customers.

Once you have a good understanding of the difference between benefits and features, you can begin zeroing in on the benefits of your business.  In order to do this, your first task is to focus on your best customers.  What problems were they experiencing before they came to you?  What problems did you solve for them?  How did you make their lives easier?  The answers to these questions will begini to connect you with their motives for buying your products or services.  You provided some value to them that was significant enough to cause them to spend their money.  What was it?

An additional task this week is to create a list of the features versus the benefits of just one product or service you offer.  On a sheet of paper, make two columns–one column with the heading “FEATURE of This Product or Service” and the other column with the heading “BENEFIT of This Feature.”

Once you’ve completed this list, begin to include the language of your benefits in your messages to your marketing team, to prospects, and while networking.  It would be a good idea to eventually complete this list for each of your products or services because the more you can communicate the benefits of your products/services, the more people will see the value of what your business provides.

Come back next week to learn how to simplify your message and make it more specific and, in the meantime, I’d love to hear from you in regard to any questions you may have about benefits vs. features and/or get your thoughts on what you may have learned or realized about the true benefits of your products/services through creating your features vs. benefits list.  Please share your questions/thoughts in the comment forum below.  Thanks!

 

Dr. John Gray on Staying Focused

At a recent TLC (Transformational Leadership Council) conference, I had the opportunity to talk to my good friend Dr. John Gray about his new book, Staying Focused in a Hyper World.

John, whom you may very well know as the author of Men Are from Mars, Women Are from Venus, was diagnosed with Parkinson’s Disease some years ago and he embarked on a mission to treat it through natural solutions.  During this time, he discovered he had ADHD (Attention Deficit Hyperactivity Disorder) and, quite interestingly, he was able to counteract that through natural means without the use of harmful, side-effect-inducing drugs.

In this day and age, we are so bombarded with technology and distractions that even if we don’t have ADHD, it can often be extremely difficult to stay focused and this can be a great deterrent to our success.  For this reason, I highly recommend John’s new book.  Businesspeople can especially benefit from the advice in this book as they tend to live highly fast-paced lives and they are often simultaneously pulled in several different directions.

I’d love to hear your thoughts about what John has to say in this video (you can leave your comments in the comment forum below) and if you’d like to learn more about Staying Focused in a Hyper World, please click here.  Thanks!

 

 

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